Regional Sales Manager
Job Description:
The Regional Sales Manager will play a pivotal leadership role in generating consignments through sales and marketing efforts, including attracting consignors, evaluating, and signing deals. The RSM will manage contracts and assist field sales staff in attracting bidders and buyers to our auctions.
Reporting to the Divisional Vice-President of Sales, the RSM will take responsibility for achieving regional annual Gross Transactional Value targets through the development of territory sales managers, new business development, and key account management.
All regional sales staff will report directly or indirectly to the RSM.
Required Skills and Qualifications:
* A minimum of 5-7 years of experience managing and/or directing a field sales team in a quota-driven business environment.
* Demonstrated experience in leading and managing sales initiatives and business plans to support evolving business goals.
* Strong business acumen: knowledge of business theory, business processes, and operations, management principles, and budgets.
* Strong leadership, management, and coaching skills are essential.
* A high degree of customer service orientation. Ability to build long-term relationships with customers.
* Previous experience working effectively in a team-oriented, collaborative environment.
* Proven ability to effectively prioritize and execute tasks in a high-pressure environment.
Responsibilities:
In conjunction with the DVP Sales, plan, develop, and execute the annual regional business plan and related sales growth strategies and tactics to deliver annually targeted and longer-term regional financial performance.
Work with the Corporate Marketing team and Territory Managers to formulate and execute on marketing strategies, objectives, and initiatives that align with the corporate marketing strategy.
Ensure all aspects of deal execution are carried out, including price risk deals, managing deal strategy and approvals, balancing risk on deals, resolving/approving value debt issues, and participating in the preparation and presentation of large customer deals.
Own all customer contracts, ensuring their completeness and accuracy, policy compliance, timely delivery of equipment, titles/registrations, completion of repair orders, and the execution of all other contractual requirements.
Develop a strong partnership with the Regional Operations Manager to promote a high level of communication between the RSM and the ROM, including meeting regularly to review overall financial performance for the region and develop plans to deal with problems and issues.
Manage the performance accountability of Territory Managers and other direct reports for the region, including succession planning, career planning, and compensation.
Guide and promote appraisal quality and accuracy as well as maintain set appraisal KPIs.
Serve as the lead in fostering a culture of clear direct communication within the region and throughout the organization so that roles and responsibilities are understood, inter-region and interdepartmental cooperation is encouraged, and employee engagement is maximized.
Partner with the ROMs to deliver a consistent auction experience to our consignors, bidders, and buyers by adhering to established auction policies and procedures and by championing best practice solutions.