Regional Sales Director

Manages Nilfisk Sales team efforts to grow the designated regional market, as well as personally assigned high profile accounts, for the specific purpose of selling the full product range for all pertinent brands in all markets in order to achieve established sales plan objectives for the Region. Support the Sr. Regional Sales Director in the development of full portfolio, including US Floorcare and Industrial Vacuums sales and budget objectives and implements go-to-market plans accordingly.

Recruit, manage and assess employee performance and development. Achieve regional and personal goals while maintaining a solid working relationship with all other indirect, direct and alternative sales efforts within US Sales.

Collaborate with other functions – Marketing, Product Management, Customer Care, Finance – to promote the overall growth of the Nilfisk business.

Develop and manage regional sales goals within business unit for Dealer, Strategic Account, and Government, End User and Alternative Channels through

Key activities:

• Development of individual personal annual sales objectives for all Regional Managers (RMs) and Sales Associates
• Development of individual Regional Business Plans and manages accordingly
• Full geographical, segment and product offering coverage
• Established timetables w/key actions & resource plans

• Conduct business plan reviews at prescribed intervals to support team, dealer, distributor partners and key end users
• Management of high priority key accounts/dealers at the Director level.
• Sponsor and manage product cross selling opportunities between all brands and business units.
• Sponsor and manage Area cross-border cooperation within and between all regions
• Management of new customer lists and coordination of appropriate field visits to prospects with sales team.
• Support all strategic account, government and alternative selling efforts

• Strategize with team and dealer partners how to best grow territory and reach customers
• Reviews and approves all dealer agreements prior to dealer selection and set up
• Manages and maintains the goal in removing competitive machine lines from dealer network to improve market penetration.
• Recommends the selection and deselection of customer network

• Responsible for the continuous recruitment of qualified sales team members
• Responsibility for on-going employee coaching, training and performance assessment

• Management of regional sales pipeline and forecasting models
• Manages and controls travel and expenses for all direct reports
• Manage team’s demo inventory levels and aging
• Supports other company initiatives related to market intelligence, marketing initiatives, and customer surveys
• Reports all significant activity in the region in a timely and effective fashion as it relates to:
• Regional performance vs. goal by direct report
• Product performance – success and failures
• Competitive information
• Go-to-market strategy suggestions
• New product development input
• Dealer issues, Customer Service, Technical Service, etc
• Dealer profile updates

EDUCATION: Bachelor’s degree in Marketing, Business Administration, or equivalent education minimum

EXPERIENCE: Minimum of 7 years of sales management experience in related industry

KNOWLEDGE & PERSONAL ATTRIBUTES:

• Must be a self-starter, self-motivated, have good business acumen and self-discipline
• Must possess the ability to make sound decisions and the willingness to take risks
• Must display enthusiasm, perseverance, reliability, high level of business acumen, and strong selling skills
• Must possess strong communication skills and a high level of management skills of time, ability to respond, sense of urgency, prioritize efforts and problem solving
• Willingness to travel overnight on an extensive basis

Proficiency in use of MS Word, Excel, PowerPoint, Outlook, Power BI

Working knowledge of CRM systems (SF)

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