Regional Sales Manager

The Regional Sales Manager has primary responsibility for achieving the Holt Cat machine sales department’s short and long-term strategic plans in alignment with the company's Vision, Mission, and Values. The person in this position will be focused on overall customer satisfaction within their region while collaborating with all stakeholder groups to achieve win-win outcomes and corporate objectives through developing, monitoring, promoting, and implementing the department's strategic plan with their sales team. This individual evaluates, allocates, and directs the human, physical, and financial resources within their sales region on behalf of the machine sales department. The successful candidate will demonstrate strong strategic planning and tactical execution skills with a demonstrated passion for personal and team development to leading to successful outcomes for internal and external customers in alignment with Holt Cat’s core business values.

The incumbent in this position is expected to model the following practices daily:

1) Demonstrate alignment with the company's mission and core business values 2) Collaborate with key internal/external resources

3) Participate in ongoing self-development

4) Execute results

Essential Functions:

• Models, promotes, reinforces, and rewards the consistent use of HOLT’s Values-Based Leadership (VBL) tools, models, and processes to ensure alignment with our Vision, Values, and Mission
• Takes corporate goals and scales them to region, store,  and sales rep.  Develops effective strategies and tactics to achieve the corporate objectives at the individual customer, sales representative, and regional level
• Ensures the growth and maintenance of healthy business relationships with Holt customers on behalf of the Holt enterprise within the assigned region
• Understands customer needs, company capabilities, and builds win-win strategies
• Hires, trains, influences, develops, and evaluates an effective sales team that consistently exceeds productivity targets, demonstrates teamwork, and delivers Legendary Customer Service
• Evaluates sales coverage on an ongoing basis, reviewing the number of reps and developing the reps.  Assigns sales territories and customers to sales representatives to optimize the success of the organization
• Regularly meets with clients in coordination with the sales team to assist with sales presentations, resolve customer concerns, build customer relationships, expand company capabilities, and develop sales reps
• Conducts market analysis to determine customer needs, price schedules, discount strategies, opportunities for additional Holt offerings, and the competitive landscape
• Works with Marketing to successfully execute advertising and promotion plans
• Represents the company within trade associations, partners, and vendors to promote products and to assist with product and go-to-market strategy development and execution
• Analyzes and controls expenditures of the region to meet short and long-term company objectives in conformance with budgetary requirements
• Monitors and evaluates the business activities and products of the competition
• Works safely always and adheres to all applicable safety policies; complies with all company policies, procedures, and standards
• Performs other duties as assigned

Knowledge, Skills, and Abilities:

• Exceptional customer service and relationship-building skills focused on customer retention, new customer acquisition, and growth
• Exceptional interpersonal skills to engage, exchange information, influence, and train customers, sales team, peers, partners, and vendors
• Excellent oral and written communication skills
• Excellent formal presentation skills before both small and large groups
• Excellent self-management, multi-tasking, and organizational skills
• Excellent understanding of corporate and department goals and successfully executing those at the regional and customer level
• Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to situations
• Knowledge of economic and accounting principles and practices, the financial markets, banking ,and the analysis and reporting of financial data
• Ability to coach, develop, and mentor sales and other company personnel
• Ability to effectively work with all levels of personnel within both the organization and customer operations
• Ability to understand the implications of new information for both current and future problem-solving, opportunity capture, and decision-making
• Ability to perform mathematical computations such as percentages, fractions, addition, subtraction, multiplication, and division quickly and accurately
• Ability to work independently and effectively within a team in a fast-paced, high-volume environment with emphasis on accuracy, timeliness, and achievement of goals
• Ability to read, analyze, and interpret professional journals, technical procedures, or governmental regulations
• Strong technical aptitude and understanding of construction equipment, its application, and the construction industry
• Strong listening and questioning skills are required to effectively understand verbal and nonverbal communication.  Ability to listen to and understand information and ideas presented through spoken words and sentences, as well as the unsaid messages of others
• Advanced computer skills to include Excel, Word, PowerPoint, Sales Force, and Microsoft Dynamics

Education and Experience:

• Bachelor’s degree in Business or related field required
• Six years of work-related skill, knowledge, or experience required
• Driven and results-oriented; customer-focused, business development, KPIs, and executes on market expansion to meet corporate targets

Supervisory Responsibilities:

• Responsibilities include, but are not limited to, interviewing, hiring, and training employees; planning, assigning, and directing work; coaching and development; appraising performance; rewarding and disciplining employees; and addressing complaints and resolving problems.

Travel:

• Up to 10% travel
• Valid driver’s license 

Physical Requirements:

• To perform this job successfully, an individual must be able to perform each job duty and responsibility satisfactorily; Reasonable accommodations may be made to enable individuals with disabilities to perform job duties and responsibilities
• This position involves extended periods in a stationary position; additionally, occasional movement inside the office to access office machinery, file cabinets, etc.
• This role frequently communicates with others and must be able to exchange accurate information in these situations
• Routinely reacts to visual, auditory, and other signals, including alarms and instructions, and is required to visually inspect work

Work Environment:

• Working conditions are primarily indoors in a professional office environment
• Occasionally works outdoors with possible exposure to temperature variations, damp/wet surfaces, hazardous materials, flammable liquids, high noise areas, dust, and unfavorable fumes and vapors
• Frequently works at a fast pace with unscheduled interruptions

Disclaimer: Please note that the above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the incumbents so classified. All incumbents may be required to perform duties outside of their normal responsibilities, as needed.

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