JOB TITLE: Regional Sales Director - Eastern Region
Incumbent must live within the region
SCOPE OF RESPONSIBILITIES: Responsible for exceeding assigned annual sales plan. Manages the selling strategies, tactics and plans in support of the Corporate Account Managers and assigned Account Managers ensuring achievement of short-term annual plans and long-term strategic plans. Coordinates the regional needs of national accounts by interfacing on a continuous basis with the Corporate Account Managers, Regional Sales Directors and the Executive Vice Presidents of Sales. Assigns the responsibilities for regional contact and in some cases the headquarters contact for a National Account in close coordination with the appropriate Corporate Account Manager.
SKILLS CAPABILITIES AND COMPETENCIES:
Ø Excellent people management skills.
Ø Focus on strategic and tactical sales planning and execution.
Ø Professional demeanor with senior level selling experience and success.
Ø Thorough product and industry knowledge.
Ø Excellent written and oral communications skills.
Ø Ability to customize the selling of the Kärcher North America’s value proposition bundle utilizing a library of programs and service capabilities presentations that are molded together to provide prospects and customers with a clear understanding of our compelling and sustainable value proposition.
SPECIFIC RESPONSIBILITIES:
Ø Provides strategic and tactical direct selling guidance to assigned Account Managers.
Ø Coordinates the needs of National Accounts with Corporate Account Managers providing regional direction and support as required. Will personally make the call or assign responsibility to Regional Account Executives as appropriate.
Ø Maintain close personal contact with important National Account regional personnel, and report and coordinate with Corporate Account Managers on progress, issues, and competitive activity.
Ø Report monthly on sales vs. plan, competitive activity, and summarizing progress reports from Account Managers and own activities to the Executive Vice President of Sales.
Ø Develop strategies for sales penetration to targeted end user prospects that span one or more Account Manager’s territory, and coordinate the tactical selling execution.
Ø Identify all resources (human, capital, technical, etc.) needed to accomplish strategic and tactical plans and document all appropriations for such resources to senior management.
Ø Develop annual sales budgets and expense budgets requests needed to carry out strategic and tactical plans and achieve objectives within approved budgets.
Ø Hire qualified candidates for Account Manager position and provide regular performance reviews, including development plans that will help correct deficiencies and build skills for future advancement.
Ø Provide the Executive Vice President of Sales with best advice for resolution of serious channel conflict issues that threaten regional or national account relationships.
Ø As assistant to the Executive Vice President of Sales, may be called upon to manage the activities of assigned Independent Rep(s) and/or Account Manager(s) that may be required due to span of control or geographic needs.
EDUCATION/EXPERIENCE:
Ø 4 year College Degree
Ø 5-7 years proven successful Sales Management Experience
Kärcher North America offers a competitive salary package with excellent benefits. Drug screen
and background check required. We are proud to be an EEO/AA employer.
