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Regional Sales Manager – Houston, TX

Position Title: Regional Sales Manager
Number of Direct Reports: 19
Total Number of Reports: 19
Supervisor’s Title General Manager

Position Summary: As a Regional Sales Manager, you will be responsible to hire, train, and motivate successful Sales Design Consultants to increase market share, sales revenue, and profitability while developing a successful market plan in the Houston region.

Travel Requirements: Travel within territory

Essential Duties & Responsibilities
1. Drive sales volume by motivating the Design Consultants through goal setting, promotions, sales meetings, coaching and participating in joint sales calls (20%)

2. Monitor progress and success for each individual as well as the team. Create development plans for underperforming sales staff. Review status of leads, appointments, and signings on a daily basis. Meet with the DC’s to review progress against their individual budgets once per month. (15%)

3. Follow up with customers for a variety of issues such as cancellations, resolving construction, and service issues. Makes general follow up calls to appointments to assess what needs to be done to close the sale. (15%)

4. Work with the Lead Managers to ensure successful conversion of leads to appointments. Review the number of calls per hour, percentage of their time spent on the telephone, the number of appointments scheduled for the weekends and mid-week, as well as the planned appointments for the DC’s based upon source type and any other metrics to improve conversion. (10%)

5. Ensure that the company sales platforms are being used by the sales team in the selling process; Sales Vision 20/20, company sanctioned proposals, etc. (10%)

6. Hire, train, and retain Design Consultants. Educate new hires in pool industry specifics as well as sales techniques, and other necessary administrative duties. (5%)

7. Assist in the development of annual sales and marketing budgets including sales goals and personnel and administrative requirements. (5%)

8. Prepare management reports for daily/weekly/monthly assessment of Leads, Appointments, Sales and Design Consultant performance. Assist in the preparation of sales-related materials for divisional meetings held with senior management. (5%)

9. Understand the competitive marketplace and equip the sales team to effectively sell against the competition. Review permit data, if available, to project opportunities to sales team. (5%)

10. Evaluate market reactions to advertising programs to ensure the timely adjustment of marketing strategy and plans to meet changing market and competitive conditions (5%)

11. Help expand market penetration and lead “Builder Campaign” with other initiatives. (5%)

12. Build, maintain and update competitor activity in the market e.g., pricing products, pools sold, etc.

13. Stay abreast of current marketing-related industry literature across all relevant and related topics.

14. Follows Anthony & Sylvan Pool’s policies and procedures

Other projects and duties as required/assigned

 

Position Requirements
Education Required: Bachelor’s Degree
Experience Required:

• 5+ years’ experience in sales, preferably in-home B to C with 3 or more years in a management role supervising a commissioned-based sales team
• 2-4 years of Marketing experience
• Demonstrated communication, negotiating, problem solving, analytical, and financial skills
• Good forecasting ability
• Strong oral and written communication skills

Experience Preferred:
Specialized or Technical Knowledge Licenses, Certifications needed:

• Microsoft Office; strong proficiency in Word, Excel, Power Point, Outlook
• Working knowledge of CRM
• Knowledge in computer aided drafting and/or design

Functional Knowledge:

• An understanding of how marketing can effectively help an organization close new business and up sell existing customers

Company/Industry Related Knowledge:

• A solid grasp of current technologies for marketing including internet branding, social networking, pay-per-click, email blasts, SEO/SEM protocols and other online ways to best penetrate markets

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