Regional Sales Manager Roofing

N.B. Handy Company; Nashville (TN); On-site; USD 90,000 - 140,000; Full time

Job summary

N.B. Handy Company in Nashville, TN seeks an experienced Roofing Outside Sales Manager to coordinate development and execution of roofing growth strategies across assigned regions.

The role leads the outside sales team, collaborates with VP Sales, Product Managers, and Branch Manager to optimize accounts, pricing, and programs. The position requires training, performance monitoring, and consistent communication with marketing and ERP teams.

Qualifications

• College degree preferred.
• 5+ years distribution sales management experience.
• Expert in Roofing product lines and value propositions.
• Strong presentation and relationship skills.
• Experience selling/managing commercial roofing products.

Responsibilities

• Develop and manage strategic Roofing target accounts and vendor negotiations.
• Establish Roofing sales initiatives to meet budgets and goals.
• Review regional sales performance and suggest improvements.
• Train Roofing sales personnel and promote professional development.
• Promote customer portal, marketing databases, Phocas and ERP usage.
• Coordinate with Branch Manager and product team on programs and visits.
• Provide updates to Branch Manager and VP on performance.
• Ensure cross-department alignment to represent Roofing portfolio.

Skills

Sales leadership

Strategic account management

Vendor negotiations

Customer relationship building

ERP/CRM proficiency

Education

College degree preferred

5+ years distribution sales management experience

Tools

Excel

Outlook

Word

ERP system

Phocas

Job description

Description

SUMMARY

Responsible for coordinating the development and implementation of Roofing sales growth strategies and sales coverage for the assigned region Roofing Outside Sales Team.

ESSENTIAL DUTIES AND RESPONSIBILITIES (Other duties may be assigned)

• Works with VP of Sales and Product Managers to develop, implement, and manage strategic Roofing target accounts to meet the overall goals for the assigned region. Provides input on vendor negotiations and reviews as needed by each branch, aids with customer rebate programs, and evaluates new product lines as required in the portfolio.
• Establishes Roofing sales initiatives to meet and exceed annual sales and profit budgets while working with the Branch Manager to develop action plans designed to meet and/or exceed sales and profit goals. Monitors Roofing sales performance scorecard and provides input.
• Reviews all areas of Roofing regional sales performance and makes suggestions to improve procedures and understanding with Branch Manager.
• Assists in training Roofing sales personnel; emphasizes continued professional development through training and sales programs and tools.
• Promotes and provides assistance with customer portal, marketing customer databases, Phocas, and ERP system. Train Account Managers to use it as a vehicle to generate more revenue.
• Meets regularly with sales personnel to review company, customer, market, and competitive information; ensures appropriate information is communicated to the Branch Manager, sales teams, and marketing staff.
• Promotes alignment throughout all Handy Distribution departments to ensure that the entire Roofing product portfolio is well-stocked and represented in each market.
• Works with the product team on Customer Programs in an effort to develop and maintain regional Roofing customer programs. works with the Roofing Technical Team to grow Roofing sales, establishes schedule for timely and appropriate visits with accounts; works with the Branch Manager, to ensure timely responses to customer complaints.
• Provides regular updates to the Branch Manager & VP on the performance of regional sales performance and initiatives.
• Communicates and ensures compliance with Company policies and procedures; recommends changes and/or additions.
• Work on customer events with the marketing team as needed.
• Support other branches as needed and directed by VP.
• Promotes organizations in the Roofing industry, manufacturing, or trade associations, attending meetings, shows, and conventions, as requested.
• Some overnight travel is required.

SUPERVISORY RESPONSIBILITIES

Directly supervises assigned region Roofing outside sales team. Will carry out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, hiring and training employee; planning, assigning and directing work; appraising performance; rewarding and disciplining employees, addressing complaints and resolving problems.

EDUCATION & EXPERIENCE

• College degree preferred and 5+ years of distribution sales management experience with successful track record; or equivalent combination of education and experience.
• Expert in Roofing product lines, well versed in selling agreements, customer service inside sales tactics, and value propositions.
• Strong sales presentation; effective rapport-building and relationship skills; ability to take initiative; and manage sales team effectively in a multi-branch environment.
• Experience selling/managing commercial Roofing products and programs and developing individual sales plans.
• Start the Leadership training program to develop strong leadership and communication skills; ability to maintain effective working relationships. (HR will provide all the tools and links for this program)
• Demonstrated ability to utilize computer-based sales and inventory management analysis programs; ability to maximize profit opportunities in a sales environment and comfortable with a team-focused approach.

CERTIFICATION, LICENSES, REGISTRATIONS

None.

SKILLS & ABILITIES

• Entrepreneurial business management orientation, sales planning, strong team-building skills.
• Proven effectiveness in managing teams.
• Strong probing, communication, investigatory, analytical, problem solving and decision-making skills to effectively uncover and resolve complex issues.
• Job experience involving extensive customer contact, including building & maintaining customer relationships.
• A proven track record of developing and coaching high performance talent in a high accountability environment.
• Solid proficiency in the use of Windows software, including Excel, Outlook, and Word.
• Ability to work long hours, including evenings and weekends, as needed.
• Ability to multitask, prioritize, meet set deadlines, and have strong follow up.
• Ability to speak, read and write at the level necessary to successfully perform assigned responsibilities.
• Effective written and verbal communication across multiple forms of communication tools.
• Negotiation skills.
• Time management and organization skills.
• Detail oriented and analytical.
• Self-motivated.

PHYSICAL DEMANDS

While performing the duties of this position, the employee is regularly required to sit, stand, walk, talk, hear, and drive for extended periods of time. There is potential for eye strain from reading detailed materials and looking at a computer screen. Work normally requires finger dexterity and eye-hand coordination to operate computer keyboards at a moderate skill level. The employee may be required to climb stairs, bend, stoop, kneel, reach, and use hands and arms to operate a computer, phone, and other office or mobile devices. The role may involve lifting and carrying materials or product samples weighing up to approximately 25 pounds. Vision abilities required include close vision, distance vision, and the ability to adjust focus.

TRAVEL REQUIREMENTS

This role involves frequent travel to customer and prospect locations and requires the ability to operate a motor vehicle. A valid government driver’s license and an acceptable driving record, as determined by company standards and insurer requirements, are required. All vehicles operated for Company purposes must be legally registered with appropriate government authorities. Continued employment in this role may be contingent upon maintaining driving eligibility.

WORK ENVIRONMENT

This is a field based role with regular travel throughout an assigned territory, including customer offices, warehouses, and active job sites. Visits to customer locations and construction jobsite conditions may create exposure to noise, dust, and dirt, etc.

FLSA: Exempt