Regional Sales Manager - Northeast Region - Adhesives Job

Situation in Organization

Reports to National Distribution Sales Manager – Consumer & Construction Business Unit. 

Job Dimensions

• Build and maintain a highly effective sales team who is focused on achieving regional sales objectives which are in line with corporate goals.
• This position will mentor, coach, and develop all personnel on team through leadership, accountability, and by example
• Build strategic sales plans and actions to consistently achieve your plan.
• Support Marketing plan and yearly business directives.
• Establish effective relationships and collaborate with other departments to address key business objectives, challenges and opportunities.
• This person will be responsible for fostering and developing relationships with stake holders in key accounts.
• Responsible for hiring, mentoring, and training sales team to achieve regional goals.
• The Regional Sales Manager will monitor team’s performance toward goal, analyze and report on the team’s performance on a routine basis. He/She will travel extensively to develop the team as well as key business opportunities.
• This position will manage relationships with other intercompany functions to ensure appropriate resources are available and focused to support selling objectives and the growth/profitability of the Pro-Sales Group.
• This person will be a member of the Sales Leadership Team and participate in the monthly SMLT team.  
• Support the National Accounts Group by providing local service in support of national retail store growth programs. 

Activities

• Manage, embrace, and execute the KAP and business planning process within region.
• Oversee the tactical execution of the team’s territory sales strategies to ensure region meets sales goals and corporate objectives through mentorship, monthly sales review meetings, and Value focused selling.
• Provide feedback, training, and accountability as needed to sales team.
• Communicate with individual team members on a regular basis to monitor new account pipeline and assure new business development opportunities are closed.
• Communicate, strategize, plan, and implement sales efforts with sales team to assure quarterly and annual goals are achieved or exceeded.
• Hire, coach, train, and mentor a network of independent sales representatives.
• Provide sales management, budget control, and sales compensation analysis.
• Understand and manage pricing with boundaries set forth by sales director.
• Works extensively with team on adoption and execution of SFDC (Salesforce.com) CRM to manage customer account base and monitor reps’ sales performance and productivity.
• Work with all business functions through Marketing Communications Manager and Market Managers to ensure alignment to division goals for new product launches and other Marketing initiatives.
• Use various market networks such as customers, thought leaders, and all available channels to assess competitive information and customer needs. Use this information for sales strategy, pricing, and reporting to ensure the company remains innovative and competitive within the market.
• Attend sales calls with sales team personnel, communicate regularly with customers, and make sales presentations.
• Oversee all Territory Managers’ activity and their customer accounts.

Context and Environment

This position requires up to 75% travel and can be based in the field or at the corporate headquarters.

Accountabilities

• Accountable to Sales Director for C&C Group.
• Develop an annual regional sales plan to achieve revenue and profitability objectives.
• Manage T&E budget for all reports.
• Provide yearly forecast
• Monitor competitive activities occurring in all channel areas of responsibility.
• Implement annual price increase.
• Drive innovative point of sale concepts into the market.
• Build, lead, grow and expand the capabilities of the assigned sales team.

Qualifications / Experience Required

• Four-year degree in Business or Marketing preferred.
• Strong analytical skills that coincide with the ability to implement complex selling strategies and plans.
• Strong computer skills(Word, Excel, PowerPoint, Outlook)
• Excellent organizational skills
• A passion to roll up your sleeves and conduct engaging, hands-on, product demonstrations.
• Positive, resourceful, can-do attitude
• Excellent communication skills for group presentations, customer sales presentations, and intercompany written and verbal communications.
• Proven track record of building successful relationships with distribution accounts. 
• Works independently and does not require constant supervision or direction. Has the ability to make competent decisions consistently.
• Demonstrated experience in working with financial reports, forecasting, and other key data reporting tools.
• Minimum 5 years successful experience managing a sales team

A career with Bostik offers a collaborative work environment and supportive development to reach your career goals, with benefits starting day one as part of our competitive total rewards strategy.  Bostik, an Arkema company, is a leading global adhesive specialist in construction, consumer and industrial markets. For more than a century, it has been developing innovative adhesive solutions that are smarter and more adaptive to the forces that shape daily lives. From cradle to grave, from home to office, Bostik’s smart adhesives can be found everywhere. With annual sales of €2 billion, the company employees 6,000 people and has a presence in more than 50 countries. www.bostik.com.  The diversity of our employees is an asset we value and commit to from recruitment through career management.  Bostik is an EEO/AA/Drug Free Workplace.  The above information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications