The Regional Sales Director is responsible for the sales efforts of the Southeast Workplace sales personnel resulting in the achievement of quota attainment and overall sales growth and company profitability. The role includes the following areas of focused accountabilities.
Responsibilities
- Manage and develop direct reports
- Demonstrate expertise in strategic and tactical opportunity planning and execution.
- Recommend special discounting, MPAs, and contracts with an understanding of company profitability, competition, and dealer requirements.
- Collaborate with Workplace teammates to coordinate closing business for Kimball International
- Drive growth of dedicated Kimball International dealers and decrease dependence on non-committed Kimball International dealers.
- Demonstrate active leadership and involvement in market selling activities with identified influencers. (A&D firms, dealer partners, etc…)
- Build trust and commitment through consistent application of “clean market” and account registration rules.
- Participate in business partnership reviews.
- Provide feedback/input on new solution opportunities
- Maintain ownership of personal career goals and development.
- Drive the achievement of the annual sales revenue quota within the assigned geographic area and/or product lines across our sales platform.
- Identify, hire, train motivate and develop top sales personnel
- Direct the development and execution of annual business plans within the assigned regions to exceed sales goals; and assist with implementing strategically and tactically.
- Manage financial resources within the area consistent with forecasting and budgeting process and plans.
- Ensure effective use of all account and opportunity activity through Salesforce.com
- Ensure the education on the value and benefits of the Workplace brands and solutions with influencers throughout the marketplaces.
- Facilitate the New Select Dealer Checklist and coordinate the resources to get new Select Dealers up and running quickly and effectively
Interpersonal Skills
Skills to Perform This Role:
- Ability to develop positive relationships with dealers, end users and market influencers
- Proven and effective team-player
- Ability to interact with a diverse group of people (customers, field sales, key leaders, peers, market influencers, etc.)
- Self-motivated
- Mature, seasoned, proven relationship builder
- High integrity
- Exceptional organizational skills
- Professional in appearance, communication, and conducting business – both in and outside of work (good role model and representation of the overall Kimball Brand)
- Fosters an environment of trust and respect with peers, leaders, and employees. Has integrity and is sincere
- Demonstrates a sense of urgency through actions and decisions
Technical Skills
- Must be proficient in Microsoft applications.
Communication Skills
- Excellent communication (verbal and written) skills
- Active listening skills and ability
- Need to be comfortable communicating with key leaders of the company
- Must be seen as an expert for market recommendations
- Presentation skills will be critical
Leadership Skills
- Be a leader by example
- Creates an environment that encourages others to collaborate.
- Excellent performance management skills
- Excellent relationship management skills
- Excellent decision-making skills
Business Skills
- Understanding of Office Furniture market and influencers within the market
- Validated sales skills and success
- Ability to gain access to key influencers within the market and key individuals at the influencer locations
- Understanding of dealer business, dealer role and capabilities
- Understanding of dealer values for A&D and A&D clients
- Collaboration with dealers
- Product knowledge
- Competitive knowledge (products, people, position)
Work/Educational Requirements
- Knowledge of the Contract Furniture Industry is a plus
- Bachelor’s degree in Business, Marketing or related area of emphasis preferred.
- Related field sales and field sales management experience (minimum 5-7 years)
- Demonstrated track record and career progression
