Regional Sales Manager

About Us

Ritchie Bros. (NYSE and TSX: RBA) is a global asset management and disposition company, offering customers end-to-end solutions for buying and selling used heavy equipment, trucks and other assets in numerous industries including construction, transportation, agriculture, energy, oil and gas, mining, and forestry. Our mission is to create compelling business solutions for the world's builders to easily and confidently exchange equipment. Learn more about us at: https://www.ritchiebros.com/

About The Team

Our sales positions are a great fit for people with a real entrepreneurial spirit. You're out there every day meeting customers, selling a world-class service, and securing equipment consignments.

You're directly responsible for your own territory – and the future of our company. You’re the very public face of Ritchie Bros., with the support of a global company behind you. There are endless opportunities for strong salespeople to advance their careers.

Job Description

The Regional Sales Manager (“RSM”) will play an integral leadership role in generating consignments through sales and marketing efforts, including attracting consignors, evaluating, and signing deals, managing contracts, and assisting the field sales staff in attracting bidders and buyers to the Ritchie Bros. sales. Reporting to and working directly with the Divisional Vice-President of Sales (“DVP Sales”), the RSM will take responsibility for achieving the regional annual Gross Transactional Value (“GTV”), Commission Revenue and Sales Contribution targets through the development of territory sales managers, new business development and key account management. All regional sales staff will report directly or indirectly to the RSM.

Responsibilities

In conjunction with the DVP Sales, and in alignment with the corporate strategy, plan, develop and execute the annual regional business plan (Playbooks) and related sales growth strategies and tactics to deliver annually targeted and longer term regional financial performance

Work with the DVP Sales, the Corporate Marketing team and Territory Managers to formulate and execute on marketing strategies, objectives and initiatives that are aligned with the corporate marketing strategy

Ensure all aspects of deal execution are carried out: price all risk deals, manage deal strategy and approvals, balance risk on deals including the consideration of longer-term implications, resolve/approve value debt issues and participate in the preparation and presentation of all large customer deals

Own all customer contracts – their completeness and accuracy, policy compliance, timely delivery of equipment and titles/registrations, completion of repair orders and the execution of all other Ritchie Bros. contractual requirements

Develop a strong partnership with the Regional Operations Manager (“ROM”) in your region to promote a high level of communication between the RSM and the ROM, including meeting regularly with the ROM to review overall financial performance for the region and develop plans to deal with problems and issues

Manage the performance accountability of Territory Managers and other direct reports for the region including succession planning, career planning and compensation. Guide and promote appraisal quality and accuracy as well as maintain set appraisal key performance indicators (KPI’s)

Serve as the lead in fostering a culture of clear direct communication within the region and throughout Ritchie Bros. so that roles and responsibilities are understood, inter-region and interdepartmental cooperation is encouraged, and employee engagement is maximized

Partner with the ROMs to deliver a consistent auction experience to our consignors, bidders and buyers by adhering to established auction policies and procedures and by championing best practice solutions

Perform other duties as assigned

Qualifications

A minimum of 5-7 years of experience managing and/or directing a field sales team in a quota-driven business environment

Demonstrated experience in leading and managing sales initiatives and business plans to support evolving business goals, including delivering and executing sales growth strategies

Strong business acumen: knowledge of business theory, business processes and operations, management principles and budgets

Strong leadership, management and coaching skills are essential

A high degree of customer service orientation. Ability to build long term relationships with customers

Previous experience working effectively in a team-oriented, collaborative environment

Proven ability to effectively prioritize and execute tasks in a high-pressure environment