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Cleaver-Brooks · 1 month ago

Corporate Regional Sales Manager

Philadelphia, PA

Full-time

Onsite

Senior Level, Lead/Staff

10+ years exp

Cleaver-Brooks is looking for a Corporate Regional Sales Manager to join our team. The role's primary responsibility is to ensure authorized representatives meet and exceed sales targets while growing business within exclusive territories, aligned with corporate growth initiatives.

IndustrialIndustrial EngineeringManufacturingTest and MeasurementWater

Responsibilities

Develop and execute business development and growth initiative plans with the representatives based on detailed territory analyses regarding market conditions, competitive intelligence and economic projections

Develop and strengthen performance improvement plans in under-performing areas of the representative’s business for a territory

Coordinate with business unit leaders to set aggressive, achievable annual performance sales targets and ensure the goals are met or exceeded by working directly with the reps. Manage representative’s accountability to these targets through key performance indicators. Conduct quarterly reviews with the reps to make necessary changes directed toward continuous improvement

Develop and manage the implementation of business development plans and strategies at rep firms and share best practices with other firms. Cooperate and share experiences with other Regional Managers

Ensure the rep organizations maintain personnel properly educated on the products, applications, processes, and policies as needed based on the territory requirements. Additionally, ensure the reps participate in C-B supported education and assessment programs

Create, manage, maintain and deliver periodic (daily, weekly, monthly, annual) reports highlighting representative sales performances. Ensure the adoption and use of the corporate CRM system by the representatives

Work with C-B corporate functional areas (sales, marketing, finance etc.) to ensure representative on-going viability in a territory including proper succession planning. Be prepared to account for possible territorial changes if necessary

Collaborate across internal business unit leaders and managers to ensure their goals and initiatives are supported and achieved by the representatives primarily in terms of sales and income goals for the businesses and product lines

Enforce and maintain appropriate standards, processes, and documentation to support a representative management program effectively and consistently

Other duties as assigned by the Vice President of Account Management

Qualification

Business developmentSales managementCapital equipment salesCRM proficiencyMarket analysisEntrepreneurial aptitudeProactive approachCommunication skillsOrganizational skillsTeam collaboration

Required

Bachelor's degree (BA or BS) from four-year college or university in related field, preferably in Engineering, Marketing, Business, Finance, Economics, or equivalent experience

10+ years of experience showing advancement, business development and sales growth while partnering with an independent representative sales channel

70+% travel within North America to support the representatives and sales programs will be required

Must be geographically located in the Pacific, Mountain, or Central time zone near a major airport

Demonstrate entrepreneurial aptitude and the ability to thrive in a fast-paced, creative, and performance-driven environment focused on achieving ambitious, metrics-driven goals

Possess a comprehensive understanding of the multilevel sales process in large, capital-equipment-intensive corporations, including engagement with end-users, engineers, contractors, and independent representative organizations

Exhibit strong organizational and communication skills—both written and oral—while working with independent sales representatives and customers as well as internal contacts and stakeholders

Collaborate effectively with external stakeholders, including sales and service representatives, customers, resellers, end-users, business associations, engineering firms, mechanical contractors, and professional organizations

Take proactive actions to achieve departmental goals and ensure alignment with broader business objectives

Demonstrate a proven ability to quickly learn and adapt to new applications, processes, and procedures

Show the capability to collaborate in a team environment while exercising independent judgment and initiative when needed

Set and manage priorities among multiple competing demands and ambiguities while maintaining a positive, 'can-do' attitude

Be a self-starter who takes initiative and delivers high-quality work with minimal supervision

Plan and manage marketing events and meetings aimed at business development with representatives

Have a successful track record in business development within territories and experience working with independent sales organizations

Be highly resourceful, intellectually curious, and eager to investigate and explore available information sources to acquire necessary data and insights

Preferred

MBA preferred

Preferred experience with capital equipment sales management

Benefits

Comprehensive benefits, including medical, dental, vision, maternity support program, discounted virtual physician visits, voluntary medical benefits (Critical Illness, Hospital Care, and Accidental Injury), FSA, HSA, life insurance, short term and long-term disability

Cash matching 401(k) plan

Employee assistance program (EAP)

Pet insurance

Employee discount program

Tuition assistance

Paid time off and 11 paid holidays