The Regional Manager is responsible for planning and implementing region sales plans. This role includes building and leading the regional sales team; providing support and coaching for sales team members; establishing and managing relationships with key customers, professionals and internal stakeholders; managing the regional sales business operations (e.g. policies/procedures, budgets, sales and account data, etc.)
Set region goals and develops sales forecasts and plans based on account analysis and marketing data. Manage budget and sales activities to meet business plan objectives. Ensure alignment of region sales plans (and product specialist goals/plans) with overall business strategy. Appropriately mobilizes and allocates time and resources to meet sales plans. Analyze sales and operations data to improve effectiveness and efficiency. Provide appropriate, timely business/policy/procedure communications to the field. Maintain accurate specialist's files that include territory plans, compensation, weekly reports, correspondence, career development, customer sales reports, and expense reports.
Implement an effective credentialing process and developmental plan for all direct reports. Ensure that specialists clearly understand performance expectations (Standards of Leadership, Sales Competencies, Sales Results, etc). Provide ongoing coaching and feedback to specialists in work sessions. Provide support, tools, and resources to implement specialist's development plans. Effectively evaluates performance against objectives through sales results, field observations and other input. Develop ongoing relationships with key customers and accounts. Identify key influence leaders within key accounts. Participate in sales calls with specialists that require management interaction. Establish and maintains internal relationships.
Develop a shared responsibility for accomplishing sales goals. Share corporate and company direction, strategy and goals with the sales team. Conduct regular field sales meetings to develop a team approach to meeting objectives. Effectively recruit and selection of new hires and coordinates training and assimilation. Demonstrate the importance of diversity and is a strong, vocal advocate of its importance to business success. Appreciate and encourage differences in people, especially different backgrounds, personal styles and approaches to work.