Job Title: Regional Sales Manager
Department: Sales
Supervisor: CEO
Location: Field
Pay Type: Salaried Position
Hiring Range: DOQ
Position Summary
Responsible for managing the Field Sales team for the functions for the Central region of the United States. Accountable for achieving targeted sales volume and market share targets for LSTA. Analyzes market conditions, sales opportunities, and Dealer capabilities as well as regional sales volume, market share, and profit objectives to determine effective go-to-market and sales plans. Develops sales strategies and tactics to produce optimal returns that lead to achieving volume and share targets. Coaches and develops direct reports to ensure optimal performance, engagement, and readiness for future roles.
Reviews customer and market territory assignments in assigned region to ensure optimum use of resources to meet the customer’s needs and maximize sales performance, thereby increasing the effectiveness of assigned sales territories and customer base. Advises VP Sales as to sales strategies, promotional activity, competitors, and market trends. Creates and sustains effective collaborative partnerships with all managers and internal departments. Drives execution and improvements in the sales process to increase the overall effectiveness of their Regional Sales team, with primary focus on Dealers acquisition and customer base development. Ensures customer focus among internal partners to support and achieve growth-oriented volume and market share goals and objectives.
Position Duties and Responsibilities
Sales Volume. Understands Retail and Wholesale Sales targets for all territories and Dealers. Consistently achieves those objectives. Grows sales through current Dealer base as well as new Dealer development. Leads sales forecasting for Company.
Market Share. Understands market share targets for all territories and Dealers. Consistently achieves those objectives. Grows market share through current Dealer base as well as new Dealer development. Identifies competitive activity and makes recommendations to address competitive threats.
Customer Service and Relationships. Oversees the execution of Dealer business plans and strategies while delivering premier customer service. Establishes strong working relationships with key strategic Dealers and identifies opportunities to further penetrate upward and across the Dealer network.
Team Development. Develops the team’s skills, knowledge and abilities through targeted training programs and activities. Provides coaching and mentoring in the market to team members. Identifies and understands individual performance opportunities and takes actions to improve related skills and abilities. Manages performance to expectations and addresses areas of non-performance.
Team Performance. Establishes and assigns sales and market share goals for team members, by Business Manager territory, ensuring that overall targets for the Region are met. Monitors on-going performance against targets and takes appropriate action to ensure successful performance.
Internal Relationships. Understands the inter-dependent relationships within the Company across functional boundaries and builds credibility as a team player and contributor across those groups. Establishes and maintains strong relationships with colleagues within LS Tractor.
Teamwork and Collaboration. Acts as a key member of the Management Team. May provide and/or receive input from across functional boundaries. Understands organizational mesh points and potential synergies. Integrates team efforts across business segments and channels.
Leadership. Acts with integrity. Treats others with dignity and respect. Models behavior that is consistent with LS Tractor’ core values. Delivers on commitments and deadlines and holds others accountable for the same.
Communication. Effectively communicates with all levels of the organization. Demonstrates excellent presentation, oral, and written communication skills. Executes outstanding customer communication and relationship building techniques.
Demonstrated Business Acumen. Understands cause and effect relationships with regard to variables that impact the business viability of the organization.High level of understanding of the price-volume relationship and the impact of promotional activity to sales volume.
Minimum Requirements:
Education and Experience
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Bachelors’ degree in a related field, experience may be used in lieu of formal education.
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5 years of progressive experience in sales, including sales experience managing sales and sales teams in the Agricultural Equipment Industry, and a minimum of three (3) years managing field sales personnel.
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Must have experience developing and executing sales plans and using data-based analysis to support recommendations for action.
Skills, Knowledge and Abilities
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Strong analytical ability.
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Excellent presentation and communication skills.
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High level of proficiency with sales planning, both short-term and strategic planning.
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Experience developing and managing strategic customer relationships
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Ability to plan, coordinate, and direct the work of others, especially field personnel.
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Must be innovative and performance and quality driven.
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Proficiency in Microsoft Office and/or relevant software packages.
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Product and application knowledge, particularly in Tractors and related implements.
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Team Leader, able to convince others to enthusiastically support new initiatives.
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Resourcefulness and problem-solving aptitude.
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Must be able to collaborate across the organization and build strong partnerships with all stakeholders in the organization.
LS Tractor offers a competitive compensation package that includes:
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Competitive Base Pay and Bonus Pay
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Health Insurance – coverage starts on day one, employee coverage paid 100% by LS Tractor, dependent coverage premium 50% paid by LS Tractor
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After 90-days – Company paid
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Short-term Disability
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Long Term Disability
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Basic Life Insurance
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After 90-days Optional Coverage
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Dental
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Vision
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Accident Insurance
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Optional Life Insurance
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Cancer Insurance
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Paid Vacation and Personal Days
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11 Paid Holidays
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401k with Company match after 1 year
