Job Summary:

This position offers you the opportunity to make an impact as you lead a sales team to ever-higher levels of performance and also recommend and implement new approaches and strategies. This region includes markets with high potential for revenue growth, and you will showcase your ability to increase market share by developing innovative sales strategies to target end users and distributors. You and your team will represent a high-profile brand committed to quality and performance, earning us a strong reputation within the professional contractor community.

Reporting to the Regional Vice President of Sales, as Regional Sales Manager you will provide leadership to a team of skilled District Sales Managers, and your overall mission will be to maximize the sales, market share, and profitability of the company product lines. The primary job functions will be to “Build Makita Champions” by coaching and developing the regional sales managers to be more effective at coaching and developing their sales team. You'll work with all parts of the company to ensure that field execution is adequate and consistent with corporate and regional objectives.

You’ll need to motivate and maintain your region team’s focus on multiple District Sales Managers in their districts who will be required to work with their sales reps and territory managers who oversee distributors, dealers, pro suppliers, and strategic end users in the commercial construction channels. You will continually challenge the field sales team to search for growth opportunities through key professional dealers and impactful end-users. You are targeting and incorporating various sales programs to provide a push & pull-through sales strategy to gain market penetration.

*MUST RESIDE IN THE MIDWEST*

Salary: $120,000– 136,800 Plus Bonus Potential.

Essential Job Duties:

Communicating corporate sales objectives and motivating the regional sales team to effectively achieve these goals.
Effectively communicating progress toward targeted corporate sales objectives to the Regional Vice President (RVP).
Ensuring the regional sales team executes the following at a high level: sales promotions, marketing events, training opportunities, and end-user targeting.
Perform regularly scheduled “Work-Withs” by working/riding with regional sales team members to ensure the team member is executing sales to the highest of Makita’s standards.
A high level of personal involvement with key end-user accounts.
Attaining regional sales goals to overall sales, target account sales, key product sales, and sales support of key marketing initiatives.
Ensure the regional sales teams are implementing the “End-User Strategy” by targeting medium to large contractors throughout the region to influence distribution to stock/sell our tools.
Motivating the selling efforts of the regional sales team while providing guidance and encouragement as needed.
Ensuring all regional sales team members go through the necessary training to enable them to execute at a high level.
Conducting joint sales calls with district team members to evaluate their competency, as well as to help them improve their skills.
Obtaining, and reporting to the RVP as well as the appropriate marketing team member, any relevant information concerning the competition.
Assisting the marketing team with obtaining marketing information for existing product life cycles and new product development.
Interviewing potential sales employees, working with the DSM in identifying the best candidates, and helping to prepare a bench of future district sales managers, assistant district sales managers, and national account managers.
Reviewing sales employee performance opportunities and working with those team members to put together plans to correct the opportunity.
Working with your district sales manager to help prepare them for the next level.
Acting as a coach and mentor, incorporating training, performance management, and motivation.
Building solid relationships with clients and internal colleagues based on trust and integrity.
Channeling your assertiveness and dedication to persist in the face of setbacks and doing what it takes to get the job done.

Skills Required:

Analytical - Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.
Design - Generates creative solutions; Translates concepts and information into images; Uses feedback to modify designs; Demonstrates attention to detail.
Problem-Solving - Identifies and resolves problems promptly; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem-solving situations; Uses reason even when dealing with emotional topics.
Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.
Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control.
Change Management - Develops workable implementation plans; Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.
Delegation - Delegates work assignments; Matches the responsibility to the person; Gives authority to work independently; Sets expectations and monitors delegated activities; Provides recognition for results.
Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; Effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.
Managing People - Includes staff in planning, decision-making, facilitating, and process improvement; Takes responsibility for subordinates' activities; Makes self-available to staff; Provides regular performance feedback; Develops subordinates' skills and encourages growth; Solicits and applies customer feedback (internal and external); Fosters quality focus in others; Improves processes, products, and services.; Continually works to improve supervisory skills.
Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
Diversity - Demonstrates knowledge of EEO policy; Shows respect and sensitivity for cultural differences; educates others on the value of diversity; promotes a harassment-free environment; Builds a diverse workforce.
Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values; Supports affirmative action and respects diversity.
Strategic Thinking - Develop strategies to achieve organizational goals; Understand the organization's strengths & weaknesses; Understand and support SWOT analysis, adapt strategy to changing conditions.
Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions.
Initiative - Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities.
Innovation - Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
A track record of success in sales management, including training and motivating sales professionals to improve performance.

Supervisory Responsibility: This position does have supervisory responsibilities.

Travel: Travel is expected for this position, about 70%, which may include heavy overnight travel based on business necessity. Will need to be willing and able to travel overnight.

Education and Experience Desired:

Bachelor’s degree from a 4-year college or university.
15+ years of related experience and/or training; or equivalent combination of education and experience.
Ten years of proven business-to-business sales experience, preferably in commercial, industrial, or residential construction, or other related industries.

Equal Opportunity Statement: The Company is an equal opportunity employer and makes employment decisions based on merit. Company policy prohibits discrimination based on race, color, creed, sex, religion, marital status, age, gender, national origin, ancestry, physical disability (including HIV and AIDS), mental disability, veteran status, military service, pregnancy, childbirth or related medical condition, genetic information, medical (including genetic characteristics or cancer diagnosis), actual or perceived sexual orientation, or any consideration protected by federal, state, or local laws. All such discrimination is prohibited. Additionally, the Company will provide registered domestic partners with all rights and benefits as required by Law. The Genetic Information Nondiscrimination Act of 2008 (GINA) prohibits employers from requesting or requiring genetic information of an individual or family member of the individual. The Company is committed to complying with all applicable laws providing equal employment opportunities.

Makita U.S.A., Inc. jobs

Regional Sales Manager