Director Regional Sales - Construction

Job Information

*This position will support the Southeast region*

The Regional Sales Director - Construction is a management role that supports the Sr Director Regional Sales - Construction in driving success through various dealer channels. They assist in developing sales strategies and setting targets and oversee sales operations within a specific territory or portfolio of dealers. This role is responsible for managing a team of sales representatives and supporting their efforts to build and maintain relationships with key customers. Additionally, the Regional Sales Director - Construction identifies new business opportunities, collaborates with other departments to ensure the success of sales initiatives, and participates in budgeting, forecasting, and reporting on sales performance.

Role & Responsibility

Communication:

• Ensure timely and relevant communication to the Sr Director Regional Sales regarding major dealer concerns, market conditions, and sales activity.
• Address dealer concerns related to products, programs, and challenges to drive business.
• Gather reports and submissions from District Sales Managers and present summaries to the Sr Director Regional Sales.
• Establish clear expectations for order quantities and communicate results to the District Sales Managers.
• Assist in gathering agenda topics from the District Sales Manager team to ensure effective discussions and clear strategic direction.

Sales Development:

• Evaluate and ensure that programs proposed by District Sales Managers align with the template structure provided by the Sr Director Regional Sales
• Ensure the Voice of Dealer, customers, and external partners are considered in all functional areas
• Communicate approval or rejection of proposed programs to the respective District Sales Managers
• Gather program effectiveness reports within 45 days of completion and present summaries to the Sr Director Regional Sales
• Demonstrate advanced knowledge of sales strategies, products, services, and market trends.
• Ensure that each dealer has appropriate Lines of Credit (LOC) for new and rental purposes and drive LOC processes
• Guarantee that District Sales Managers prioritize business-driving activities and create reports on top performing dealers
• Support Doosan Bobcat's long-range planning (LRP) initiatives, including product roadmap and dealer footprint
• Develop and execute a comprehensive regional strategy plan that aligns with company goals, drives revenue growth and ensures market competitiveness

Team Development:

• Consistently review the performance of each District Sales Manager, establishing development plans and yearly goals
• Engage in annual talent reviews, assessing ongoing talent needs
• Provide training and development support to ensure valuable programming for the team's needs
• Act as a positive example to District Sales Managers to demonstrate the energy and commitment required to drive business success

Fiscal Responsibility:

• Manage regional profit and loss effectively by controlling budgeted costs annually
• Minimize legal exposure associated with customer or dealer issues by maintaining a thorough understanding of termination laws by state for the dealer network, ensuring compliance with relevant regulations and implementing proactive measures to address potential conflicts
• Monitor internal tools and measure them against the budget, discussing results accordingly
• Analyze the trade-off between margin and market share, ensuring alignment with the company's annual operating plan financial goals
• Make informed decisions using program tools to balance market share importance and margin

Job Requirement

• Bachelor’s Degree in business administration, management or a related field
• Minimum of 5 years of dealer territory or direct sales experience, with previous leadership experience
• Experience 10>15 years
• Travel Required: Approximately 75%
• Assertive negotiation skills.
• High level of business acumen pertaining to manufacturer/independent dealer relationships.
• Ability to analyze dealer financial statements.
• Excellent verbal/written communication skills. 
• Basic computer skills, ability to follow written instructions.
• Valid driver’s license with clean Department of Motor Vehicle driving record.
• Excellent listening, negotiating, organizing and coordinating skills.
• Proficiency in the operation and application of all construction products.
• High level of business acumen pertaining to manufacturer/independent dealer relationships.
• Strong financial acumen with the ability to analyze dealer financial statements.
• Demonstrated ability to drive and develop effective dealer relationships, management, and strategic development skills.