Regional Retail Sales Manager jobs in Fayetteville, AR

Naam auteur: MW

Datum:  15/10/2021

1. Function:
 

REGIONAL SALES MANAGER North America

2. Purpose of the function: 

Maximizing the sales and net contribution of the Roxell products within the assigned region. Continuously striving for a win-win situation for both the company and (potential) customers.

3. Context of the function:
 

Exterior market influencers:

• Market conditions (economics, ecologic, legislation, degree of development, automation …)
• Competition
• Cultural differences
• Function level of counterparts (top management, consumers of products)

Interior influencers:

• Existing product portfolio & services (Internal Sales & Technical Services, Marcom, Finance)
• Balance between professional and personal life
• Colleagues

 4. Organization Chart:
 

The Regional Sales Manager EMEA reports  to the SALES DIRECTOR AMERICAS

Direct reports

• 2 area sales managers (BB, JM)

5. Key Result Areas:

• People Management

Guide and coach ASM's in order to achieve the objectives and assist them in developing their maximum potential (40%)     

• • Meet with ASM’s to review performance, progress and targets      
  • Coach individual ASM’s and participate in planned field days          
  • Unite the team and share best practices      
• Business Management

Steer the business and achieve the plan for the assigned region through effective planning, setting goals, analysing data and projecting future performance (20%)      

• • Set commercial objectives in cooperation with the Sales Director Americas          
  • Monitor and implement the sales objectives, discount & contribution plan
  • Forecast sales targets
  • Analyze sales results and develop plans to address performance gaps       
  • Develop sales strategies to acquire new distributors and direct accounts  
  • Ensure that the sales department works cross functionally with other departments         
• Distributor Management

Set-up, manage and strengthen the distributor network (20%)       

• • Develop a long-term (3-5 years) vision for the area 
  • Set-up a distributor network in line with the long-term vision         
  • Manage the distributor on performance        
  • Assure, enhance, support, use of tools with the goal to increase / reach self-sufficiency  
  • Enhance distributor relationship and loyalty  
• Key account management

Develop a relationship with reference Integrators (existing or potential) in the territory (10%)

• Identify, prospect sales, manage and increase Integrators    
  • Understand the Integrator organisation and their needs, value drivers, strategy, decision makers, ..         
  • Involve other departments (product management, business development, technical support

• Bring the outside in

Keep all involved departments and employees informed about market trends and evolutions such that the Roxell products and services are meeting the customers’ expectations and demands (5%)

• Is a Roxell Ambassador

Help to increase brand awareness and sales by representing Roxell positively to the market  (5%)

KPI’s

• Net contribution (sales through distributors and projects)
• Long term vision for the assigned areas short and medium term action plans
• Market coverage: market share and market penetration  (per product line and per area)
• % sales through new outlets (distributors and/or key-accounts)

6. Required basic criteria:

• Bachelor’s degree with 5 years experience

• Affinity with agriculture and technical sales; poultry experience preferred

• Has worked on management level with direct reports
• Willing to travel ( /- 60%)
• Occasional international travel required

7.  Required Competences:

• Analytical skills: good with facts and figures, decisions are underbuilt, can easily detect patrons
• Customer orientation: the ability to find out about the present/future customer needs and to take action within the own organization to make sure that it is possible to meet those needs, in line with the company’s commercial strategy.
• Flexibility: the ability to adjust one’s self as well as the company to react efficiently in different circumstances and to reply adequately to specific customer questions. The ability to handle different people, groups and cultures in a suitable way.           
• Radiate/ Show trust and confidence: the ability to be sincere and fair in contacts with others, and to leave this impression consciously with the other person.  
• Result-oriented: the ability to work in an efficient way so that personal and/or organizational targets are met successfully or exceeded. To have the strength to carry on despite obstacles, problems and/or setbacks.        
• Negotiation skills: the ability to achieve the desired targets with respect for all interest of involved parties (customers and the company Roxell).             
• Careful listener: the ability to listen actively to others and to capitalize on what one hears to manage distributors and to convince customers; is able to achieve the desired result by taking customers’ needs into consideration.        
• Networker: the ability to build strong long-term relationships that are or could be useful to achieve one’s professional targets.    
• Decision maker: the ability to judge and make decisions in a straightforward and effective way, taking all available information into account; can stick with the decision despite possible pressure to change it
• People Management: gives direction to the team in a clear way, takes the lead, guides employees to achieve objectives, follows-up closely but gives ownership.