Regional Sales Manager Spain & Italy

Job Description

The Regional Sales Manager leads a team of Victaulic sales specialists and managers within a defined regional geographic territory. This role is responsible for the growth and development of multi-market business across all Victaulic engineered products and solutions, directing the team's efforts to call on owners, engineering firms, and contractors, and to support local Victaulic distributors. The Regional Sales Manager also drives and supports corporate strategic initiatives within the region.

Key Responsibilities

Strategic Leadership & Business Planning

●      Build and implement a strategic business plan for the region

●      Develop and execute regional and team initiatives that support corporate strategies

●      Accurately measure regional opportunities and use that information to adapt current and future strategies

●      Track market opportunity capture rate against annual sales growth

●      Regularly assess the territory to identify the need for new roles

●      Maintain a high level of curiosity and challenge the status quo to drive growth and achieve objectives

●      Remain current with the latest resources, industry trends, company procedures, and business management practices

●      Actively participate in industry associations and events, taking a leadership role where possible

●      Consistently make decisions in the best interest of Victaulic, applying critical thinking and sound judgment to resolve internal and external problems in a timely manner

Team Leadership & Development

●      Recruit and hire top-level talent that fits the team's culture

●      Effectively train and motivate the team to achieve sales objectives

●      Continuously coach and develop team members to advance their skills, abilities, and careers

●      Clearly communicate performance expectations and provide timely, accurate feedback

●      Regularly discuss and understand each team member's goals and career objectives

●      Align individual tasks and performance with regional goals and objectives

●      Ensure team members understand how they are compensated

●      Allocate and coordinate people, business units, and resources to maximize efficiency and achieve objectives

●      Communicate wins and losses early, and collaborate with peers to share ideas, best practices, and lessons learned

Account, Distributor & Pricing Management

●      Maintain ownership of, and effectively manage, all strategic accounts within the region under the 3/3/3 strategy

●      Maintain complete and current knowledge of competitor companies, products, strategies, and distributors

●      Leverage the Sales Performance Management (SPM) tool to maximize communication across the team and region, and as a business development tool to accomplish project objectives

●      Develop, implement, and measure account development and penetration initiatives in support of the project management process

●      Drive the team to be successful in selling total Victaulic solutions, such as DfMA solutions, to all key influencers during the pre-bid cycle

●      Ensure the team conducts post-project reviews and presents key findings and lessons learned to all key influencers

●      Develop and maintain senior-level relationships

●      Manage the balance of multi-distributor coverage within the region, upholding unilateral policy

●      Manage and maintain regional pricing strategy

●      Execute distributor strategy sessions that are fresh, tailored, and timely, and follow up on the resulting objectives

Communication & Conflict Resolution

●      Establish and maintain open lines of communication across the team, distributors, and stakeholders

●      Identify, address, and resolve conflicts in a tactful and timely manner

●      Demonstrate skill and tact when dealing with sensitive, unpleasant, or confrontational situations

Qualifications

●      Bachelor's degree strongly preferred

●      Previous outside sales experience in commercial/industrial construction, specifically pipes, valves, and fittings

●      Proven track record of sales growth within an assigned territory using Victaulic sales strategies

●      Demonstrated ability to exercise critical thinking, strategic planning, and decisive decision-making

●      Collaborative thinker, able to communicate and coordinate across all levels of the organization

●      Demonstrated success managing change to support the attainment of corporate goals and objectives

●      Possesses the values, attitude, qualities, and behaviors consistent with Victaulic's culture and standards

●      Fluent English and Spanish (mandatory)

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