REGIONAL SALES MANAGER – SOUTHWESTJOB RESPONSIBILITIESReporting to an Area Director of Sales, this person will lead a regional field sales team (field account managers, inside sales account manager, sales support, customer advocate, if applicable) to meet all overall regional sales revenue and margin targets through the sales of the full line of optical products and services on behalf of ABB Optical Group.
The Regional Sales Manager will select, train, coach and guide the sales team within the Region and act as a liaison between the Region and ABB management.
This person must also represent the Company from a position of knowledge and professionalism at events ranging from company to industry meetings, conferences, etc.
Travel will be required approximately 60% of the time.Essential Responsibilities include the following.
Other duties and special projects may be assigned.Define, demonstrate, coach and teach all facets of ABB consultative selling practicesWork with regional sales personnel re: analyzing and interpreting sales and marketing reports in order to achieve profitable business growthDeliver all goals and objectives as it relates to the three ABB pillars of SCL, Lab and Business SolutionsConsistently develop regional and territory business plans based on POA deliverables, three business pillars and or general company strategies modifying direction based on overall results to planProvide business intelligence to Field Account Managers in order to drive strategic planning and build strong customer partner relationshipsCreate solid goals and objectives for each territory in order to sustain and grow profitable businessDemonstrate the strategies to employ and actions to take (improve efficiencies, margins, sales inventories) in order to positively affect the balance sheet and make an impact on cash flow, profit, etc.Routinely and consistently utilize reports and business intelligence to create territory plans; monitor Field Account Managers’ activities against set goals and objectives, providing guidance and insightEnsure that regional CRM standards are maintained based on company expectations.Develop and maintain relationships with Manufacturer Representatives and their managers; establish best standards and practices for Field Account Managers engagement with regional Manufacturer RepresentativesEnsure that predetermined call frequency and focus on regional goals is being managed on a routine basisPartner with internal sales teams (Strategic, Lab, Business Solutions) to support territory accounts as requiredOnboard, integrate, develop and retain highly skilled Field Account Managers in each territory within the regionEffectively prepare, facilitate and execute regional meetings based on organizational directionEnsure personal development plans are in place for each direct report based on skills and overall performanceProactively addresses any performance relates issues in accordance with HR policiesClearly communicate standards and expectations; coach to expectations, defining accountabilityProvide performance feedback regularly; partner with regional team to create action plans re issues and knowledge gaps; maintain effective follow-upSchedule consistent one-on-one meetings with team members to ensure performance alignment with goal attainment and address any immediate issuesCommunicate Corporate and Sales leadership messages (when appropriate) re direction, goals, objectives, plans, information to team members; align to messaging and strategiesMake timely and profitable decisions, considering different options, cost-benefit and implications in a fair and impartial manner with the highest level of integrityComplete organizational administrative requests, expenses in a timely and accurate mannerSupervisory ResponsibilitiesField Account Managers, Inside Account Manager, Customer Advocate and Sales SupportQUALIFICATIONS FOR EXTERNAL APPLICANTSRequired QualificationsMinimum of five years of current business-to-business optical, medical, dental (or related industry) salesmanagement level experience o At least 3 of those years must include the management of an outside field sales forceAdditional three years of business-to-business optical, medical dental (or related industry) outside field salesexperienceProficiency in identifying strengths and weaknesses in direct reports, effectively mentoring and coachingDemonstrated ability to drive revenue while achieving company margin goalsProven ability to launch new products and servicesIntermediate skills with general PC usage and applicationIntermediate skills with MS Office ApplicationsExcellent written and verbal communication skillsExcellent analytical skills relative to sales reports, forecasts, quotas and goalsBachelor’s Degree in related field or equivalent experienceMust possess a valid state motor vehicle operator’s licenseDesired QualificationsSales Trainer experienceOptical industry experienceBaseline geographic knowledge and familiarity of region and individual territoriesExperience with a Client Relationship Management (CRM) SystemQUALIFICATIONS FOR INTERNAL APPLICANTSRequired QualificationsAt least 2 to 3 years as a successful ABB Optical Group Sales Trainer o Must be meeting all goals, standards and expectations for positionBaseline geographic knowledge and familiarity of region and individual territoriesFull knowledge of ABB Optical Group products and services as they relate to the Sales Dept.Full knowledge of ABB Optical Group Sales processes, procedures and guidelinesDocumented experience partnering with Marketing on lead generation and adoption of programs and servicesDemonstrated ability to drive revenue while achieving company margin goals.Intermediate skills with general PC usage and applicationIntermediate skills with MS Office ApplicationsExcellent written and verbal communication skillsExcellent analytical skills relative to sales reports, forecasts, quotas and goalsMust possess a valid state motor vehicle operator’s licenseDesired QualificationsBachelor’s DegreeBaseline geographic knowledge and familiarity of region and individual territoriesExperience in managing and directing a sales teamKnowledge of planning and implementing sales strategiesBaseline geographic knowledge and familiarity of region and individual territoriesExperience in managing and directing a sales teamIntermediate skills with MS Office ApplicationsWORK ENVIRONMENT:The work environment characteristics described here are representative of those an employee encounters whileperforming the essential functions of this job.
Reasonable accommodations may be made to enable individuals withdisabilities to perform the essential functions.
Work is conducted both indoors and out with varying environmentalconditions.
Several hours per day may be spent operating a motor vehicle.
Noise level is usually moderate.Approximately 60% travel will be required.ABB031