Director Regional Sales

Job Information

Join Our Team of Groundbreakers & Be Part of Creating the Future 

The Director Regional Sales is responsible for leading and managing a team of District Sales Managers within a specific territory or portfolio of dealers.  This role requires developing and executing strategic sales plans to achieve sales targets, enhance dealer relationships, and drive significant growth within the region. They are also responsible for building and maintaining relationships with key customers, identifying new business opportunities, and working closely with other departments to ensure the success of sales initiatives, with the ultimate goal to drive company strategies and growth within the dealer network. They possess strong leadership qualities, a deep understanding of the industry and exceptional sales expertise.

Role & Responsibility

Communication

• Conduct dealer meetings to provide support with product, programs, and marketing efforts to drive business.
• Conduct team meetings to discuss sales targets and performance metrics.
• Provide clear and consistent communication, offering guidance and direction to the team.

Sales Development

• Recommend and implement region/district sales promotional programs. 
• Ensure that the Voice of Dealer, customers, and external partners is heard in all functional areas.
• Demonstrate advanced knowledge of sales and sales strategies, product, service, and market trends.
• Ensure that each dealer has appropriate Line of Credit (LOC) for both new and rental, and drive and ensure LOC for dealer.
• Support Doosan Bobcat's LRP initiatives including product roadmap and dealer footprint.
• Develop long-term territory distribution strategies for individual market locations.
• Drive the upgrade of sales capabilities of current dealers.
• Provide effective and accurate unit forecasting and planning.
• Achieve stocking and retail sales goals by directing Dealer Account Manager relations with dealers.

Team Development

• Consistently review the performance of each District Account Manager, establishing development plans and yearly goals. 
• Identify high potentials and emerging talent, and design development specific to next career level or position.
• Act as a positive example to District Managers to demonstrate the energy required to take the business to the next level.
• Provide constructive feedback and set actionable goals to enhance the team's sales productivity and professional growth.

Fiscal Responsibility 

• Ensure cost effective management of Region Profit & Loss management through the administration and control of budgeted costs annually.
• Minimize the legal exposure associated with customer or dealer issues.
• Monitor internal tools (“Meet The Competition” & “Sales Discount Request”) and measure against budget, discussing accordingly.
• Financial Acumen – Analyze the trade of between margin and market share. Understand the impact of overall PSD and meeting company AOP financial goals. 
• Decision Making - Utilize program tools to define importance of market share vs margin.

Job Requirement

• Bachelor's degree in business management or a related field.
• Experience Required: 10 - 12 years. Minimum of 7 years of dealer territory or direct sales experience, with previous leadership experience.
• 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.
• Demonstrated ability to lead a team. Ability to manage remote teams and align tasks to strategic goals.
• 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.
• Demonstrated ability to make critical decisions independently.
• Travel Required: 60-70%.
• Valid driver’s license with clean Department of Motor Vehicle driving record.

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