Regional Sales Manager

JOB SUMMARY:

The Regional Sales Manager is Responsible for providing sales support, sales management, and sales leadership of both the SFS Sales Executive (inspection sales) and the Sales Representatives (service sales) within assigned territory. Provide all aspects of training including onboarding process of new sales representatives, coaching, mentoring to satisfy sales development and goal achievement.

ESSENTIAL JOB DUTIES:

• Provide sales management to include mentoring, coaching, and overall sales development of assigned sales representatives.
  
  
  
  • Review and monitor sales and proposal activity on salesforce (weekly)
  • Review Days to Inspection report found on salesforce (weekly)
  • Monitor quantity and quality of proposals to ensure representative is meeting key performance indicators that lead to success (weekly)
  • Perform regular field visits with representative in territory on sales appointments, prospecting calls, surveys, and presentation/closing opportunities (monthly)
  • Review weekly/monthly sales performance versus assigned sales goal
  • If sales representative is inadequate in meeting goal expectations, identify reasons and implement solution
  
  
• Provide sales training to all sales representatives within assigned region by utilizing the Summit Fire & Security Sales Playbook
  
  
  
  • Work closely and communicate often with branch management ensuring new sales representative is on schedule and receiving all necessary resources and support
  
  
• Perform weekly/bi-weekly conference calls with sales teams.
  
  
  
  • Review of weekly activity and sales results (individual and as a region)
  • Review of target account progress
  • Manage all assigned new contract opportunities towards conversions
  
  
• Communicate on a regular basis with branch management on progress made during the Summit Fire & Security onboarding process
  
  
  
  • Notify management of strengths, challenges, and any reasons for concern and immediate areas of concern
  • Complete summary report, submit to management and follow up with conversation.
  • Share report with Service Sales Director on conclusion of branch visit including conversations and plan of action
  
  
• Provide sales support and leadership by clearly identifying strategic targeted accounts
  
  
  
  • Work towards 2-3 target accounts and manage through the sales process (prospecting, qualifying, surveying, presentation and closing)
  • Work closely with representative in creating a SWOT type analysis, and create overall sales strategy to secure initial appointment
  • Work in unison with other sales leaders within the company such as Director of National Accounts, Director of Healthcare Sales in learning, identifying other potential target accounts.
  
  
• Communicate with and assist Service Sales Director on all requested reporting needs, projects, and information to include
  
  
  
  • Any changes made to existing salesforce
  • Potential implementation of a Performance Improvement Plan (PIP)
  • Weekly activity reports including progress on any target accounts
  • Sales hiring needs
  • Regular updates on prospective sales representatives including phone interviews
  • Attend, participate on all required RSM conference calls, RSM meetings including annual sales kick-off meeting.
  • Inform of any industry/code changes and/or market trends for the sake of information and sales related opportunities
  
  
• Ensure sales representatives are compliant with all company policies and procedures.
• Participate in the Regional Sales Manager Bonus program that rewards achievement of the overall team sales results
• Other duties may be assigned.

QUALIFICATIONS:

The qualifications listed below are representative of the elements required to perform the job successfully, however in some cases, an equivalent combination of Education, Training, Certifications and Experience may meet the job qualifications.

Education, Training, Certifications:

• High School Diploma or GED, required.
• Associate's or Bachelor's in Business or related field, preferred.
• Strong working knowledge of life safety codes, required.
• NICET education, preferred.

Experience, Knowledge, Skill Requirements:

• 7 years sales or fire protection industry service and/or sales experience, required.
• 5 years of sales management experience, required.
• 5 years reading electronic blueprints, and experience with SalesForce, preferred.
• 5 years operating a computer, Microsoft Office, required.

Communication Skills:

• Must have the ability to effectively read, write and communicate in English with employees, customers and board or directors.

Other Qualifications:

• Valid driver's license with acceptable driving record required. Reliable transportation, required.
• Must be able to comply with SFS's Drug and Alcohol policy and Background screening requirements, which may also include customer specific requirements based on contractual agreement
• Frequent travel, required, up to 60%

PHYSICAL & WORK ENVIRONMENT REQUIREMENTS:

Reasonable accommodations may be made to enable individuals with disabilities to perform Essential Job Duties.

Physical Requirements:

While performing the duties of this job, the employee is required to sit and stand for long periods. Employee will occasionally be required to drive, bend, kneel, balance, lift <20lb, walk, stand, ascend/descend stairs, reach above and below shoulders, stoop, and twist.

Work Environment:

Employee will consistently be required to work indoors in an office or remote setting, work alone and with others. Employees will frequently be required to travel. Employee will occasionally be required to wear appropriate personal protective equipment, as required by company safety policies.

We are fully committed to equal opportunities for employment to all individuals regardless of race, national origin, gender, religion, sexual orientation, disability, familial status, and any other classification protected under the law. We are an Equal Opportunity, Affirmative Action employer.
While this job description is intended to be an accurate reflection of the position, management reserves the right to modify, add, or remove duties and to assign other duties as necessary.