Regional Sales Manager

The  Regional Sales Manager is responsible for forecasting sales for upcoming year, managing sales Representatives and Distributors along with promoting all products, programs, and policies. 

Essential Job Functions and Responsibilities

SCHEDULING

Should independently schedule time in the field, averaging around 50% of their time in locations such as Texas, Louisiana, Arkansas, and Kansas.

SALES

Establish sales forecast on an annual basis for the upcoming year for each rep and distributor.

Promote seminars with key customers on a regular basis and encourage plant tours in Houston for key customers, especially those with upcoming projects.

Discuss strategies to penetrate new and existing markets with Representatives and Distributor owners.

RSM should monitor Distributor's inventory when visiting the territory to make sure it is adequate to supply the market.

The RSM must act as a clearing house for all sales leads received from other Distributors, other RSM's, and Amresist management.

Must coordinate all leads and follow-up on each item with the appropriate parties.

The RSM can make on-the-spot pricing decisions within factory guidelines when required to close an order.

The RSM will use his/her best judgment to determine pricing.

In all cases, an RSM must notify Houston, in writing, of any pricing decisions made in the field.

Since the RSM is not always equipped with information required to make decisions on factory lead times, custom designed products, or pricing on non-standard products, they should recommend to our Representatives and Distributors that they deal directly with the factory on these issues.

RSM's should be involved with the revision of blanket quote pricing and project pricing when they have firsthand knowledge of the account and information on what is required to capture an account.

When dealing with field service problems, the RSM should let the factory handle the evaluations unless the problem is obviously application related (i.e., Chemical attack, water hammer, etc.) and can be resolved conclusively in the field.

Follow-up on all significant outstanding quotes within territory.

Coordinate any plan of action with the Distributor and Inside Sales to help close an order.

Be completely knowledgeable with and promote all products, programs, and policies.   

PLANNING

RSM should coordinate with the owner/manager of the Distributor to set up calls on selected accounts in advance.

Become active in scheduling the calls if necessary.

Select only customers with the greatest potential. 

REPORTING

 A list of items, by you and your Distributor, that require follow-up after a trip should be noted in the CRM D365 and sent in writing to your Distributor immediately after your trip.

Each month you should submit a summary of the Top 5 wins, loses and monthly focused targets for closure, for submittal to senior management by the VP of Sales for the Monthly Report.

  Submit, as necessary, information concerning any account,...