POSITION: Regional Sales Manager
REPORTS TO: National Sales Manager
SUMMARY: Directs the Sales effort on a regional basis, coordinating promotion and sale of company products to achieve maximum market penetration and to attain short and long-term company sales and growth objectives.
RESPONSIBILITIES TO INCLUDE:
Plan and establish department organization, plans and policies for effective attainment of department/company objectives.
Provide guidance and training for subordinates, including support personnel.
Develop additions or revisions to company sales policies/strategies and submit for approval.
Review recommendations submitted by sales personnel and finalize company sales forecasts.
Establish yearly expense budgets; review actual results in order to plan and take corrective action, as needed.
Oversee application of sales policies.
Approve recommendations for discounts or special services to customers within guidelines established by VP USA Sales/GM.
Recommend establishment or revision of selling prices.
Participate in the development and approval of advertising and product promotion programs.
Make regular and frequent trips to the field to keep fully informed of conditions in each territory/area and provide assistance to field personnel.
Contact key accounts and prospects personally on a regular scheduled basis.
Keep informed of competitors' activities through review of information from the field or other sources.
Maintain control of salary, commission programs, and sales incentives for staff. Ensure performance reviews are completed and presented timely.
Develop account management approach with each sales representative. Specify metrics aside from revenue which each representative must meet (#calls/day, merchandising, product penetration, etc…), then measure those metrics and hold the representatives accountable to them.
Work with each representative to identify the areas at each customer where our business is “blocked”. Determine a strategy to optimize the business and implement it.
Report progress / lack thereof weekly to VP USA Sales/GM.
Any other duties that may be assigned.
College degree in Business or Marketing, preferred.
Direct sales experience in a wholesale distribution environment with knowledge of a specialty sports industry.
Three (3) years sales management experience.
SKILLS AND KNOWLEDGE:
Excellent written and oral communication skills.
Excellent organizational skills.
Successful negotiation skills.
Good analytical skills.
Ability to contribute creative, innovative thinking and action plans that will maximize sales, profitability, service, and the image of Specialized.
Willingness to work and cooperate as a member of the Specialized Team to achieve company goals.
Ability to manage multiple priorities.
Specialized is the global leader in the designing and manufacturing of high performing technologically advanced bicycles, components and cycling apparel for world champion riders and cycling enthusiasts. Founded in 1974 and headquartered in Morgan Hill, California, Specialized is a global company with offices throughout the world.
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