The Regional Sales Director is responsible for the sales efforts of the Mid-South 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