Regional Sales Manager - Spokane, United States - Western States CAT

Description

** Regional Sales Manager**

**Job Category****:** Sales **Requisition Number****:** REGIO003973 Showing 1 location **Job Details**

**Description**

**SUCCESS AT WESTERN STATES: Western States culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending *every employee, safely home, every day*. We strive for EXCELLENCE in all we do and are proud to be a play to win organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture. We are ACCOUNTABLE as individuals and as an organization.**

**Job Summary:** The Regional Sales Manager is responsible for executing overall budget and go to market strategies for machine sales within assigned region. This position oversees and directs assigned employees in implementing and reinforcing our sales strategies and brand integration, across all products and solutions offered by WSECO. Responsibilities include collaboration with other Regional Managers to ensure sales initiatives are in alignment with department goals and objectives. Success will be measured by delivering WSECOs market share goals for Percentage of Industry Sales (PINS), Participation, Customer Loyalty Index (CLI), profit, and business development as they relate to WSECOs machine opportunity as a whole.

**ESSENTIAL FUNCTIONS:**

**Safety**

Actively cares, promotes, manages, and advocates safety at Western States. As a leader and team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures and standards.

Maintains clean/clutter free personal work areas to ensure safe environment for all WSECO employees.

Adhering to required personal protective equipment (PPE) as identified in safety policy.

**Strategy and Support**

Works with the Vice President of Sales to establish and execute Sales Strategies in alignment with overall corporate objectives.

Works with executive leadership to establish budgets that are in alignment with WSECO business unit goals as submitted and approved by Board of Directors.

Works with Equipment Operations Manager to forecast and deliver annual business plan for general line sales plans.

Holds a core understanding of all WSECO products and solutions to maximize margin potential across departments based on life cycle data.

Maintains personal contact and established relationships with key customers.

Participate in monthly machine (DDVS) and WSECO collaboration meetings providing accurate monthly sales forecasting, inventory needs, and regional pipeline management.

Prepare and update a strategic regional sales plan to include a SWOT analysis on business climate. Provide quarterly report to executive and management teams detailing activities, needs, goals, and objectives within assigned region.

Provides insight and recommendations to improve overall region safety. Deploys available resources to ensure sales teams are implementing and following safety best practices.

**Performance Management**

Supervises employees while providing direction and evaluation of assigned Area Sales Management team. Performs annual performance reviews. Administers discipline; authority to hire and terminate employees.

Works with the General Sales Manager to maintain a professional, trained and motivated staff through effective implementation of performance and career-development programs. Provides the necessary tools and training needed for strategic growth.

Performs quarterly reviews with assigned sales team to ensure that the sales principles and tools that are taught and provided are being implemented and used within the sales team. Uses these reviews as well as feedback from the General Sales Manager to support the annual reviews of assigned sales staff.

Understands assigned area economic and business data including projections and helps develop operational methods to support them and align WSECO offerings with their business.

Adheres to all customer care standards.

Performs other duties as assigned.

**SKILLS, KNOWLEDGE, AND ABILITIES:**

Extensive knowledge of construction industry and machine applications.

Proven leadership and territory management abilities.

Skilled at making clear and persuasive presentations. Able to build credibility quickly with all levels of the organization.

Ability to work in and manage ambiguity, deal with issues or problems, work independently, drive for results and stay focused to accomplish objectives with a sense of urgency. Ability to think strategically and systemically.

Ability to be flexible, creative and grasp complex concepts and execute ideas. Motivated by challenges.

Excellent written and spoken communication skills with individuals or in groups.

Must have proven sales skills, be familiar with equipment financing and taxes, and know wholesale and retail equipment markets.

Must have a working knowledge of Caterpillar and competitive construction equipment product line and equipment application.

Ability to develop and maintain effective working relationships with others.

**EDUCATION AND EXPERIENCE:**

Proof of high school diploma or General Education Degree (GED).

BS Degree in Business, Engineering, or related field preferred.

Minimum of three years in customer account management or sales experience required.

Valid drivers license with excellent driving record required.

Must be able to communicate (speak, read, comprehend, write in English).

**PHYSICAL CHARACTERISTICS:**

Ability to stand for long periods of time along with walking, sitting, repetitive climbing stairs, reaching (including but not limited to above-shoulder reaching), repetitive bending, stooping, pushing, pulling, leaning and twisting.

Ability to lift up to 50 lbs. in accordance with Western States Lifting Policy to include amount and approach.

Must be able to meet all safety requirements for applicable safety policies.

**Disclaimer:** The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractors legal duty to furnish information. 41 CFR c)