Regional Sales Manager - Ohio Region

Sales Manager

It's fun to work in a company where people truly BELIEVE in what they are doing! We're committed to bringing passion and customer focus to the business. Responsible for managing a team of Sales Representatives in the Ohio region (Ohio, Indiana, Northern Kentucky) to implement sales plans, achieve sales targets, in turn growing revenue and profitability. Critical to success is building and developing an outstanding team of high-performing sales professionals through excellent selection, coaching, mentoring and leadership. Successfully combining market and technical knowledge with effective leadership is central to achievement in this role. Accountable to exceed productivity and financial targets and profitability while ensuring and promoting safety in all that we do. Lead a team of 8 - 15 direct reports a sales revenue of $10M - $25M focused on Industrial Specialty Chemicals. Demonstrate the company's core competencies of communication, customer focus, innovation, integrity & ethics, lean & safety, and passion to succeed.

Essential Functions:

• Business Growth
• Manage/exceed targets in the areas of sales, territory development and customer development.
• Develop, maintain, and grow sales with existing Distribution Partnerships in the Northeastern US region.
• Utilize/implement DuBois Professional Selling methodology, DCRM (DuBois Customer Relationship Management) and associated tools.
• Lead the sales management system including team and individual meetings!
• Drive key account growth through individual and collaborative team efforts working across regions and countries.
• Execute price increases and profit improvement activities across the team.
• Engage key customers directly through building productive relationships and conducting formal customer reviews on a regular basis.
• Leverage technical specialists and corporate key accounts team to increase cross selling results.
• Strategic Thinker
• Anticipate problems/opportunities and apply insight and creativity to the development of solutions.
• Effectively cross sell into different markets that may be central to growth opportunities in region.
• Think critically to challenge assumptions, conventional wisdom and one's own beliefs.
• Continually evaluate/optimize team structure, effectiveness and return on assets.
• Develop, run sales contests within region to motivate, change behavior, to create a healthy competitive environment to accomplish growth targets.
• Coaching & Development
• Recruit, acquire, develop, challenge and coach sales representatives from new hires to veteran status.
• Utilize DuBois' sales tools to create alignment and share best practices/training with the team.
• Anticipate/investigate performance/employee relations problems taking corrective action.
• Train and support team on the DuBois Professional Selling process and DCRM tools
• Ride with at least two sales representatives each month.
• Create opportunities for high potential team members to stretch their skills and interact with the senior leadership team.
• Champion Change
• Support and execute corporate vision, mission and strategy to the team and create a plan to drive accountability and revenue growth in your region.
• Lead by example with consistent display of company values and culture
• Drive the successful implementation of corporate initiatives through open dialogue, removing obstacles, and leading the cause through positive reinforcement/ sharing of success stories.
• Business Acumen
• Develop successful territories by developing "Territory Business Plans" with Sales Representatives to drive market penetration with t