*INTERNAL APPLICANTS ONLY* R16 Regional Sales Manager

*INTERNAL APPLICANTS ONLY*

Job Title: Regional Sales Manager

Position Type: Full Time/Exempt

Reports To: Director of Sales

Location Listing of Current Regional Sales Manager Opening - R16 Tennessee

Please Note: It is necessary to be centrally located within Region 16.

RE Michel Company, LLC is a leading HVACR wholesale distributor with over 300 locations coast to coast. We are currently seeking a professional Regional Sales Manager to cover the Tennessee area.

General Summary: Reporting to the Director of Sales, the Regional Sales Manager is responsible for working with the regions outside sales reps, increasing sales revenues including sales representatives, assigned accounts, and branch accounts; to managing and leading the sales staff in promoting and influencing the sale of the company's entire line of services and products. Assists each branch manager and sales staff in achieving sales, Net Profit, and Gross Profit goals as established by the company.

Essential Functions:

• Recruiting, hiring (after consultation with the Director of Sales) and training sales personnel; establishing standards of performance; establishing sales territories; establishing and maintaining customer pricing, establishing sales goals for sales representative's accounts and branch accounts; account assignments and handle discrepancies.
• Develop and implement a sales plan including budgeting and sales forecasts in accordance with the overall marketing goals and objectives of the company.
• Assist all assigned personnel in achieving their individual sales and gross profit goals and to monitor progress through frequent, consistent communication.
• Coach and train field sales personnel in such areas as account analysis, time and territory management, targeting objectives, measuring results, prospecting, implementing sales tools, selling systems, etc.
• Spend a minimum of 60% of the workweek on sales activities in the field (traveling with sales reps and/or making sales calls).
• Conduct bi-annual account reviews with each sales representative and branch manager team.
• Work closely and professionally with Regional Branch manager to achieve the goals of the region.
• Coordinate sales activities with other R. E. Michel Company departments, as necessary.
• Provide competitive price information to the Pricing Administrator, Director of Sales, Director of Marketing frequently and regularly, and respond promptly for request for such information.
• Create a well-motivated, dedicated, and professional sales team through personal example and leadership.
• Focus efforts on unprofitable sales territories by developing, implementing, and following through with progress reports the Director of Sales.
• Conduct sales meetings.
• Personally call on ESP accounts minimum of two (2) times a year.
• Make ESP presentations as needed to promote the ESP program within the region and coordinate ESP partnership agreements with Regional Branch Manager to assure maximum customer service.
• Provide an accurate recap of each week's activities to the Executive team via our ERP.
• Follow up job quotes with sales representatives and/or branch managers.

• Basic math skills, this is normally acquired through completion of a high school education. Understanding level pricing, GP, P&L's. Extensive knowledge of HVACR products, i.e., parts, equipment and supplies. Ability to assist customers and internal sales reps with equipment match ups configuration and job estimate costs.
• Physical ability to stand and walk. Physical ability to safely lift and carry items weighing less than 20 pounds for 25 percent of the work time.
• Extensive travel to each branch in designated region, meeting with customers, and when necessary, travel to Corporate Headquarters, other regions and attend trade shows.