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BCI Burke Company · 1 day ago

Regional Sales Manager

Fond Du Lac,WI,US

Full-time

Onsite

Senior Level

5+ years exp

BCI Burke Company is a growing company that designs and manufactures playground equipment for communities all around the world. They are seeking a Regional Sales Manager to lead and grow sales across the Southwest U.S. territory, focusing on effective territory management and new business development.

ManufacturingService IndustrySocial Media

Responsibilities

Achieve profitable sales growth within the assigned territory through effective management of manufacturer representative firms

Identify and develop new customers through territory analysis, prospecting, and independent sales activity

Present Burke solutions to key accounts and prospective customers, both independently and alongside representative partners

Develop and execute annual territory growth plans aligned with company objectives

Recruit, evaluate, and onboard new manufacturer representative firms to improve territory coverage and performance

Build strong, collaborative relationships with representative firms to drive effective business planning and execution

Assess representative firm talent and capabilities; identify gaps and implement development or recruitment strategies

Actively manage, coach, and motivate representative firms through regular communication, site visits, trade shows, and joint customer calls

Ensure accurate and timely management of project pipelines, forecasts, and reporting

Train representative firms on Burke’s products, services, and value propositions, and monitor effectiveness in the field

Develop a deep understanding of customer needs, market dynamics, and buying processes to strengthen Burke’s value proposition

Create and deliver compelling presentations to customers, representative firms, and other stakeholders

Build long-term relationships with architects, contractors, program managers, and purchasing decision-makers

Partner closely with Finance on budgets and forecasts, Design on proposals, and Operations on delivery commitments

Actively support Burke’s culture and core values, including open communication, teamwork, integrity, accountability, and continuous improvement

Participate as a member of the broader management team and support company-wide initiatives as assigned

Regular travel of 40 percent for territory management, customer visits, trade shows and Representative recruitment is required in this role

Qualification

Sales managementTerritory managementRelationship buildingAnalytical skillsProject managementMicrosoft OfficeCommunication skillsLeadership skills

Required

Bachelor's Degree (B. A.) in a related field is required

5-7 years of work history with prior sales management experience working with, or for, independent manufacturer's Representative Firms

Experience working in the commercial recreational market, calling on architects, general contractors, program managers, directors, or purchasers

Proven ability to analyze sales territory, develop and execute a territory management plan, prospect, and cold call

Knowledge and experience working on projects using RFP/RFQ steps, timelines, communications, and overall project management

Strong analytical and problem-solving skills including the ability to calculate figures and amounts such as discounts, interest, commissions, percentages to quickly make data-based decisions

Understand sales metrics and KPI's, along with ability to implement continuous improvement actions

Strong verbal and written communication skills including the ability to easily and effectively communicate with a variety of Representatives around the country, executive-level clients and government officials

Work through conflict to come to a productive resolution

Effectively present information and respond to questions in one-on-one and group situations with managers, employees, reps, customers, and the general public

Write reports, business correspondence, and training materials

Relationship building skills - demonstrated ability to quickly gain a level of trust, technical acumen and credibility within the Representative network, customers, and internal organization

Strong leadership and sales management skills – dynamic, inspirational, and results driven leader with the ability to persuade and influence on both an individual and group basis who also possesses an open and facilitative management style that fosters collaboration

Strong computer skills with Microsoft Office (Word, Excel PowerPoint) along with the knowledge of websites and associated electronic media