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Perlick · 1 day ago

Regional Sales Manager - Northeast Region

Milwaukee, WI

Full-time

Hybrid

Senior Level

7+ years exp

Perlick is dedicated to helping the world serve better, and they are seeking a Regional Sales Manager to manage all sales activities and partners in the Northeast region. This role involves building relationships with strategic customers and ensuring execution of sales strategies to meet annual sales goals.

Manufacturing

Responsibilities

Ensures execution of developed strategies, sales plans, marketing programs, and all related activities are in accordance with overall sales objectives that maximizes sales volume and profitability

Manage sales reps and distributors in the assigned region: Establishes annual sales plan with each partner with measurable sales goals, sales funnel targets and new product sales targets

Assist partners to develop and implement engagement plans and programs with key target customer targets to maximize wallet share of opportunities

Develop list of target accounts in cooperation with partners and plans to penetrate

Ensure that sales partner is adequately trained on Perlick’s products and applications and that Perlick is getting mind share

In cooperation with partners, ensure that the sales pipeline is being constantly built to ensure sales targets will be met

Work with partners to forecast bookings on a monthly basis as part of the monthly forecast process

Establish monthly cadence to review partner performance and develop and implement countermeasures when targets are not being met

Evaluate partners in region on a regular basis and decide when changes need to be made to optimize the revenue from the region

Manage dealers in assigned region: Hold dealers accountable to purchase Perlick products over competitor’s products when Perlick is a member of their buying group

Uncover which dealers are purchasing competitive equipment (and how much) and develop an action plan to win that business

Thoroughly document dealer information and events relating to that dealer in the CRM system

Work with the Sales leadership to develop and administer special programs with dealers to incentivize them to purchase Perlick products

Review our project pipeline report and follow up on upcoming opportunities

Assist accounting with A/R issues

Manage Strategic Hospitality, Chain, and National Accounts in assigned region: Be familiar with the key hospitality and chain accounts that are headquartered in assigned territory

Work with the Sales Leadership to develop and administer special programs with large customers to incentivize them to purchase/specify Perlick products

Act as the face of Perlick with key customers as assigned. Establish relationships with key players in the targeted customers’ organization as assigned

Influence Consultants, Designers, Architects and Specifiers in assigned region: Manage relationships to pull projects through dealers

Regional responsibility to identify key partners with the goal of establishing Perlick as their primary spec for all products in the line

Act as Perlick’s liaison with FCSI to enhance Perlick’s brand in the commercial consultant community

Choose key consultants each year and focus on creating a strong relationship or strengthening our current relationship

Track and report on volume of partner specifications

Work with marketing to maintain consultant contact database

Work with marketing to send consultants e-blasts on a quarterly basis

Other duties as assigned

Qualification

B2B sales experienceFood service equipmentSales opportunity managementSales forecastingProject managementConsultative sellingMS Office proficiencyCommunication skillsOrganizational skillsRelationship building

Required

Bachelor's degree in business, marketing or related field

Minimum of 7 years with clear career progression sales and key account responsibility

Must be located in the Northeast Region of the US - ideal locations include: MA, NJ, NY, NC, and Washington D.C

At least 10 years of experience in sales. B2B and food service equipment experience required. B2C, home appliance and two (2) step distribution strongly preferred

Experience managing projects in a heavy construction environment. Ideally related to the quotation, installation, and start-up of food service equipment is strongly preferred

Requires travel approximately 40-50% of time across the U.S

Familiarity working with and influencing partners is requirement

Strong written and verbal communication skills

Computer proficiency in MS Office suite

Excellent organizational and task prioritization skills

Serves as a product expert. Understands and can effectively articulate product features, function, benefits, and competitive advantage of our product line to potential customers

Familiar sales processes and consultative selling skills. and able to develop a blue sheet for large opportunities. Ability to develop and grow strategic customers in the hospitality and chain segments

Familiarity with sales opportunity management program such as Salesforce

Ability to develop a business case to pursue large opportunities

Ability to forecast revenue from a region on a monthly, quarterly, and annual basis to inform manufacturing capacity planning