Regional Sales Manager
San Jose, CA
Manages individual contributor sales account managers or may manage the organization's relationship with independent representatives (non-employees), distributors, or agents; will carry a sales quota.
Principal Responsibilities:
- Strategizes, develops, implements, and monitors business goals, operating plans and budgets for top line sales, gross profit growth, and long term growth.
- Implements processes and procedures which facilitate organizational growth and profit objectives.
- Monitors sales levels for assigned region and targets areas for improvement.
- Prepares and monitors annual sales forecast to facilitate achievement of sales goals including Profit and Loss (P&L) reviews.
- Reviews business plans and Year to Date (YTD) performance with management.
- Provides coaching to team members and may make sales calls jointly to ensure optimum customer relationships.
- Provides leadership and management direction to assigned territory and sales support staff to include hiring, managing employee performance, training, and salary administration.
- Creates demand for products and services by applying technical market/product expertise to technology recommendations that position the company as the distributor of choice to customers and suppliers.
- Communicate value-added capabilities and services to customers.
- Establishes and coordinates weekly meetings for opportunity, registration and design reviews including quarterly business reviews with sales management.
- Maintains current knowledge of products, competitors, technology and customers in assigned product family.
- Other duties as assigned.
Job Level Specifications:
- Manages experienced, professional employees and/or supervisors; and/or manages large, complex technical and/or business support teams. Accountable for the performance and results of a team and/or department.
- Interprets and administers policies, processes and procedures that affect direct reports and the workflow of the team/department. Adapts departmental plans and priorities to address resource and operational challenges. Contributes to budget development and performance standards of department and direct reports.
- Assignments are defined in the form of objectives. Decisions are guided by policies, procedures, business plans and independent judgment.
- Collaborates with team(s), customers/ clients, functional peer group managers and occasionally senior management. Participates and presents at meetings with internal and external representatives.
- Decisions may have impact on work processes and outcomes. Erroneous decisions or recommendations may result in serious delays and considerable expenditures of additional time, people and/or financial resources.
Work Experience:
- Typically 6+ years including 2+ years of supervisory experience
Education and Certification(s):
- Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.
Distinguishing Characteristics:
- Must have proven leadership and sales experience.
- Must have experience in electronics industry/distribution i.e. familiarity with components, customers, competitors, etc.
- Ability to travel approximately 75% of the time to customer sites or attend training including some overnight travel.