Regional Business Development Mgr - Midwest US
Summary
The Midwest Regional Business Development Manager’s main responsibility will be the growth and health of the assigned territory, with the direct goal of growing sales in Metal-Era’s ME and PL verticals in combination with Metal-Era’s existing rep partners. The RBD will be focused on specifier and contractor conversion to Metal-Era’s brand and OEM partner brands through management and support of our independent representatives, and direct conversion meetings with local specifiers and contractors, and other individuals involved in the decision making for the purchase of roof system components within the assigned territory. The RBD will be responsible for the negotiation of territory rep contracts, rebates, managing, hiring and/or replacement of local independent sales representatives, along with the expansion of our private label rep relationships to obtain growth in the region.
Essential Duties and Responsibilities
This list of duties and responsibilities is not all inclusive, and may be expanded to include other duties and responsibilities as management deems necessary. Candidates must be able to satisfactorily perform each essential duty listed, with or without reasonable accommodation.
Channel Manager / SA Professional
1. 50-60% travel within your region to promote Metal-Era’s products while operating out of a home office hub
2. Execute and utilize monthly rep calls to assess and guide improvement of rep revenue performance through the use of agreed upon company metrics
3. Call on specifiers and lead similar conversion meetings by reps to grow regional revenue by a targeted % each year
4. Call on distributors and contractors for conversion and lead similar conversion meetings with reps to grow regional revenue by a targeted % each year
5. Train, educate and help independent reps develop methods to promote Metal-Era’s brand more effectively
6. Lead annual contractor acceptance efforts and achieve new contractor conversions
7. Develop and execute closing ratio improvement strategies with independent rep organizations
8. Perform Metal-Era’s AIA accredited presentations effectively to convert specifiers in the region
9. Execute communications in an effective and professional manner that properly represents Metal-Era and our core values
10. Follow up on marketing and advertising leads and notify appropriate stakeholders via CRM
11. Responsible for submitting monthly expenses in accordance with budget and reporting procedures
12. Responsible for submitting annual sales plan for your territory and ensuring the plan stays on target to budget
13. Ability to strategically manage time and make decisions that positively impact territory growth
14. Timely, accurate reporting to Vice President of Sales to include relevant data to drive and support decision making
15. Excellent collaboration skills, maintains comfortable communication with co-workers and direct reports, accepts change and adjusts in a positive manner by building strong rapport with peers
16. Create a positive momentum within Midwest Sales team as defined by measurement of KPI success
17. Embody the Metal-Era’s core values in action and communication on a daily basis
Minimum Requirements & Qualifications:
The requirements listed are representative of the knowledge, skills, and/or abilities required to satisfactorily perform the essential functions of this position.
· A minimum of 3-5 years of experience in sales, sales management, business development, or related position
· History of successful independent rep management, territory management, and business development or related experience
· Excellent written and oral communication skills
· Ability to comfortably and confidently speak in public
· Strong self-confidence with good negotiating and selling skills
· Proven history of working well with peers and management.
· Proficiency in using a computer and computer programs
· Demonstrated people skills, working exceptionally well with customers, reps, distributors and other sales people
· Ability to effectively present information and respond to questions from leadership and other employees of the organization
· Ability to define problems, collect data, establish facts, and draw valid conclusions of customer requirements
· Established financial acumen to interpret and proactively adjust to sales trends and company performance
Preferred Qualifications
· Experience in construction products, services, or related manufacturing sales
· Track record of new account development success
· Track record of successful remote work and travel
· Track record of contributing to and building a positive work culture
Physical Demands
While performing the duties of this job, the employee is frequently required to sit; talk or hear; and use hands to finger, handle, or touch objects or controls. The employee is regularly required to stand and walk. On occasion the employee may be required to stoop, bend or reach above the shoulders. The employee must frequently lift, push, or pull up to 25 pounds and occasionally lift, push or pull up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
The above statements reflect the general details necessary to describe the principle functions of the occupation described and shall not be construed as a detailed description of all the work requirements that may be inherent in the occupation. Candidates must be able to satisfactorily meet the physical demands listed, with or without reasonable accommodation.
Work Environment
The position is primarily a home-based position with monthly visits to the Waukesha facility. The incumbent regularly performs work-related travel, approximately 70% of the time.
The role is primarily scheduled weekdays, and during first-shift hours; however infrequently, projects and initiatives may require the flexibility to occasionally work on weekends or during second-shift hours.
