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Regional Sales Manager - Channel Sales Leader

Minneapolis, MN

Regional Sales Manager - Channel Sales Leader

Bayport, MN or Chicago, IL 

JOB PURPOSE
 
Reporting to the Sr. Sales Director, this position is the leader of a selling team of nine comprised of Territory Sales Representatives (TSR). This leader will support their team’s sales activities, provide coaching, and leadership to sell products to channel partners and trade customers through a regional dealer network. The Regional sales manager is accountable for supporting it’s team in achieving the Regional sales and profitability goals across Minnesota, Wisconsin, North Dakota, South Dakota, and Illinois. 
 
This role provides direction and leadership to the TSR's and BDR's and is responsible for customer satisfaction, dealer support, channel sales education, and market share within the Regional geography. This is a top-performing region with a solid team in place and continued opportunity for market growth in all market segments.
 
In addition to direct team leadership, the regional sales leader develops and coaches a variety of additional roles both directly and indirectly. These roles include Region Marketing Managers, Channel Development Managers, and Sales Management Development Program members. They are also expected to highly influence and manage key channel and trade relationships.
 
THE ORGANIZATION
 
At Andersen, Orange is how we describe a spirit that drives us to imagine what’s possible. Our commitment at Andersen is to have an inclusive and diverse workplace where employees feel respected, valued and driven to realize their full potential. Whether in product development, our manufacturing processes, sales programs and services, the relationships we build—with our customers, our communities and each other—we see possibilities everywhere, every day and use our collective talents to make it happen. We hope you’ll accept our invitation to Be Orange, Be You at Andersen.

ROLES & RESPONSIBILITIES
 
Sales Facilitation: Achieve sales volume goal through coaching and developing sales people. Activities include: Regional, Territorial, and account planning/prioritization, sales strategy development (e.g., deployment, prospects, minimizing competitive losses), and forecasting. Provide field sales knowledge to internal constituents
 
Sales Completion: Drive revenue by assisting sales reps with closing opportunities, assist in building relationships among strategic customers and prospects.
 
Pre-Sales: Set quotas and motivate sales people to achieve goals, manage and measure sales people against pre-determined set of metrics, identify issues and provide corrective solutions and focus to the sales team. Sells and teaches others how to leverage their Richardson training by selling value and complete solutions to Andersen customers.
 
Engaged Selling: Assist in the development of customer solutions, resolve customer issues and sales personnel disputes & leverage internal resources to further penetrate account and maintain ongoing relations with customers.
 
Provides leadership for Andersen's internal and external customers in all assigned tasks, while practicing and remaining committed to Andersen's set of Values and Beliefs. Prioritizes effectively and in accordance with corporate objectives
 
Leads the Sales Territory Representatives and Business Development Representatives, inclusive of managing performance, coaching, mentoring, hiring, and career development. Establishes an environment and foundation for future sales growth.
 
Responsible for the Region's forecasting and sales tracking.
 
Sets the vision for the Region and develops strategies with a business plan to attain the vision. Evaluates market trends and gather competitive information, identify trends that effect current and future growth.
 
TRAITS, SKILLS, & ABILITIES IMPORTANT TO THE WORK
  • 4-year degree in business or related field or equivalent experience in sales (preferably in a leadership position). MBA preferred.
  • 3 or more years of experience selling through a dealer network or channel sales 
  • Experience with client relationship management (CRM) software/Salesforce preferred.
  • Demonstrated experience in achieving business success in terms of measurable sales, executing strategies, and margin results.
  • Robust communication skills required to ensure coordination of and translating customer requirements to internal delivery partners and persuading account stakeholders to pursue mutually beneficial business strategies.
  • Communicate, understand, and deliver strategic corporate and product messages.
  • Develop solutions based on customer goals, objectives, strategies and competitive situations.
  • Execute effective negotiation skills.
  • Excellent presentation skills.
TRAVEL - Travel throughout region will be 50-75%
 
The above statements are not intended to encompass all functions and qualifications of the position; rather, they are intended to provide a general framework of the requirements of the position.  Job incumbents may be required to perform other functions not specifically addressed in this description.
 
Andersen Corporation is an equal opportunity employer and encourages candidates of all identities, experiences, orientations, and communities to apply.
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