The Regional Sales Manager (RSM) is the primary business leader responsible for the sales, profit and market share growth of BAC’s HVAC and Industrial businesses in the assigned region. They are the primary leader for both equipment and aftermarket parts sales and market share. The RSM will select, develop and manage sales channels to achieve and sustain targeted market share and position BAC as the industry leader in the region. In addition, the RSM will lead efforts sales training in the assigned region and across the HVAC and Industrial businesses. They will assure that customer and market feedback is used to guide BAC’s selling tools and resources to exceed customer expectations and achieve sustainable competitive advantages.
PRINCIPAL ACCOUNTABILITIES
- Achieve sales plans and market share targets.
- Develop and lead individualized programs to drive incremental sales and enhance margins for assigned representatives for both the HVAC and Industrial businesses and for both the equipment and aftermarket business.
- Create and deploy tailored plans to drive success of new products and targeted features with assigned representatives.
- Create, deliver, and facilitate national and regional representative and customer training.
- Create and deliver regional and national sales presentations for new products and targeted features.
- Regularly coach and direct representatives to achieve sales quotas and goals for product mix and margin through the development and execution of sales, marketing and business development plans.
- Monitor and manage discounts to achieve plan sales and profitability goals.
- Complete strategic assessments of representatives by analyzing competitors and alternatives and making changes, as necessary, to representatives
- Analyze local market conditions and develop strategies to respond to competitive activities
- Manage relationships with key market influencers, strategic partners and clients.
- Assist representatives with negotiating and closing sales
- Lead strategically significant sales opportunities in assigned region.
- Report ongoing performance by product and representative office.
- Establish annual representative sales quotas
- Develop monthly and quarterly forecasts and communicate sales pipeline.
- Track and communicate large, strategic, and complex opportunities
- Identify product, marketing and sales tool needs based on feedback from representatives and customers.
- As part of multi-functional teams, develop and deploy national marketing, sales tools and training plans for new or targeted products.
- Collaborate and support internal customers
PERFORMANCE INDICATORS
The Regional Sales Manager (RSM) reports directly to the National Sales Manager - HVAC. This role is responsible for working with BAC employees at all levels of the organization, sales representatives, contractors, consultants and BAC product users. The assigned location for this position is flexible, with the strong preference for a home location central to the assigned region in a major metro area.
KNOWLEDGE & SKILLS
- Relies on extensive leadership, practical experience and judgment to build sales plans, execute strategies and accomplish sales goals.
- Possess a solid working knowledge and leadership of general business, marketing, sales, distribution and engineering, preferably as it pertains to the HVAC and Industrial marketplace.
- Bachelor’s degree in sales management, marketing, business or engineering. MBA preferred.
- 5+ years of experience in selling to owners in various vertical markets, mechanical consulting engineers and mechanical contractors.
- 5+ years experience in managing sales of engineered products and solutions through independent rep networks in an assigned territory.
- Proven ability to manage independent sales organizations via assertive influence and business support.
- Excellent written and oral communication skills with significant experience delivering technical and / or sales presentations.
- Proven ability to train, coach and mentor sales people and sales leaders to successful business outcomes.
- Leadership style and management acumen of a hands-on business owner with an action-oriented approach to managing the business within the region as a P&L.
- Ability to travel 50%, including regular visits to the BAC corporate headquarters in Jessup, MD.
BAC Hiring Compensation Range $101,300 - $173,700
BAC offers a comprehensive benefits package to include medical, dental, vision, paid time off, 401k, employee stock ownership plan, and more. Please see additional details on the BAC website at www.Baltimoreaircoil.com.
BAC Employees are eligible to participate in an annual bonus incentive program
