Regional Manager

Regional Manager

Part of Dover Corporation's Engineered Systems segment, Vehicle Service Group (VSG) is a strong, diverse and dynamic global leader in the vehicle service industry. VSG comprises 13 major vehicle lifting, wheel service, diagnostic and collision repair brands : Rotary Lift, Chief, Forward, Direct-Lift, Ravaglioli, Hanmecson, Revolution, Elektron, Blitz, Nogra, Butler, Space and Sirio.

Summary : Responsible for all activities, actions and results for a defined geographic region, comprised of several sales territories. Consistently increase sales, profits and market share by ensuring each individual territory has the best distribution available, and that sufficient support is provided, so each player's efforts are optimized.

Essential Job Functions Include :

• Frequent overnight travel (by vehicle or by air) away from home.
• Have phone, written and personnel sales contact with distribution, national account and their field personnel and end-user customers.
• Make end-Users calls to support sales efforts of accounts / distribution and to learn about sales / quality / application issues of product.
• Set territory and regional sales goals, attainment criteria, monitor attainment and act, as necessary on outcome.
• Understand business climates in Region and territory(s) by analyzing business trends and by thorough communication with all types of customers.
• Understand competitors in a given region or territory and utilize that information to have business plans to combat competition or seek them as customers.
• Utilize annual business or action plan with distribution and / or accounts so they have a finite business plan with Rotary.
• Prepare and utilize a business contact agenda on all contacts.
• Have a thorough knowledge and understanding of all performance reports and reporting metrics. Be able to present those metrics to customers and or management.
• Highly efficient utilization of salesforce automation tools of PDA, Computer, field presentation projector, field cameras, etc.
• Understand all pricing practices, discount procedures and how they impact profitability by product.
• Whenever deficient, seek, establish and develop new distributors (per market area), installers and national / regional accounts.
• Be efficient with the computer. Seek to have a skill level of 7 or above (out of 10) in PowerPoint, Excel, Word, Outlook and other existing software utilized by company.
• Maintain appropriate budget and understand the allocation as it relates to the percent of sales. Access monthly budget expenses via the internet and make adjustments as necessary.
• Utilize and navigate within internet to communicate, review and gather competitive information, conduct business travel reservations.
• Forecast regional, territory and distribution / accounts sales budgets utilizing corporate software (Budget Plus) or appropriate.
• Manage and communicate with all National Accounts in Region. Provide updates as to the status of the accounts monthly.
• Provide communication on regional performance and activities to management via a brief summary(s) as requested and in monthly regional summary(s).
• Provide timely communication with supervisor on all events in the market place that could affect the company.
• When internal action is required to resolve a challenge, communicate needs to appropriate parties to facility resolution.
• Provide product / technical knowledge for Rotary and competitive products to distributors, national accounts and end-users.
• Report early product quality and / or service issues to Rotary via email or monthly reports.
• Train and mentor distribution / accounts in the utilization and continual access of Rotary's technology tools and systems (RDW, Lift / Ordering, lead management)
• Promote and execute marketing, leasing, sales tools, new products and other company programs to corresponding channels and / or users.
• Coordinate trade show that fall within the region and implement equipment and set-up work for the show and tear down the equipment.
• Conduct sales training in the field, or at national meetings and at the schedule training classes held at corporate facilities.
• Ethics & Work Standards : Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others. Insure that all business activities - with both internal and external customers - be performed with a professional demeanor and that all participants be held accountable to this high standard.
• Communication : Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well organized reports. Listens to understand input, feedback and concerns. Provides complete information in an open, honest, and straight-forward manner. Responds promptly and positively to questions and requests.
• Teamwork / Relationships : Works with other employees willingly and in a spirit of cooperation and teamwork. Supports cooperation. Demonstrates a commitment to the entire business and is supportive of all initiatives (company and departmental) to help grow Vehicle Service Group's business in the U.S. and abroad. Cooperates fully with others to achieve organizational goals. Is tactful, courteous, and considerate. Embraces a positive outlook. Is respected and trusted by others.
• Continual Improvement and Problem Resolution : Identifies and communicates suggestions for work improvements. Uses technical / analytical abilities to assure existing work practices are the most efficient and cost effective possible. Performs root-cause analysis and implements viable, permanent solutions to problems. Works with both internal and external customers to develop solutions which meet company-wide needs and objectives. Applies a sense of urgency to resolve problems or create opportunities that will increase productivity and create value. Shares best practices with other employees across the business.
• Accountability : Accepts responsibility and accountability for both the strategic planning and the successful implementation of all projects / programs / duties as outlined in this job description. Advises supervisor of concerns, problems and progress of work in a timely manner. Demonstrates a sound balance between quality and quantity of work while maintaining a sense of urgency toward completion. Deadlines are met.

Marginal Job Functions Include :

Contacts (Internal and External) : Heavy external contact with national account customers, end-users, key account personnel and distributors. Internal contact includes : Director of North American Sales, VP Sales & Marketing, all Sales & Marketing Management personnel, Regional Managers, CRCs, marketing employees, all Senior Management, Operations Manager, engineering staff, manufacturing staff, IR staff, shipping / receiving / traffic personnel, shop floor employees and any others, as required.

Job Specifications :

Education : College degree or equivalent preferred.

Abilities : Must have strong speaking and written communication skills, strong leadership skills and be decisive. Must be computer literate.

Experience : Minimum five years sales and / or sales management and direct supervisory experience, with industry or related background preferable. Background managing distributor channels.

Supervision : Works under own initiative with a minimal amount of guidance.

Responsibility : Responsible for the actions and results of distribution agencies within the region, selection and approval of distributors, all sales goals and the achievement of those goals. Exercises high degree of judgment.