PROGRESSIVE REGIONAL SALES MANAGER
JOB DESCRIPTION: PROGRESSIVE REGIONAL SALES MANAGER Position/Title: Regional Sales Manager Exempt/Non-Exempt: Exempt Reports to: Director of Sales GENERAL SUMMARY OF POSITION: Regional Sales Manager is responsible for planning and implementing sales by performing the following duties; ensuring sales profitability and growth by managing and coaching a team of Contractors and Distributors to effectively use and sell Progressive’s products and related services by achieving maximum sales profitability, growth and account penetration within an assigned Region and/or market segment. CORE & ESSENTIAL FUNCTIONS: Sales activities: Develops and implements strategic sales plans and forecasts to achieve corporate objectives for products and services. Promotes/sells/secures orders from existing and prospective customers through a relationship-based approach. Demonstrates products and services to existing/potential customers and assists them in selecting those best suited to their needs. Provide high-quality customer service to accounts by means of phone calls, emails, and/or in-person meetings. Establishes and maintains relationships with industry influencers and key strategic partners. Guides preparation of activity reports and presents to executive management. Establishes, develops, and maintains business relationships with current customers and prospective customers in the assigned territory/market segment to generate new business for the organization’s products/services. Makes telephone calls and in-person visits and presentations to existing and prospective customers. Researches sources for developing prospective customers and for information to determine their potential. Develops clear and effective written proposals/quotations for current and prospective customers. Expedites the resolution of customer problems and complaints. Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups. Analyzes the territory/market’s potential and determines the value of existing and prospective customers’ value to the organization. Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities. Identifies advantages and compares organization’s products/services. Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment. Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services. Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas. Participates in trade shows and conventions. All other duties as assigned. Management of Sales Team: Setting sales targets with the Executive Management and Sales Team. Tracking sales goals and reporting results as necessary. Overseeing the activities and performance of the Regional Customer Base Coordinating with marketing on lead generation. The ongoing training of Contractors and Distributors. Developing Contractors and Distributors through motivation, counseling and product knowledge education. All other duties as assigned. JOB EXPECTATIONS: Progressive salespeople manage the company’s business in each territory, almost as if it were their own, and they coordinate efforts with others such as their peers and Headquarters Personnel. The job is best viewed in terms of the functions that are required in order to fill this basic responsibility. The 12 functional elements of the sales job are: 1. Develop New Markets and Accounts A) intensive investigation of the area; B) development of plans and strategies for maintaining and increasing business; C) implementing the plans and strategies, D) concentrating on new account proposals and presentations; E) adjusting selling techniques to fit market opportunities; and F) enhancing company reputation to the public. 2. Control the Financial Aspects of Selling Selling always involves dealing with prices and resisting competitive pressures to reduce them. Even more, it includes negotiating the best prices for the company, often by offering financial alternatives to customers and keeping confidential pricing from becoming public information; protecting the company against loss by controlling expenses and verifying credit information on new accounts; and taking the appropriate action where exceptions justify it. 3. Demonstrate a Strong Coatings Knowledge/Skill Set Progressive outside salespeople must become highly proficient in the technical aspects of coatings by (1) being knowledgeable about coatings techniques, laws and codes, (2) engaging in the practical aspects of inspecting and analyzing applications, (3) solving application problems, and (4) writing detailed roofing reports. “Competent” and “expert” are labels associated with successful Progressive salespeople. 4. Provide Leadership and Good Management Practices The job is not only selling, but also managing a territory. This is accomplished by representing Progressive to customers so as to enhance the company image and gain confidence and respect of the account. The consistent demonstration of ethical conduct, honesty and integrity are essential. NBI salespeople control the sales process by anticipating and overcoming objections, while at the same time creating an awareness of need which they then fill. They also help accounts by offering alternative ideas. 5. Demonstrate “Motivated” Behavior NBI salespeople establish goals and priorities and prepare for contingencies by carrying appropriate samples and materials to their presentations. They evidence a high level of salesoriented activity and generally would rather sell than engage in unrelated activities. 6. Maintain Records, Information Flow, and Administrative Details No marketing organization can function effectively without good, detailed, timely records of their sales efforts and the factors that influence their business. The salesperson is one of the points where information is transferred and is a center of influence through which information must flow carefully to the customer from the company and to the company from the customer. This involves pricing, shipments, installations, new product information, adjustments, confidential policy information, marketing information, and so on. There is a myriad of detail and administration that accompanies good marketing. 7. Develop Key Accounts As with all commercial operations, a greater portion of NBI’s sales volume comes from a relatively small number of firms with the greatest buying power. It is essential to focus proper attention on the key people who have purchasing authority, to the companies with the greatest buying power, and to special efforts assigned to provide assistance and support to these key accounts. 8. Manage Marketing Efforts Much selling begins with generating ideas, forecasts, plans, solutions to customer problems, and getting a customer to use a “pilot order.” This analytical/thinking activity is followed by effective goal attainment through performance and time management -- by doing the things that optimize the ratios of calls-to-interview-to-proposals-to-sales ratios, qualify prospects, obtain new business, and build customers’ confidence in NBI quality and technical know-how. Adjustments for competition are made, leads and referrals are pursued, modern sales techniques are employed, and orders are solicited. 9. Optimize Distribution Knowing which prospects ought to be key accounts is at the very heart of the successful salesperson’s operation. Determining the cost-effectiveness of each account is an extremely important and often complicated decision. This decision-making process involves sizing up the customer’s problems and needs while always being cognizant of personal objectives and the potential profit contribution to the company. 10. Provide Customer Service The needs of customers are key to effective operations. Many things are done to solve their problems for them -- handle complaints, negotiate adjustments, forecast and expedite shipments, conduct presentations, and analyze their needs. Developing personal relationships, always listening carefully and occasionally entertaining are activities that help fill customer needs, so that in turn NBI’s needs can be met. 11. Provide Training for Others The level of technical sophistication involved in NBI Coatings systems requires salespeople to instruct contractors and customers on the use of NBI products. Salespeople may conduct coatings seminars to take some customers on plant tours to give them a better picture of how products are made and how NBI provides services for customers. 12. Cooperation Within the Company The overall marketing strategies of NBI involves numerous salespeople, managers, and territories -- including administrative services, production and research and development. Frequently, the acquisition of a new account or installation requires the assistance of others. Salespeople contribute to a team effort with the understanding that they will be repaid in kind. Much depends on a good attitude and the acceptance of responsibility to coordinate these efforts and cooperate with appropriate objectives at all levels. Cooperation implies a willingness to handle special projects, assist at trade shows, and adhere to company sales and marketing policies. EQUAL OPPORTUNITY EMPLOYER: Progressive is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, ancestry, military status, veteran status, marital status, gender identity or expression, transgender status, citizenship, sexual orientation, age (40 and older), disability (except where the disability prevents the individual from being able to perform the essential functions of the job and cannot be reasonably accommodated) or any other legally protected characteristic under federal, state or local law. ACKNOWLEDGMENT: By signing below, I acknowledge all of the following: I have reviewed the above Job Description, and I understand it to be accurate and complete. I understand that management retains the right to assign me other tasks when necessary. I also understand that management has a right to change this Job Description and my assigned job functions at any time. If, at any time, I am unable to perform any of my assigned job duties for medical reasons, I will alert Human Resources and will participate in an interactive process regarding possible workplace accommodations. I understand that my employment with the Company is “at will”. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
QUALIFICATIONS: Must possess sales experience. Possession of at least a high school diploma is required and a post-secondary degree is preferred. Demonstrated aptitude for problem-solving; ability to determine solutions for customers (consultative sales approach). Must be results-orientated and able to work both independently and within a team environment. Must possess excellent verbal and written communication skills. Proficiency in using Microsoft Office Suite applications and contact management software. Must possess a valid state motor vehicle license and maintain an acceptable motor vehicle driving record. Must be able to travel to client meetings. PHYSICAL REQUIREMENTS: Ability to communicate in a clear, concise and effective manner with customers, account representatives, company representatives, management, staff, and the public in face-to-face, oneon-one and group settings. Ability to maintain regular, predictable, and punctual attendance. Ability to establish and maintain effective working relationships with others. Ability to use office equipment such as a personal computer, copier and facsimile machines. Ability to sit or stand for extended time periods. Ability to carry, push, pull, and lift up to 50 lbs. of coatings material routinely. Ability to read at, above, and below shoulder height. Occasionally stoop, kneel or crouch. Have sufficient manual dexterity to operate equipment. Ability to safely climb a ladder/extension ladder while maintaining balance and carrying packages or bags. Ability to climb, traverse and manoeuvre across different roof levels while adhering to fall protection requirements as necessary. Have sufficient manual dexterity to safely cut and manipulate products/materials. Ability to properly use Personal Protective Equipment (PPE). Ability to work in inclement weather with frequent exposure to the elements. Ability to tolerate household and other types of typical industrial / construction chemicals and solvents while properly using and wearing PPE as necessary.