Regional Sales Manager

Position Summary

Job Description

POSITION SUMMARY:

The Regional Sales Manager is an integral member of the H-E Parts leadership team. This critical position is accountable for leading our Western United States sales teams, and executing profitable growth initiatives. The role is also functionally responsible and accountable for customer support, sales and operations planning (S&OP), training, process and systems usage, customer segmentation, sales channel management and productivity. Success is defined by the company’s adjusted operating income contribution relative to plan.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:

• Safety – Conducts all activities in a safe manner, utilizes personal protective equipment (PPE), adheres to Company policy and our annual safety plan. Returning our employees home safely every day is our # 1 priority.

• Functional Oversight - Oversees and leads the following functions: (1) Outside/Field Sales, (2) Inside Sales, (3) Sales Support, (4) National/Key Account Management;and (5) Sales Process and Systems/Tools. Geographies of responsibility include the Western U.S., Canada, Mexico and segments of Central and South America.

• Travel frequently to coach and develop sales area leaders in face to face environment

• Define sales goals & KPI for sales area leaders

• Key Account Management – Responsible and accountable for the multiple interfaces with the customer, including at the mine level and at the Corporate office (i.e., global, regional and local customer coverage). Sells H-E Parts value proposition and how we are different. Sells products, brands and our capacity as well as our global customer emphasis.

• Strategic Alignment - Aligns sales objectives with overarching company strategy through active participation in corporate strategic planning, sales strategy development, “bottoms up” forecasting/budgeting, sales resource planning and execution. In addition, align sales department with operation function to foster a cohesive working relationship.

• KPI Realization – Meets or exceeds assigned targets for profitable growth, market share expansion and other key financial performance objectives.

• Process Driven- Identify and develop areas for process improvement

• Data Drive- Drive decision making derived from data

• Communication & Collaboration - Partners with Sales, Finance, HR, Operations and Engineering Associates as well as Executive Leadership to strengthen “forward looking” projections, customer planning, and corporate initiatives. Presents sales department health to leadership.

• Budgeting, Planning & Goal Setting - Develops and communicates the annual sales budget at a customer and product level. Must possess the ability to model, define and manage “bottoms ups” sales related KPI’s and lead sales staff.

• Process & Systems (e.g., Salesforce.com) - Works with customers and associates to maintain key customer contact information. Ensure Sales Associates regularly updates opportunity, visit, quote and win/loss data in CRM platform.

• Oversees quarterly business review (QBR) program with key accounts

• Supports Company metrics and initiatives to measure and drive performance

• Sales Compensation – Contributes to Defining and overseeing sales compensation and incentive programs that motivates the sales team to achieve their sales and margin budget. Ensures alignment between pay and performance.

• Sales Training - Defines and coordinates sales training programs that enable staff to achieve their potential and support Company sales objectives. Unifies, educates and trains the North American team.

• Other - Other duties as assigned

DECISION MAKING:

Position will be required to make decisions that will directly impact the department.

INTERNAL/EXTERNAL CONTACTS:

Position requires collaboration with department managers and current/potential customers.

KEY RESULT AREAS:

• Sales and Margin Achievement vs Budget

• Sales Expense as a % of Sales vs Budget

• Adjusted Operating Income (AOI) Achievement vs Budget

• Key Account Management Sales and Margin Growth

• Sales Funnel Health

• Sales Productivity

• Sales and Operations Planning (S&OP) Connectivity

• Sales Coverage Modeling Framework & Execution

• Sales Compensation Optimization

QUALIFICATIONS: EDUCATION and/or EXPERIENCE:

• Bachelor’s Degree (Preferred)

• 5-10 years sales and sales department management experience

• 3-5 year of Mining experience preferred

• CRM systems experience

• ERP systems experience

• Experience managing remote workforce

• Travel requirements upwards of 50% at any given time

• Valid driver’s license

• Valid passport