Regional Sales Manager - Western Territory

Base salary plus commission - Travel required and must live in territory.

Position Summary:

Primary function of a Regional Sales Manager is to identify, qualify and close business (build backlog) for the Company.  Responsibilities include business development through territory planning/ management, adherence to the strategic selling process, and compliance with the Braun Inside-Sales Process.  The RSM will own the customer relationship, while providing business leadership and management of the Company’s resources to ensure the customer-acquisition-and-retention goals are achieved. 

Territory:

 

 

Alaska-Hawaiian Islands-Western Canada- California-Nevada-Wyoming-Montana-Idaho-Oregon- Washington. * (excludes national and select strategic accounts) – Must reside in territory.

Essential Duties and Responsibilities:

• Develop and implement Territory Coverage/Business Plan

Territory segmentation by Key Target Market
Identification of Braun and non-Braun customers
Defined Network Strategy/Coverage Plan

• Develop Territory Marketing Plan
• Initiate customer contact in territory, prioritizing call-back frequency
• Prospect on an ongoing basis for “Growth or Trouble Situations”
• Develop funnel of business opportunities to ensure annual goals and targets are met (3 X B’s or A’s)
• Qualify identified opportunities for customer need and concurrence of need
• Orchestrate sales cycle to ensure customers’ goals and timeframes are met
• Establish proper customer expectations throughout sales cycle

Equipment fit and performance
Rules and responsibilities
Implementation timelines
Payment terms

• Close business at the levels necessary to support target quota
• Support and orchestrate customer-site and corporate visits
• Keep travel and expenses within manageable limits
• Keep to administrative responsibilities

CRM (contract maintenance and funnel management)
Weekly submission of Expense Reports and Trip Reports

• Assist National Account Manager(s) on local level

Education and/or Experience:

Bachelor’s Degree (BA or BS) in Business Administration/Management preferred and/or appropriate experience.  Experience in the sale of industrial equipment, parts, and supplies. Knowledge of laundry equipment & supporting systems, knowledge of sales cycle, and negotiation skills are highly preferred.