Regional Sales Manager - New Enterprise Stone & Lime Co., Inc.

The Regional Sales Manager represents and promotes the entire range of NESL products and services. The position holder pursues, monitors, and wins bids for major projects within the market and maintains relationships with defined key market customers. The role demonstrates a strong sales engagement through new system orders, parts and value-added relationship building with regards to assigned region/ territory and customers to meet defined revenue goals and realize profitable sales and growth via existing and new customers as defined by KPIs.

The Regional Sales Manager continuously develops the NESL network and acts for the benefit of NESL in relation and support of customer needs.

Essential Functions

• Strategic development and management of sales for the New York region in close cooperation and coordination with the other members of the leadership team. Focused expansion of existing clients as well as the acquisition of new clients (market penetration and market development).
• Represent and promote the entire range of NESL products and services.
• Daily manage and demonstrate strong sales engagement with regards to assigned region/territory and customers to meet defined revenue goals and realize profitable sales and growth via existing and new customers as defined by KPIs.
• Lead and coach the sales team through:
  • Actively participate in the recruitment and selection process to identify and hire talented sales representatives.
  • Foster a positive and motivating work environment to build a cohesive and high-performing sales team.
  • Inspire and encourage coworkers, promoting a culture of collaboration and achievement.
  • Provide ongoing guidance and direction to the sales team, ensuring alignment with organizational goals.
  • Monitor and evaluate the performance of individual coworkers, providing constructive feedback and support as needed.
• Prepare and execute a development plan to win new customers as defined via sales strategy by:
  • Analyzing and identifying customer potential.
  • Actively promoting NESL services and product solutions highlighting technical specifications, performance data and benefits.
  • Executing sales initiatives (considering competitor marketing and pricing activities).
  • Applying state of the art measures e.g. cold-calling, site visits, lobby work, trade fairs, lunch and learns etc. with a view to growing sales or margin or both, identifying key priorities.
  • Acting for the benefit of NESL in relation to and in support of customer needs.
• Further develop long-term partnerships with existing customers as defined via a sales strategy by:
  • Proactively assessing and understanding current and future customer needs.
  • Exploring new opportunities within the targeted customer group.
  • Developing and enhancing the quality of our company’s relationship with the customer.
  • Executing sales initiatives (considering competitor marketing and pricing activities).
  • Applying state of the art measures e.g. cold-calling, site visits, lobby work, trade fairs, lunch and learns etc. with a view to growing sales or margin or both, identifying key priorities.
  • Acting for the benefit of NESL in relation to and in support of customer needs.
• Responsible for maintaining defined key accounts.
• Analyze existing/new markets through interactive dialog with customers, sales personnel, industry links and stream partners.
• Proactively identify (potential) opportunities by:
  • Pursuing, monitoring and winning bids.
  • Following up on quotes within given timeframe (see standard sales process).
• Utilize CRM and SAP software 100% to capture sales stages, manage quotations, and other deliverables for accurate status of orders, sales, projects in progress, and orders lost and won and the root cause for lost orders.
• Solve customer complaints and disputes in accordance with NESL’s customer service philosophy.

Qualifications

• Bachelor's degree in a related field (e.g., Engineering, Business, Marketing) is required. MBA is a plus.
• 10+ years of experience in a Sales related field in a medium-sized wholesale, distribution, or manufacturing company ideally with exposure to the sale of raw materials.
• Proven ability to successfully drive sales processes for complex products and systems from plan to close (including ability to assess and evaluate requirements and specifications).
• Strong leadership skills with a track record of leading and motivating sales teams to achieve and exceed targets.
• Proven development of sustainable partnerships with strategic customers, including development of client-focused, differentiated and achievable solutions.
• Ability to produce creative and positive solutions through negotiation, resulting in the creation of offers and contracts.
• Demonstrated strong analytical skills to collect and interpret sales data by analyzing different markets, products, services, gross revenues and profit, and demographics of the purchasing customer.
• Proven ability to build professional relationships with leaders and external networks.
• Strong customer service orientation.
• Strong interpersonal, verbal and written communication skills.
• Must be able to work in a fast-paced environment and handle multiple tasks simultaneously.
• Must possess strong attention to detail, good organizational skills with the ability to ensure accurate work.

 Personal Characteristics and Competencies

• Entrepreneurial spirit combined with prudence. (i.e., consideration of long-term risks and opportunities). Highly developed organizational influence and negotiation skills.
• Strong people and culture manager with a track record of building bench strength, leading leaders, and maximizing the impact of the organization.
• A self-confident, proactive professional who can successfully lead in a fast-changing business environment.
• Tough minded with the courage of convictions to drive critical strategies and programs through to completion.
• A change agent willing to take measured risk and who is committed to deliver on commitments to the organization.
• Personal and professional alignment to NESL’s Cultural Goals:
  • Focus & Integrity to Do What’s Right
  • Know the Numbers, Know the Business
  • Embrace Change
  • Intentionally Collaborative

Why Apply?

• Competitive Benefit Package - Medical, Vision, Dental, 401k, Vacation, Life Insurance, etc.
• Career Growth - We pride ourselves in developing coworkers and promoting from within.
• Stable Industry - Our materials are in high demand year over year.