Regional Sales Manager, North Building Materials and or HVAC exp

Overview

Every moment of every day, people all over the world turn to Panasonic to make their lives simpler, more enjoyable, more productive and more secure. Since our founding almost a century ago, we’ve been committed to improving peoples’ lives and making the world a better place–one customer, one business, one innovative leap at a time. Come join our journey!

The Regional Sales Manager - Wholesale is responsible for effectively executing the Company’s sales strategy to achieve maximum market share and profitability for PESNA-IAQ’s portfolio of products. This includes managing and directing the activities of Area Sales Manager(s) in their assigned region. It also requires responsibility for hiring, training, and ensuring performance of independent manufacturers’ representatives in their assigned region with special emphasis on key specification markets and corporate targets.

The Regional Sales Manager will create, with their Area Sales Manager(s), pull through business by creating Panasonic specifications through builders and specifiers for various new construction, remodel and renovation projects including converting projects specified with competitive products.

Primary, day-to-day responsibility to manage their Area Sales Manager(s) and Independent Sales Representatives in their region. Facilitating calls on sales channel partners, installers, contractors, engineers, specifiers, and architects as part of an independently planned sales program designed to meet the sales targets of the company and the needs of the territory. Sales program is based on detailed analysis of data related to territory and presented in a compelling manner through use of automation tools like Salesforce and CMD.

• Maintains clear, complete, and accurate records of all contacts and potential business in the format requested by the National Sales Manager
• Responsible for active management of distribution channels within territory under guidelines established by the company.
• Develops plans and makes proposals for promotional activities to meet the specific needs of territory.
• Responsible for superior Customer Satisfaction in region including direct customers and end users of our products and services.
• Gather construction data and project leads. Analyze potential and research the viability of the opportunities. Work with other Regional Sales Managers and Area Sales Manager(s) to position Panasonic with key decision makers at specifiers, national builders, and corporate account targets.
• Deliver sales and profit targets for defined region. Responsible for developing demand forecast for region used in PSI process.
• 50% – 60% travel requirement from home-based office annually.

• Reports to the National Sales Manager Wholesale
• Sales Target and Demand Forecast for defined region in area of responsibility
• Manage sales expenses within budget
• Identifies independent Sales Representative companies and proactively address challenges with channel partners
• Develop joint sales plan and execution criteria with the Area Sales Manager(s).
• Participates on new product development teams as Sales representative for channel(s).
• Lives in region with easy access to major airport.

• Bachelor’s Degree in Business, Marketing or related field preferred.
• At least 3-5 years of experience directly managing a sales team, including experience managing independent manufacturing representatives in the wholesale construction materials industry.
• Broad knowledge of distribution strategies, business reasons underlying those strategies and firsthand experience in tactical implementation.
• Technical or hands-on background in the HVAC field highly desirable. Alternatively, a demonstrated ability to acquire knowledge quickly is acceptable.
• Deep knowledge of US local building codes and future trends.
• Highly competent in use of technology including MS Office products, and demonstrated ability to continuously master new skills with corporate business systems.
• Territory for North central US region is North Dakota, South Dakota, Minnesota, Wisconsin, Illinois, Michigan, Indiana, Kentucky, Ohio,…