Regional VP of Sales (CA, AZ or CO)
National Restaurant Association - Phoenix, AZ

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Job Title: Regional Vice President of Sales (CA,AZ or CO)
Department: Sales Department
Reports To: Vice President Sales & Marketing
Status: Exempt

This job description provides a general guideline to the most common duties, responsibilities, and minimum requirements for this position. It is not all inclusive and the actual position may vary as circumstances indicate or as determined by the Association. Working hours are a varied shift position, but the Regional Vice President of Sales (West Region) may need to work varied hours to include weekends, as business needs dictate during peak time. There will be some travel as required between our State Association Business Partners, as well as key accounts.

Summary of Position:
Responsible for the development of strategies, plans and initiatives to generate regional budgeted revenue or above and increase sales and overall profits to support the mission and goals of the organization. Provide leadership, coaching and professional development opportunities for the regional sales staff. Leads and manages relationships with key industry operators, allied associations, as well as academic and other industry customers. Support the efforts to position the organization as the leading source for industry training and educational programs.

Work cooperatively and effectively with all other NRA departments. The Regional Vice President of Sales will lead efforts to establish regional sales and marketing strategies that drive the growth of key branded products and NRA membership, and be able to communicate them internally and externally while linking them to industry needs.
Principle Duties:

  • Works as part of Sales team to accomplish Association goals.
  • Assists Vice President Sales & Marketing to accomplish departmental goals.
  • Supports all internal team members and departments following the Association mission and values while promoting Association culture.
  • Directs and provides strategies and leadership for the Regional Sales Department to accomplish annual goals and objectives and support the business and mission related activities of the organization. Responsible for development of effective budgets, plans, strategic goals and the performance against budget and plan (for both revenue and expenses) and achievement of department plans. (40%)
  • Working in a team environment, assumes the leadership role in developing and implementing short and long-term strategies to increase sales, account penetration and positioning through cultivating positive business relationships. (20%)
  • Selects, develops and coaches multi-dimensional staff within the sales department to reach performance objectives. Measure all key account results and utilizes company reporting tools to facilitate analysis. Administers all company Human Resources and operational policies and procedures. Selects and retains highly qualified candidates within department. (15%)
  • Participate in senior level strategic planning to help provide strategic direction to NRA Solutions. Develop long-range plans for sales along with Senior Management. (10%)
  • Create effective sales and performances goals, objectives and support efforts to implement and maximize a culture to strong job performances. (5%)
  • Cultivate and develop alliances, points of distribution and partnerships working with the Marketing Department to support the sales and marketing efforts of NRA products and services. (5%)
  • Ensure effective communications between Sales department and all other NRA departments. (5%)
  • Other duties as assigned by the Vice President Sales & Marketing.

Secondary Duties:

  • Works on special projects and other duties as required helping to promote department’s success.

Position Specifications:

1. Essential Use of Following Tools:

  • Computer
  • Printer
  • Fax Machine

2. Essential Training/Certifications:

  • Bachelor’s degree in Business or hospitality related field required. Advanced degree in hospitality or business related field optional. A minimum of 10+ years experience in the business and/or the hospitality industry with demonstrated skills in strategic selling of training, certification and e-learning products, project management, business planning and direct supervision of multiple Director level sales professionals.

3. Essential Skills/Knowledge:

  • Strong writing, reading and math skills
  • Ability to communicate clearly and concisely
  • Computer literate (Excellent knowledge of Excel, Word, Outlook and PowerPoint applications)
  • Ability to learn other computer software programs, and enter and maintain accurate data/information
  • Broad fundamental Sales knowledge
  • Basic knowledge of office equipment such as fax and telephone
  • Ability to maintain confidentiality of work records
  • Strong organizational skills
  • Flexible and resilient
  • Problem-solving skills
  • Time management skills
  • Strong interpersonal and diplomacy skills
  • Ability to work as part of a team and to work independently
  • Considerable people management skills; capable of acting as leader, advisor, mentor, and coach
  • Demonstrative abilities in collaborative team building and consensus
  • Strong strategic vision in areas of business, Sales and the restaurant industry
  • Deep functional experience in Sales
  • Exceptional analytical and critical thinking skills
  • Significant business and stakeholder relationship building experience
  • Broad fundamental understanding of the restaurant industry/business environment
  • Responsiveness to change and leads as a change agent
  • Significant communication skills in written and verbal formats; showcases clear and concise manner
  • Ability to persuasively communicate complex concepts and programs at the highest levels of government and business
  • Ability to work as part of a team and to work independently; a self initiator, versatile and assumes risk with responsibility
  • Proven ability to develop and execute plans, manage revenue and expense budgets in order to meet and exceed aggressive sales plans.
  • Create and deliver effective presentations. Strong negotiation and closing skills required.

4. Essential Mental Requirements:

  • Must be able to work as an integral part of the Sales Team
  • Must be able to maintain good rapport with all departments
  • Must be able to cope within a fast-paced work environment
  • Must be able to manage multiple projects with minimal supervision
  • Must be able to understand the importance of the position for the success of the business
  • Ability to accept changes and be flexible
  • Be on time and with a minimal amount of absence
  • Must be able to work as an integral part of the senior management team of the organization
  • Must be able to make complex decisions for tough problems
  • Must be able to cope within a fast-paced work environment; perseveres with tenacity
  • Must be able to manage multiple projects; separating mission critical from the non-strategic; with minimal supervision
  • Must be fearless in tackling issues and challenges as they arise; doesn’t avoid confrontation
  • Must be able to understand the importance of the position for the success of the business
  • Ability to accept change and be flexible; focusing on action and outcomes
  • Must be able to act with honor, character and integrity

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