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Regional Sales Leader - Western Region

Elk Meadow Recruiting

Regional Sales Leader - Western Region

San Fernando, CA
Full Time
Paid
  • Responsibilities

    Western Regional Sales Manager

    Our Mission

    Dogs and cats and cats and dogs. They keep us company, warm our hearts and make us laugh and laugh. And, if you’re like us, you do the very best you can for your pets; all that you can to keep them healthy, safe, active and happy.

    At Petcurean, we create premium quality, nutrient-rich food that’s right for pets, to help our dogs and cats get the most out of their lives with us. We always have, since day one when two good friends started a little family operation in the Fraser Valley of British Columbia, Canada.

    They were driven by the idea that pets deserved better: that pets deserved food that was made with the same love and care as we put into preparing meals for our own families.

    The Opportunity

    The Regional Sales Manager (RSM) is a key role at Petcurean responsible for ensuring their territory stays efficiently on schedule regarding sales targets and budgets; helping to meet or exceed the sales goals set by the company. The RSM’s core responsibilities will include tangibly linking their team’s day-to-day impact with the national sales strategy and, pro-actively building new and existing relationships with our distribution partners and, from time-to-time, key accounts in their region. The RSM is a strategic thinker with a passion for sales excellence and, is a natural people manager with a keen interest in coaching and developing talent.

    The RSM will report directly to the National Sales Manager, USA and has a strong working relationship with Sales, Operations and Marketing teams. The RSM holds the primary responsibility of creating and managing Distribution Account Management Plans [DAMP] for distribution partners in their region as well as managing a team of Territory Sales Managers in the region.

    Your Mandate

    • Acting as the most senior sales representative in the Western USA, this role will take full responsibility for the development and growth of the region, through effective and compelling leadership, setting expectations and measuring results.
    • In collaboration with the National Sales Manager, USA – develop effective sales strategies/plans that drive profitable business growth in the region, including:
      • Regional Sales Strategies,
      • DAMP/KAMP/SAMP(s) and,
      • Corporate Promotional Programs
    • Work in collaboration with the National Sales Manager, USA to refine strategies and plans and, provide timely reporting
    • Take full accountability for the regional distributor relationships including, establish DAMPs and, hold partners accountable to our mutual revenue growth goals, service levels and budget. Ensure distributor relationships are managed according to established duty matrix
    • Acts as a key collaborator regarding National distributor relationships, working with your colleagues and, the National Sales Manager, USA to establish DAMPs and, hold national partners accountable to our mutual revenue growth goals, service levels and budget.
    • Acting as the escalation point to respond to outstanding or unresolved issues from internal/external customers/clients
    • Collaborate with the regional Key Account Manager, to ensure TSM’s are focused on their top 30 accounts and maintaining local distribution relationships
    • Works collaboratively with the Sales Effectiveness Manager to build development plans that will ensure TSM’s are reaching their fullest potential through coaching and development
    • Maintains technical knowledge by learning about products and trends, reading industry publications, establishing personal networks, and participating in pet industry trade shows

    Management of the Regional Sales Team

    Coach, lead and manage a team of sales professionals and, foster a high-performance culture founded in the principles of consultative selling

    Coach, lead, manage and collaborate with your team to ensure they are set up for success to deliver business results; Identify and, support your team to foster growth with their top 30 accounts and, to identify new channel and customer opportunities

    In collaboration with the Sales Effectiveness Manager, provide training and professional growth opportunities to assist development of the team including regular ride along visits.

    Work in collaboration with Human Resources on recruitment, training and development, and retention activities to build and foster a winning team

    Utilize established training programs to ensure TSM’s are trained in nutrition, trade marketing, sales knowledge, and sales processes, technology and systems

    Advocate for all Petcurean policies, procedures and practices with the employee group

    Ensure your team drives rigor across the sales organization; establish performance goals and, foster effective performance management with your team

    Reporting and Financial Management

    Provide input in the development of regional sales budgets; take ownership of the monitoring and management of the budget and, ensure fiscal responsibility across your team

    Monitor and report actual sales against planned sales; monitor, evaluate and report on the effectiveness of the strategies and programs and/or other key success metrics in your territory

    Monitors the competitive landscape and market conditions to identify opportunities, issues, and risks, to form and/or refine tactical strategies

    What You Bring

    5+ years of sales management, preferably in the pet industry, with extensive experience managing, directing and leading sales teams and external business relationships

    Formal consultative selling training

    Proven strategic thought process with the ability to attract new business, develop and grow the customer base through identifying new opportunities

    High energy, performance-driven individual with a strong desire for continuous improvement

    Able to communicate accurately, concisely, and compellingly to a variety of audiences. Clearly and concisely communicates using spoken or written communication. Presents with poise, authority, and clarity to audiences of varying size and in various settings

    Exemplary time management and an ability to work within a continually evolving environment

    Natural ability to evaluate and translate data into effective information for our business success

    Demonstrated leadership, a client service attitude, integrity, creativity and enthusiasm

    Ability to establish and maintain relationships, and collaborate effectively with internal and external stakeholders to develop, manage and evaluate sales plans

    Demonstrated ability to provide leadership and manage staff collaboratively, utilizing effective team-building, communication and performance management techniques

    Excellent computer skills including Word, Excel, PowerPoint, email skills

    Willingness and ability to travel 50%

    If you’d like to learn more, please apply here or contact our Executive Recruiter, Leanne Fesenmeyer at leanne@elkmeadowrecruiting.com

     

    Thank you!