Purpose
Provides regional sales leadership for an assigned product segment, responsible for driving sales performance, building and maintaining customer relationships, and collaborating cross-functionally to meet business objectives. Success is measured by the financial and organizational health of the assigned segment.
Key Responsibilities
- Sales Organization Management
- Day-to-day leadership of the assigned product segment and assigned region
- Establish and implement best practices in sales effectiveness
- Oversight of the sales pipeline and strategic market execution of the sales plan
- Talent management, including the performance assessment process, talent development and succession planning
- Oversight of Territory Sales Managers, their daily activities and execution
- Relationship Manager
- Develops broad relationships with each distributor, including leadership, sales and branch management
- Negotiate business agreements with key customers – including marketing agreements, pricing and special programs.
- Gain valuable market feedback and input through customer interactions and relationships
- Understand and anticipate customers’ existing and future needs in depth and communicate this within the team and organization
- Support the team in developing compelling solutions to meet customer needs that differentiate Roseburg from our competition
- Strategic and Tactical Initiatives
- Lead execution of the sales strategy for the assigned product segment, including communicating overall strategic approach, negotiating market pricing, and managing distributor and dealer programs Develop alignment across customer base through tactical execution of sales prospects and pipeline management
- Work closely with distribution partners to support their strategic needs in the market
- Key participant in the strategic planning process for the assigned product segment
- Cross-Functional Collaboration
- Sales and operations planning – Work directly with operational team to resolve quality issues, inventory levels and alignment between production schedule and order pace
- Complaints & Claims – oversee the process for responding to customer complaints and claims ensuring responses are handled with urgency and root causes are identified and addressed
- Support and collaborate with the Marketing team on literature, marketing materials, tradeshows and events.
- Business Profitability
- Thorough understanding of the drivers of business profitability
- Manages pricing and programs with customers to ensure profitability levels are maintained
- Identifies and executes against opportunities to improve profitability
- Support monthly forecasting and reporting
- Understand and fully embrace Roseburg’s core values; “Safe to the Core”; “Sawdust in the Veins” (have a passion for the business and our customers), work from a “Handshake Integrity” and be “Driven to Win”.
- Model Company core values
- Other duties as assigned
Required Qualifications
- Bachelor’s degree in Business, Sales, Marketing or a related field and seven (7) years of experience in building product sales/sales leadership or an equivalent combination of education, training, and experience
- Demonstrated ability to develop and execute against sales plans
- Strong selling skills including listening, questioning techniques, identifying buying signals & negotiating
- Have a proven sales record
- A strong understanding of
- Good understanding of the strengths and weaknesses of our key competitors
- Understanding of business finances and demonstrated ability to apply knowledge to business profitability improvement
- Demonstrated ability to work collaboratively and align with other functional groups in an organization
- Ability to deliver world class customer service
- Ability to work in various computer platforms (Microsoft Office applications, with an emphasis on Excel)
- Positive demeanor and the ability to lead and/or function within a team
- Ability to multi-task in a changing, fast-paced environment
- Excellent interpersonal skills
- Understand and exhibit a sense of urgency
- Strong self-motivation and organizational skills
- Excellent verbal, listening and written communication skills
- 50% or more travel
