Regional Field Sales Director

SUMMARY 

A pivotal and visible sales leadership role that is responsible for driving net revenue and market share growth across all channels (PDSN, Pro Dealer, and Lowe’s) by executing channel and key account strategies at the regional level. Responsible for developing and deploying a strategic and regionally focused field sales playbook. Drives overall sales rep performance by cultivating a culture of sales excellence, providing strategic, collaborative leadership, and delivering data-informed insights and decision-making. Creates strong relationships with key channel partners and customers within the region to accelerate business results. Oversees the talent advantage and professional development of the region’s field sales team.

ESSENTIAL DUTIES AND RESPONSIBILITIES 

Overall responsibility to deliver and execute the field sales business goals and strategic objectives within the region across all sales channels (i.e., PDSN, Pro Dealer, and Lowe’s) through demonstrated leadership of the field sales team and with cross-functional partners.

Responsible for developing and deploying a strategic and regionally focused field sales playbook that drives market share growth and achievement of sales rep productivity goals. Identifies and implements region-specific sales programs that align with corporate strategic objectives and support the achievement of associated KPIs. Successfully executes channel and key-account strategies across the region.

Serves as the region’s primary voice of the customer and is responsible for partnering with cross-functional leaders to grow market share and most effectively compete in the regional marketplace. Successfully manages channel conflict to maximize system-wide growth opportunities. Serves as a key input to corporate leadership and cross-functional partners of competitive intelligence and market changes.

Enables sales excellence by implementing and driving CRM adoption, developing talent through coaching and mentoring, and championing initiatives that are customer-centric and -engaging. Utilizes real-time data and insights to optimize territory performance and sales rep productivity goals. 

Manages the overall growth and culture of the region’s field sales team by modeling Pella’s cultural values and pillars. Advances the region’s talent advantage and team engagement with sales excellence and professional development tools. Develops high-potential talent across sales channels and a pipeline of growing sales leaders. 

Measures individual and team performance through identified KPIs and other identified performance metrics, including regional revenue and margin growth; customer satisfaction and retention; adoption rate of sales excellence tools and processes; and, talent development outcomes, among others.

Other duties as assigned.

Travel expectations: at least 50%. 
Primarily includes travel within the region; also includes travel to the company headquarters in Pella, IA, at a minimum quarterly, and attendance at semi-annual and annual sales team meetings.

SUPERVISORY RESPONSIBILITIES 

Directly supervises regional channel leaders (e.g., PDSN, Pro Dealer, Lowe’s) the regional inside sales team. 

Responsibilities include actively coaching and mentoring direct reports; engaging with the region’s team of field sales reps; interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; and addressing complaints and resolving problems.

EDUCATION and/or EXPERIENCE 

Bachelor’s degree in business, marketing, or related field. M.B.A. preferred, and 10+ years of progressively responsible sales leadership roles, including regional or multi-territory management. Experience in multiple selling channels (e.g., dealers, big box, trade, etc.). Proven track record in driving profitable growth through strategic selling initiatives and engaging people leadership skills.

QUALIFICATIONS

To perform this job successfully, an individual must satisfactorily perform each essential duty. The requirements listed below represent the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

PHYSICAL DEMANDS

The physical demands described here are representative of those required of an employee to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit, talk, or hear.  Air travel for this job is four to twelve hours.  The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl.  The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, color vision, and the ability to adjust focus.