Regional Sales Manager - West

Regional Sales Manager - West

Department: Sales

Employment Type: Full Time

Location: Phoenix, AZ (Remote)

Description

ASC is looking for an accountable and capable Regional Sales Manager to lead its Western Sales Team, which primarily covers WA, MT, OR, ID, WY, CA, NV, UT, AZ, CO, HI, AK. ASC’s go-to-market strategy is through 3rd Party Rep Agencies, as well as Mechanical Specialists and the ideal leader can grow not only territory revenue & market share, but also the development of the region’s salespeople and rep agencies.

Based near a major city in the region, this person will support and oversee sales objectives, initiatives and strategies for the full ASC Mechanical product portfolio.

Reporting directly to ASC’s Vice President of Sales - Mechanical, the Regional Sales Manager is expected to develop and execute growth plans, in addition to developing a winning culture within the region. It’s imperative for this individual to understand Strategic Value Selling, and to drive growth year over year with our 3rd party reps and teach those principles to direct reports.

This position requires the ability to leverage internal and external resources to achieve market share gains throughout the assigned territory.

What You Will Bring

Territory Leadership

• Manage 3rd party representatives to exceed growth revenue targets annually
• Ensure outpaced market growth on specified product categories
• Build a long-term market share growth plan for each assigned territory in region
• Set annual targets for Rep Agencies that tie to overall ASC budget
• Coach, Develop and assign growth targets for Mechanical Specialists
• Understand and demonstrate the features and benefits of the full line of ASC Engineered Solutions’ product line
• Collaborate with other ASC channels to identify cross-selling opportunities
• Establish and drive a project and conversion pipeline within the territory
• Analyze sales levels and trends, initiate actions as necessary to ensure attainment of sales targets
• Embrace and encourage sales technology initiatives, such as CRM, Power BI, and the Microsoft Suite of Products
• Communicate formally with VP of Mechanical Sales to report on what team is seeing and experiencing in the field through Monthly business reviews
• Participate in SIOP process to ensure accurate forecasting of products to operations team
• Recommend new or modified programs to ensure competitive position is maintained within the channel
• Support overall ASC selling initiatives and new product rollouts
• Manage deliverables to annual expense budget

Team Development

• Manage and empower 3rd part representatives to exceed sales targets of ASC’s portfolio of Mechanical products to grow our market share
• Host accountability sessions with 3rd party representatives to track key contractor progress, projects, and market pricing dynamics
• Coach, lead and develop Mechanical Specialists under direct leadership to increase our presence and win rate with Mechanical Contractors and a defined list of marquee projects
• Remain present to direct reports; host team meetings on a recurring frequency, both virtually and in-person
• Act as liaison between sales leadership and frontline sales representatives
• Review regions wins and losses and identify areas of opportunity to improve
• Encourage direct reports to be proactive decision makers and think critically
• Manage teams’ Travel & Entertainment budget to ensure maximum efficiency is being met

What You Will Bring

• Solid experience managing 3rd party rep’s showing YOY growth
• Direct people management experience
• High energy, High Accountability
• Strong business acumen
• Deep understanding of how financial decisions impact margin
• Solid negotiation capabilities
• A commitment to deliver the region’s organic growth goals
• At least 10 years outside sales experience, 3rd party rep management, direct people management preferably within the B2B construction industry
• Ability to travel up to 50%