Regional Sales Manager/Field Sales

Global Industrial; United States; On-site; USD 85,000 - 120,000; Full time

Job summary

Global Industrial is seeking a sales supervisor to lead multiple sales reps in building and maintaining a tactical territory plan aligned with company strategy and driving top-line results.

In this role you will coach and manage performance, collaborate with sales executives on training and incentives, and guide the team to meet aggressive quotas while maintaining strong client relationships in a B2B environment.

Qualifications

• Demonstrated ability to lead a sales team and drive results.
• Experience developing tactical account territory plans with reps.
• Strong communication and negotiation skills required.

Responsibilities

• Develop and maintain a tactical account territory sales plan with reps.
• Coach, motivate and inspire the sales team to exceed targets.
• Collaborate with Sales Executives to implement training and incentive programs.
• Set daily/periodic goals and provide performance feedback to team members.
• Maintain strong product knowledge of Global Industrial’s offerings and market strategy.
• Ensure accountability on quality, quantity, and timeliness of sales activities.

Skills

Sales leadership

Team management

Strategic planning

Communication skills

Tools

Microsoft Excel

Microsoft Word

Microsoft Access

Job description

Global Industrial

About Global Industrial

Global Industrial Company (NYSE: GIC) is a leading distributor of high-quality, industrial-strength equipment and supplies, serving organizations of all sizes across a wide range of industries. With more than 75 years of experience, customers rely on us for our broad portfolio of national and private brands, trusted service, and strong value proposition.

We help customers keep their operations running by delivering the right products when they need them-because We Can Supply That.

Why Join Global Industrial

At Global Industrial, we’re One Team committed to delivering value and empowering our associates to grow. Our culture is built on:

• Meritocracy & Pay for Performance - Your impact drives your rewards
• High Say-Do Ratio - We follow through on our commitments
• Career Growth & Internal Mobility - We invest in your future
• Collaboration & Accountability - One team delivering real results

Make an impact. Be recognized. Grow your career with us.

Global Industrial - Delivering Value Starts Here

Key Responsibilities

Strategic Planning

Effective management of multiple sales reps to develop and maintain a tactical account territory sales plan.

• Assist in developing strategic sales plans with sales reps for optimum results, e.g. setting goals and objectives.
• Continuous analysis of sales activities to make suggestions for improvement and identify missed opportunities to assist sales reps in obtaining outlined goals and objectives, e.g. monitor witness calls to insure GEC business practices are being followed.
• Prioritize tasks, utilize your time effectively and efficiently, and take full advantage of available resources.
• Collaborate with the Sales Executives to implement training and incentive programs.
• Assist in the development of strategy and be responsible for implementing and translating that strategy into tangible actions for the team.
• Routine field engagements to evaluate sales competency and assist in securing strategic relationships
• Identify and collaborate with CSM on account positioning and assignments, territory strategy and TTM (Time-Territory Management)

Team development

Establish and maintain a positive team atmosphere.

• Coach, motivate and inspire the team to achieve and exceed sales targets.
• Develop rapport with reps to gain their trust and confidence.
• Develop performance objectives with the sales reps, clearly articulating responsibilities and expectations.
• Encourage staff to suggest ways to improve services. Listen to their ideas and acknowledge their points of view.
• Promote professional development amongst sales reps by encouraging training and other resources to enhance skills.
• Create an atmosphere that allows sales reps to discuss issues and find solutions together

Leadership

Provide strong leadership to staff by creating a positive work environment

• Communicate company vision and overall sales objectives to reps and how they personally contribute to the company's success.
• Manage employees with a sense of integrity, creativity, fairness and assertiveness.
• Be an available resource to your team to assist in resolving issues finding alternative solutions.

Performance management

Set clear, daily goals that provide team members with actionable core business performance standards & expectations

• Manage individual subordinates' performance based on agreed set of objective by providing timely performance feedback and coaching as necessary.
• Partner with sales reps to ensure shared accountability on all quality, quantity, and timeliness standards.

Product Knowledge

Understanding of Global Equipment Company's Industry and products.

• Knowledgeable of GEC's market strategy, competitive landscape, unique value proposition, how we compete and win in the market, and our financial metrics.
• Keep current with the competitor activities and industry changes that affect product sales information.
• Understand how to improve sales team's ability to spot emerging customer opportunities.

Competencies and skills

• Minimum 2 to 4 years sales supervisory experience.
• Experience supervising 10+ employees in a Business to Business Sales environment. Field sales/remote sales management preferred.
• Must understand basic math to include calculation of percentages, profit margins, gross profit vs. net income, etc.
• Disciplined self-starter with strong work ethic
• Strong organizational, administrative and time management skills
• Demonstrated success in achieving and exceeding sales goals and quotas.
• Excellent oral/written communication, presentation, negotiation, organizational skills.
• Proficient in Microsoft Excel, Word and Access.

EEO/AA Statement

Global Industrial provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.