Regional Sales Manager - Western Region

• 110000 - 122000 USD per Year
• Full Time
• Posted : 6 months ago

Vision Statement: Innovating the solutions that power the world’s best entertaining and food service experiences.

• Ensures execution of developed strategies, sales plans, marketing programs, and all related activities are in accordance with overall sales objectives that maximizes sales volume and profitability.
• Manage sales reps and distributors in the assigned region with direct support of a territory sales representative:
• Establishes annual sales plan with each partner with measurable sales goals, sales funnel targets and new product sales targets.
• Assist partners to develop and implement engagement plans and programs with key target customer targets to maximize wallet share of opportunities.
• Develop list of target accounts in cooperation with partners and plans to penetrate.
• Ensure that sales partner is adequately trained on Perlick’s products and applications and that Perlick is getting mind share.
• In cooperation with partners, ensure that the sales pipeline is being constantly built to ensure sales targets will be met.
• Work with partners to forecast bookings on a monthly basis as part of the monthly forecast process.
• Establish monthly cadence to review partner performance and develop and implement countermeasures when targets are not being met.
• Evaluate partners in region on a regular basis and decide when changes need to be made to optimize the revenue from the region.
• Manage dealers in assigned region with direct support from a territory sales representative:
• Hold dealers accountable to purchase Perlick products over competitor’s products when Perlick is a member of their buying group.
• Uncover which dealers are purchasing competitive equipment (and how much) and develop an action plan to win that business.
• Thoroughly document dealer information and events relating to that dealer in the CRM system.
• Work with the Sales leadership to develop and administer special programs with dealers to incentivize them to purchase Perlick products.
• Review our project pipeline report and follow up on upcoming opportunities.
• Assist accounting with A/R issues.
• Manage Strategic Hospitality, Chain, and National Accounts in assigned region with direct support from a territory sales representative.
• Be familiar with the key hospitality and chain accounts that are headquartered in assigned territory.
• Work with the Sales Leadership to develop and administer special programs with large customers to incentivize them to purchase/specify Perlick products.
• Act as the face of Perlick with key customers as assigned. Establish relationships with key players in the targeted customers’ organization as assigned.
• Influence Consultants, Designers, Architects and Specifiers in assigned region with direct support from a territory sales representative.
• Manage relationships to pull projects through dealers.
• Regional responsibility to identify key partners with the goal of establishing Perlick as their primary spec for all products in the line.
• Act as Perlick’s liaison with FCSI to enhance Perlick’s brand in the commercial consultant community.
• Choose key consultants each year and focus on creating a strong relationship or strengthening our current relationship.
• Track and report on volume of partner specifications.
• Work with marketing to maintain consultant contact data base.
• Work with marketing to send consultants e-blasts on a quarterly basis.
• Hire, manage, motivate and develop territory sales representative(s) in region. Set clear goal and sales expectations and put into place development plan to support professional growth.
• Other duties as assigned.

• Bachelor's degree in business, marketing or related field.
• Minimum of 7 years increasing sales and key account responsibility.
• At least 10 years of experience in sales. B2B and food service equipment experience required. B2C, home appliance and two (2) step distribution strongly preferred.
• Experience managing projects in a heavy construction environment. Ideally related to the quotation, installation, and start-up of food service equipment is strongly preferred.
• Requires travel approximately 40-50% of time across the U.S.
• Travel will be to food service consultants, food service equipment dealers, construction sites, brewery HQ and chain restaurant HQ.
• Familiarity working with and influencing partners is requirement.
• Strong written and verbal communication skills.
• Computer proficiency in MS Office suite.
• Excellent organizational and task prioritization skills.
• Serves as a product expert. Understands and can effectively articulate product features, function, benefits, and competitive advantage of our product line to potential customers.
• Familiar sales processes and consultative selling skills. and able to develop a blue sheet for large opportunities. Ability to develop and grow strategic customers in the hospitality and chain segments.
• Familiarity with sales opportunity management program such as Salesforce.
• Ability to develop a business case to pursue large opportunities.
• Ability to forecast revenue from a region on a monthly, quarterly, and annual basis to inform manufacturing capacity planning.

• Exhibits core cultural behaviors that reflect Perlick’s values to support our mission and vision.
• Being Resilient: Remains objective and calm when faced with adversity. Grows from hardships and difficult experiences. Manages crises and volatile situations effectively. Helps others recover momentum and confidence after failures or setbacks.
• Drives Engagement: Empowers others with meaningful decision making and ownership. Ensures that all team members are motivated to work toward common goals. Celebrates the team’s successes along the way. Provides praise, recognition, and rewards for strong performance.
• Plans and Aligns: Addresses risks and contingencies as part of the planning process. Finds the right balance between sticking to plans and adjusting them to changing conditions. Ensures that the team’s plans and priorities are aligned and coordinated across different areas of the organization. Plans ahead to make sure critical resources are lined up for organizational priorities.
• Self-Development: Aligns own development plans with the goals and values of the organization. Continuously improves own leadership capabilities. Models personal development by continuously expanding own knowledge and skills. Pursues challenging assignments and career opportunities that stretch and build own capabilities.

Skills

• Bar Design
• Business Development
• Business-to-Business (B2B)
• Compensation
• Contract Management
• Dealer Management
• Distributor Management
• English
• Marketing
• Microsoft Office