Regional Sales Director - North to Midwest Regions (5)

Regional Sales Director

The Regional Sales Director is key commercial leadership role within a geographic region reporting directly to the Region Vice President. This position will lead a team of outside sales professionals and will be pivotal in shaping the sales strategy across the designated region.

The Regional Sales Director will provide visionary leadership to the sales team, ensuring they meet and exceed ambitious targets while aligning their efforts with the company's long-term goals. This role demands a blend of strong people leadership, strategic insight, analytical capability, and the ability to influence both internal stakeholders and external customers. This territory covers the North to Midwest regions, i.e Massachusetts to Virginia to Kentucky to Iowa to North/South Dakota to Nebraska, to Illinois

General Responsibilities:

• Develop and execute comprehensive regional sales strategies that align with the company's vision. Drive revenue growth by identifying new opportunities and refining existing sales approaches to capture market share.
• Lead a team of 12 sales professionals and provide coaching and guidance to ensure that company revenue growth and profitability targets are achieved.
• Assess and attract superior talent with a focus on continuous people development and recruiting.
• Implement and reinforce the use of structured sales processes and tools to identify and qualify prospects, set new customer acquisition targets, and update OSR territories and account assignments.
• Leverage Power BI and other analytical tools to track and report on KPI performance, identifying trends with account activity, including wins/losses and growth metrics. Use these insights to adapt strategies and optimize sales efforts.
• Lead customer and account development through structured planning meetings and detailed business reviews.
• Establish and nurture relationships with key accounts, ensuring customer needs are met with tailored solutions that drive long-term partnerships.
• Provide leadership, coaching, and professional development to Outside Sales Representatives (OSRs). Focus on enhancing their capabilities, fostering a culture of continuous improvement, and positioning them to succeed in a competitive market.
• Partner with cross-functional teams to ensure seamless organizational communication and alignment. Facilitate a cohesive approach to customer engagement and problem-solving, maximizing value for customers and the company.
• Create sales capability to ensure we are capturing the largest opportunities to drive growth.
• Effectively interface with senior leadership and ownership partners as required to report on plans and progress.

Requirements:

• Bachelor's degree in business or related discipline required
• 10 years of experience in industrial distribution with an emphasis on sales, sales leadership, and implementing strategic plans.
• Strong history of a customer-focused and commercial mindset and experience.
• Demonstrated commercial and selling skills
• Experience leading, developing, and coaching sales professionals; demonstrated success at attracting outstanding talent.
• Ability to interface at a senior and board level and to interact effectively at all levels of the organization.
• Extensive experience using data analytics tools for tracking performance metrics, forecasting, and making data-driven decisions to refine sales strategies.
• Demonstrated ability to effectively partner with other business and functional leaders including Finance, Human Resources Supply Chain, Pricing, etc.
• North to Midwest Territory

Competencies:

• Outstanding coaching skills. Effectively coach selling based on value and consistently review performance to uncover opportunities for improvement.
• Strong performance management skills. Ability to set clear goals and provide regular feedback.
• Outstanding ability to drive positive change and cultural transformation.
• Excellent people leadership skills, with a demonstrated ability to assess and develop high performing talent
• High drive for results, discipline in execution, and sense of urgency.
• Process focuses and mindset. Ability to utilize a structured process to drive results.
• Demonstrated leadership skills and the ability to lead both directly and through influence.
• Strong personal and executive presence, with excellent verbal and written communication skills.
• Strong integration skills and the ability to connect people and organizations.
• Self-motivated with the ability to be effective in a fast-paced, dynamic, and changing organization and manage through complexity.
• Strong passion and energy for growth and success of both the individual and the company.
• Strong customer development background, focusing on conducting strategic business reviews and implementing plans that enhance customer engagement and loyalty.
• Expertise overseeing sales operations and pricing strategies. Adept at making critical decisions that drive efficiency and profitability.
• Exceptional verbal and written communication skills.
• Servant leadership, culture driven, growth mindset and integrity oriented; Accountable and adaptable
• Strong industry and market knowledge in fencing / wholesale building materials / distribution