Regional Sales Manager

SUMMARY

The Sales Manager is responsible for driving all sales functions and operations. This individual is responsible for achieving quarterly/annual sales goals for their region, developing distribution channels, building strategic business relationships, and providing vision for all sales strategies and their execution. The Sales Manager is also responsible for containing the costs of selling in order to contribute to predetermined profit yields.

PRIMARY RESPONSIBILITIES

• Devise and deploy all sales goals and objectives across the organization, including the preparation of sales quotas and budgets.
• Integrate and align sales strategies with available talent, processes, IT systems, and other areas to increase sales force capability and success.
• Develop and implement quarterly and/or annual sales plans, policies, and programs for all account managers and any other staff under your leadership.
• Manage the activities and performance of all sales department staff. Oversee our Account Managers and sales staff in Quebec and Eastern Ontario as far west as Erb Trenton terminal coverage area.
• Work with the VP of Sales for final approval on all sales hiring decisions.
• Help create training and development plans for account managers.
• Conduct analysis to manage sales performance against corporate objectives and market developments.
• Plan and execute trade show appearances.
• Develop and implement distribution strategies, reselling agreements, and other growth opportunities.
• Create product segmentation strategies where needed to maximize business opportunities across various sales channels.
• Develop, manage, and nurture new business accounts and partnerships to accomplish profit and volume goals.
• Maximize relationships with key retail, wholesale, grocery and foodservice partners.
• Communicate brand identity internally to pertinent business units, key business partners, and the customer base.
• Collaborate with the executive team to develop short- and long-term strategic plans, including the preparation of annual business plans.
• Provide input from sales – including growth, competitive analysis, market trends, and business environment – for strategic planning processes.
• Develop execution strategies and tactics to support strategic plans at the divisional, regional, and international levels.
• Conduct regular analysis on pricing effectiveness and recurring trends; create actionable item lists based on findings.
• Conduct sales forecasts and weekly and/or monthly status reports.
• Responsible for collection of accounts receivable in conjunction with A/R staff to ensure rapid and effective collection.
• Formulate incentive plans to encourage sales department staff.
• Other tasks as assigned.

REQUIREMENTS/QUALIFICATIONS

• Postsecondary education is preferred.
• 5 years of direct work experience in transportation and/or in a management capacity is preferred.
• Strong experience in all aspects of sales, including growth strategies, distribution channel management, account development, and business planning.
• Excellent grasp of brand building and articulation of value propositions.
• A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills.
• Excellent teamwork and team building skills.
• Able to build and maintain lasting relationships with corporate departments, key business partners, and customers.
• Demonstrated ability to lead and direct sales forces, both retail and wholesale.
• Strong problem identification and problem resolution skills.
• Experience creating incentives and compensation plans.
• High level of proficiency with Microsoft Office productivity suite.

WORKING CONDITIONS

• Overnight travel required.
• Ability to attend and conduct presentations.
• Manual dexterity required to use desktop computer and peripherals.
• Salaried role based on 45-hour workweek. Schedule will fluctuate based on organization needs.