Thanks for stopping by to take a look at the Regional Sales Manager role I posted here on LinkedIN.
A little about me. My name is Tom Welke. I am VP & Partner with a firm named RSM Solutions Inc and I have been recruiting technical talent for 22 years, and been in the sales space since the 1990's. I say this because I am an actual real live person putting together this job description. So, no AI, no Bots, no ridiculous 7,000 bullet points of 'gotta haves' (half of which don't exist).
For this client, just like a lot of my clients, social fit is just as important as the hard skills fit. So, you might ask, what are some of those 'social fit' characteristics I am speaking of. Here are some:
- We have all come across individuals that...to say it politely...are quite arrogant (there is a less politically correct way to say this). Everyone in sales has had a stretch of time where they were humbled, where they had a dip...it is those moments where people learn more about themselves than perhaps at any other time. This client would much rather hire someone that is humble and honest, than someone who believe they are the greatest sales person on the planet.
- The other Regional Sales Managers you will be working with, along with the CSR's all collaborate well with one another. So, we are seeking that person that enjoys collaborating with their team mates.
Here is what we are seeking:
For this role, we are - ideally - seeking candidates that are located in Ohio or Pennsylvania. Your territory will include Connecticut, Delaware, Illinois, Indiana, Kentucky, Maine, Maryland, Massachusetts, Michigan, New Hampshire, New Jersey, New York, Ohio, Pennsylvania, Rhode Island, Vermont, Virginia, West Virginia, and Wisconsin. However, a majority of the territory revenue comes from Eastern Ohio and Western Pennsylvania. Hence, why we are specifically seeking candidates that are in Ohio or Pennsylvania. You will be given accounts and be responsible for the accounts (other than national accounts) in that territory.
Base compensation for this role will range from $90,000 to $95,000/yr (this role is fully benefitted as well). Their is a car allowance and uncapped commissions.
The official 'title' of the role is 'Regional Sales Manager'...but it an individual contributor role as opposed to a role where you will be managing any staff.
This client is focused on the trucking industry...they sell very important equipment that you would see in just about any large Kenworth, Volvo, or Peterbuilt truck. So, we are seeking someone that has a solid level of sales experience selling industrial parts and equipment to industrial clients. It would be great to see heat exchanger experience, but the world isn't going to fall apart if you don't have experience selling heat exchangers. We will need that industrial parts sales experience, however.
This role is something of a 'farmer with a gun' role...so, something like a hybrid of a hunter and a farmer. Part of your role will involve hunting, some will include farming....hence the mix needed for this role.
Here are some of the primary responsibilities:
- Review and analyzes regional sales and operational records and reports; using data to project sales, determine profitability and targets, and to identify potential new markets.
- This role will require roughly 65% travel to accounts in the territory listed above.
- Identify opportunities for improvement within the region; designs and implements training, strategies, policies, goals, and other resources to maximize productivity and morale.
- Schedule and direct regular sales meetings and events to share information, set and revise goals, and to increase morale.
- Collaborate with executive leadership to develop territories, sales quotas, and strategies.
- Maintain knowledge of market, competition, and best practices and trends in sales techniques and strategies.
All this being said, here are some of the requirements for this role (I have a whole lot more to share, but this should give you a good idea of what we are looking for:
- At least 2-3 years of industrial parts sales to industrial clients.
- Heavy duty heat exchanger / cooler experience would be great to see, but if that isn't there that is ok.
- Experience with SalesForce as a user (if you have other CRM experience, that is fine...the world isn't going to fall apart).
- From a sales point of view, we are seeking persistence, tact, diplomacy, and that ability to effectively 'work your plan'.
- Strong presentation skills...this includes that ability to - as you might have guessed - effectively communicate product benefits and features.
- I am really only considering candidates that are within the territory mentioned above (Connecticut, Delaware, Illinois, Indiana, Kentucky, Maine, Maryland, Massachusetts, Michigan, New Hampshire, New Jersey, New York, Ohio, Pennsylvania, Rhode Island, Vermont, Virginia, West Virginia, and Wisconsin)...with a focus on candidates that already reside in Ohio or Pennsylvania.
