National Sales Manager, LS
Rehrig Pacific

Job Info

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Purpose of Role

The purpose of National Sales Manager (NSM) role is to effectively manage, lead, and develop a team of Territory Sales Managers to build and maintain strong, collaborative, long-term relationships with their customers, accomplish key goals and outcomes. The NSM will also collaborate with the Director of Sales and National Account Managers (NAM•s) to support a cohesive strategic vision to drives sales and grow the business profitability.

Areas of Accountabilities

Manage, Lead, and Develop Territory Sales Managers

• Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate actions to correct when necessary.
• Align the RPC Values (Family, Service, Growth, Intrapreneurship and Innovation) with actions to promote Mechanical Systems as well as the Circular Plastic Economy goals and Core, Services, and Technology Pillar.
• Conduct field sales visits with team members to observe, provide constructive input towards expected measurements of success; document as appropriate in performance appraisals.
• Ensure effective hiring, orientation, training, development and retention of sales team. Support our VE training roadmap to develop a best-in-class sales team.
• Ensure territory managers are aligned with company go-to-market strategies.

Deliver Business Goals and Support Team in Building Strong Customer Relationships

• Work with Territory Sales Managers (TSMs) to drive relationships and deep engagements with key accounts on the value of Rehrig Pacific
• Implement aligned and SMART key accountability goals and action plans to achieve target sales and throughput for the TSMs
• Work with the TSMs to identify trends & insights by territory and develop Territory Sales Plans.
• Create KPI•s and leverage Salesforce.com to measure and monitor performance towards achieving goals and deliverables. Establish SalesForce as the single, source of truth for relational customer activity.
• Ensure TSMs are able to understand their customer•s strategies, organization, and decision making process.
• Promote a culture that supports our customer needs while establishing meaningful and strong, relationships.
• Attend tradeshows, seminars, and customer meetings as appropriate
• Lead by example

Develop Relationships with Internal Stakeholders to Enable Team Growth

• Partner with Sales leadership, Customer Service and Operations to support demand planning and forecasting.
• Ensure communication of customer needs are delivered internally to establish best in class solutions that drive our value proposition.
• Establish effective relationships and collaboration with key cross functional departments to prioritize and execute product and project objectives (Marketing, Finance, Operations, Human Capital, Category Management, Customer Service, Program Management and other Business Units.)
• Maintain awareness of all customer Accounts Receivable past 60 days.

Support Sales Director(s) in Annual and 3-Year Strategic Planning Process

• Work collaboratively with Director(s) on strategic initiatives leveraging the go to market strategy.
• Partner with Director(s) on annual budgeting process.
• Work with Sales Director to maintain a sales forecast for the TSMs as part of the SIOP forecasting and demand process.
• Support the annual budgeting process by working with TSMs to develop annual sales budgets

Knowledge, Skills, and Experience

• BA / BS degree required.
• Minimum 10 years sales management, retail, supply chain, manufacturing and/or B2B selling.
• Ability to work under pressure and still deliver results.
• Strong sales skills: solutions based selling, relationship building, presentation, and influencing skills.
• Excellent interpersonal skills that thrive in a team based collaborative model
• Resilience, tenacity, & diplomacy.
• Ability to recognize and respond to challenges with effective problem prevention and solving
• Decision Quality: Able to analyze performance metrics and make sound business decisions from that analysis.
• Effective written and oral communication skills, including negotiation.
• Minimum 50% of time spent traveling by airplane
• Job may require physical lifting of product (Samples of crates, trays, pallets, etc.)

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Rehrig Pacific, compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $146,000.00 to $160,000.00.

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