Regional Sales Manager - DC, VA, MD, DE

Overview

Who We Are
ITG Brands is the third-largest tobacco company in the USA with offerings of some of the most well-known cigarette, cigar, and e-vapor brands. As a member of the globally recognized Imperial Brands PLC family, we are a forward-thinking partner with operational integrity. ITG Brands is committed to putting consumers at the center of what we do, while creating an innovative workplace where inclusion, creativity, and bold thinking drive progress.

This empowers us to bring our true selves to work, to collaborate more effectively through showing our passion and being confident to bring new ideas to the table. We are not afraid to seize opportunities and make things happen – both individually and collaboratively. We strive to exceed expectations by seeing things differently and doing things differently. This truly is a place where we all share a challenger mindset which drives our success.

• JOB SUMMARY Integrates all company objectives and strategies to drive executional results. Supervises Division Sales Managers and Regional Account Managers and role model persuasive selling skills and optimal coverage designs that enables success for sales individuals. Leverages industry knowledge and relationships to drive revenue of company products and services with a focus on current and new account opportunities. Works closely with internal and external sales channels to provide daily oversite and assure proper planning, resources, and alliances for successful promotion of company products.
• Evaluate & develop individual team members to improve their skills, capabilities, & performance
• Collaborate with team to create positive, energetic environment in region, supervise work of Division Sales Managers & Regional Account Managers
• Coach to motivate, empower team to deliver executional excellence
• Role model persuasive selling skills, optimal coverage designs that enable success for Sales Reps
• Make personnel decisions/recommendations, with input from HR partners, for DSMs & RAMs
• Engage with leadership to share key customer requirements, identify opportunities for leverage within accounts
• Support RAMs with implementing Joint Business Planning (JBP) processes with identified top region customers
• Partner with top customers in region to drive alignment between Company & customer objectives
• Work with DSMs to optimize retail store coverage designs to maximize retail activity time in achieving strategic objectives
• Direct team resources to maximize time allocation on store-by-store basis to meet objectives
• Identify opportunities within region & provides input on potential areas for improved results
• Analyze region for opportunities to share insights, suggestions, ideas, solutions that are shareable to maximize selling, executional impact
• Measure requirements of retail partnership agreements to ensure they are maintained by retail stores
• Maximize effectiveness of all Merchandising Fixtures/Displays/POS to present a competitive merchandising advantage at retail
• Drive adoption of formal Customer Joint Business Plans (JBP’s) at top accounts across region
• Coach & develop DSMs, RAMs to improve selling skills, customer partnership, people management capabilities
• Support team in development of customized selling plans that resonate with retailers & encompass conceptual selling in the store
• Collaborate with division resources to identify sales opportunities that can be acted to drive sales performance
• Implement area go-to-market approach for respective Region & provides on-going input on Area-wide improvements
• Customize sales strategies, plans, key initiatives across region to Account & Sales Rep level
• Deliver assigned Sales KPI’s & key initiative objectives across region customers & retail stores
• Analyze regional landscape, customers, develop win/win solutions for both team & customers
• Accept responsibility for region results across deliverables (coverage, merchandising, distribution, promotional programs, volume objectives, talent management)
• Help team gain, maintain acceptance by customers to use “ITG Portal” as primary method for reimbursement/tracking
• Reports customer & competitive insights to identify critical…