Regional Sales Manager

Job Title

Regional Sales Manager

RSMGR

Sales

Duluth, GA/Remote
Queensbury, NY/Remote

HVAC/R - VP of HVAC Sales
Morris – National Sales Manager

Exempt

Sales Workers

Yes. Will provide oversight of independent representative organizations. May have supervisory responsibilities for Territory Managers in some geographical locations.

The primary responsibility of the Regional Sales Manager is to expand market share within the trade channel by selling through wholesale distributors, overseeing, where appropriate, manufacturers representatives’ and/or Territory Managers’ activities, and executing sales and marketing directives for the full line of Diversi Tech channel-appropriate products in assigned region(s). This position involves direct participation in the sales process, overseeing the sales plan, managing, where appropriate, the manufacturer’s representative network and/or Territory Managers, and achieving revenue and margin goals.

The Regional Sales Manager will also influence product mix and expanding product lines by suggesting product needs and identifying marketing opportunities to Diversi Tech Product Line Managers. This position is accountable for overseeing the sales process, management, value validation, and revenue outcomes for each assigned strategic account. This role involves utilizing the Diversi Tech Account Management Sales process, incorporating the Keep, Convert, Grow (KCG) opportunity management pipeline.

Additionally, the Regional Sales Manager is responsible for establishing and nurturing new customer relationships, as well as strengthening existing customer relationships, which are crucial steps in expanding the business.

• Increases sales of products through appropriate distribution channels by visiting distributor corporate and branch locations.
• Performs annual Account Discovery planning for customer Value Confirmation at the National, Strategic and Top Core Accounts within the Region(s).
• Manages and directs manufacturer’s representatives’ and/or Territory Managers’ activities and Pipeline performance, where appropriate, to expand the target market channel.
• Meets or exceeds established sales budget.
• Evaluates, identifies, and recommends products with the Diversi Tech engineering and sourcing departments to add high value products that expand the product portfolio.
• Collaborates with the Pricing Manager on pricing strategies for product lines.
• Collaborates with the Marketing team to implement regional and national customer marketing plans.
• Contributes to the development of the organization’s strategic direction to increase sales of products through the wholesale distribution channel.
• Performs weekly, monthly, quarterly and annual cadences as required within the Diversi Tech Sales Process.
• Performs other duties as assigned.

• Bachelor’s degree in Business Administration or related field
• 5 – 7 years of experience managing sales representatives in a region or nationwide territory in a manufacturing or distribution environment
• Intermediate experience utilizing Microsoft Office Suite, especially Word, Excel, and Power Point
• Experience utilizing a CRM
• Knowledge of HVACR or Electrical and lighting products, two step distribution selling models and commercial customers in the US HVACR and/or Electrical market
• Demonstrates strong analytical, organizational, and problem-solving abilities for establishing and overseeing independent manufacturer’s representatives
• Experience working in a fast paced and high-volume work environment.
• Proactive “self-starter” with a strong attention to detail.
• Excellent communication skills, both verbal and written, with the ability to interact with all employee levels including executive management, as well as customers.
• Exhibits professional sales and persuasive communication skills evident in both one-on-one and group presentations
• Capable of reaching decision makers and gaining commitment
• Possesses adept listening and probing skills to understand customers’ needs
• Valid Driver’s License