***Required: Experience in HVAC/R or Related Wholesale Industrial Products***
The Regional Manager serves as the strategic leader of business success within a defined geographic, multi-branch operation. This includes overseeing all sales planning and execution, branch operations, customer experience, employee development, process improvement and management of the P&L. The Regional Manager works through direct and indirect subordinates, including Account Managers, Market Managers, Branch Managers, and select other positions, to ensure the region’s market share, profitability, productivity and marketing initiatives align with the Ware Group’s overall business strategy.
Essential Job Functions
Overall Management of Region
- Reviews and analyzes business reports (daily, weekly and monthly) by region and market for the purpose of identifying sales by market segment, by customer, by product category etc. in order to monitor progress, determine corrective action, and pro-actively identify opportunities for continued improvement toward Regional goals and the delivery of the customer value proposition.
- Upon analyzing P&L and scorecard reports, leads meetings to communicate with Account Managers and Market Managers to ensure understanding of region/market progress towards established goals and the overall impact of the region relative to the Ware Group in its entirety. Holds Market Managers and Branch Managers accountable for leading all branches within the market toward accomplishment of short and long-term business goals. Supports monthly Branch staff meetings to ensure branch leadership team is informed and knowledgeable regarding their Branch’s performance relative to all Balanced Scorecard metrics (people, process, customer, financial) and works with local leadership to develop action plans to drive short and long-term objectives.
- Establishes, communicates and models performance expectations for Account Managers, Market Managers, Branch Managers and other subordinate team members. Ensures expectations are met by monitoring various business application reports, gathering feedback from customers, observing performance and taking corrective action or rewarding employees as necessary. Safeguards region for continued success through proper succession planning, cross training, and ongoing training and development for all employees.
- Drives communication between Regions and Branch Support to ensure Branch Support understands the field’s needs to successfully deliver the Johnstone Advantage, and to ensure all employees understand the business plan (including marketing plan and sales plan) and how to accomplish it.
- Performs special projects under the direction of the Vice President of Operations & Sales or a Senior Team Executive, as requested.
Sales Management
- Works in conjunction with outside Account Managers, Market Managers, and Branch Managers to forecast and determine customer needs. Works to increase market share and market penetration while maintaining a fragmented balance across customer and product segments. Drives the Johnstone Advantage to customer base.
- Establishes, in conjunction with the Market Manager and Branch Manager, the annual sales and profitability goals for each branch and for the Market. Develops and implements sales plans to meet those goals. Regularly monitors performance against goals and takes corrective action where necessary.
- Coaches and develops outside Account Managers in an effort to help each reach their top potential.
- Ensure outside sales and inside sales are knowledgeable of and ready to support established sales programs, hot deals and special marketing promotions in order to attain or exceed sales budgets and profitability. Provides information regarding customer buying habits and needs to the Vice President of Marketing and Vendor Relations, the Product Managers and Purchasing Group on a regular basis.
- Creates a business culture within the region of superior customer service that exceeds the customer’s expectations.
- Visits Key Account decision makers and principles with the Account Managers to sell special sales and marketing programs in order to enhance “win-win” partnerships between customers and the Ware Group designed to foster long-term commitments and continued business.
- Resolves customer complaints and disputes in a timely, professional manner if such situations escalate beyond the Market Manager or Branch Manager level.
The Ware Group, Inc. dba Johnstone Supply believes that each employee's contribution should not be limited by the assigned responsibilities. Therefore, it is our expectation that each employee will offer his/her services wherever and whenever necessary to ensure the success of our endeavors.
Internal Relationships
Purchasing Staff, Human Resources Staff, Product Managers, Account Managers, Senior Leadership Team, Directors, Market Managers, Branch Support Managers, Branch and Inside Sales Manager & Team, Warehouse Manager & Team, Accounts Receivable Team.
External Relationships
Vendors, Suppliers, Logistics Personnel, Johnstone Corp Personnel, and Customers.
Final Decision Maker
The Regional Manager has significant latitude in setting overall strategic direction and decision making within the breadth and scope of his / her daily responsibilities for the market as well as for each branch within that market. They have ultimate P&L responsibility for all entities within their market. Regional Managers set the long and short-term business strategy, sales objectives, budgets and operational procedures within their scope of responsibility.
Education, Work Experience & Specialized Skills or Knowledge
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
A bachelor's degree is required with ten plus years’ experience in branch operations management in a wholesale environment.
Job-Specific Knowledge, Skills and Abilities
- Strong leadership skills are critical in order to lead the sales and operations teams and to model expected employee behaviors with a sense of urgency.
- Ability to develop and execute sales initiatives through sales force
- Knowledge of human resource management principles, including recruiting and hiring, training and development, delegating, coaching, and evaluating employees.
- Ability to create and manage high-functioning teams and hold them accountable for end results.
- Very strong analytical, planning and organization skills and abilities.
- Ability to listen to customers and branch staff personnel to identify concerns and needs.
- Excellent communication skills and the ability to influence attitudes and actions.
- Skill in facilitating open lines of communication and win-win relationships.
- Strong abilities to clarify company objectives and translate them to daily market and branch activities.
- Expert knowledge of wholesale distribution operations, including order fulfillment, inventory control, customer service, showroom merchandising, shipping and receiving, and sales.
- Ability to influence customers to partner with WGI in long-term mutually beneficial business partnerships.
- Very knowledgeable in abilities to read, analyze and interpret financial P&L and Scorecard Reports.
- Strong knowledge of PC-based applications (Excel, Word, Explorer) and business software (Eclipse and Mits).
- Excellent knowledge of inventory management principles and procedures, including procurement, storage, forecasting and handling dead inventory.
- Excellent knowledge of sales and marketing processes and techniques to drive sales.
- Excellent knowledge of the HVACR industry, contractor customer needs and product applications.
- General knowledge of governmental regulations as applied to product distribution, including OSHA regulations, Worker’s Compensation, Hazardous Materials Handling.
- Problem-solving skills: listening to, interpreting, and meeting the needs of others; diagnosing and rectifying problems.
- Highly skilled in the ability to multitask and prioritize work.
- Ability to develop and implement operational plans.
- Ability to write reports, business correspondence, procedure manuals, and marketing pieces.
Physical Environment / Working Conditions
The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Physical Demands
While performing the duties of this job, the employee is regularly required to stand; sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee spends significant time sitting, or standing, walking the facility and is occasionally required to climb or balance; stoop kneel, crouch, or crawl; taste or smell; and lift up to 70 pounds.
Work Environment
Combination of office with typical office equipment, warehouse with racks and bins, and wholesale branch environment. Employee may spend significant periods of time traveling on business via auto or air travel. Travels frequently between assigned branches and within defined market area.
Why the Ware Group?
- Competitive Pay
- Comprehensive benefits package including Health, Dental, and Vision
- 401K with company match
- Tuition Reimbursement Program
- EAP Program
- Employee Wellness Program
- Employee Referral Program
- Warehouse Safety Reward Program
We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.
