Regional Sales Manager - Ag East

Apply Description ESSENTIAL DUTIES AND RESPONSIBILITIES: (Other duties as assigned.) Leads the recruiting, training, and mentoring of Key Account Managers (KAMs) within the defined area. Works closely with the Senior Director of Sales to establish distribution policies and strategies Manages discount policy to achieve sales and profitability growth Establishes sales goals, expense budgets, sample budgets, and trade show participation strategy for all territories within region. Collects, evaluates, communicates, and responds strategically/tactically to competitive intelligence Creates new product sales plans in conjunction with PMs and KAMs. Works to eliminate internal/external barriers to establish a team-based environment between functions ensuring smooth sales and order fulfillment. Involvement in past due accounts and assist with dealer collections as needed. Review dealer pricing and assist with large quotes to win projects while protecting profitability. Lead culture of recognition and teamwork throughout the organization by providing weekly and monthly team highlights. Manage Made to Stock and Made to Order product selection to keep inventory levels of Slow Moving/Obsolete product to a minimum. Assist in monthly and annual territory forecasting and share updates with the executive team. Create and present business/strategy presentations as needed. Work with KAMs to forecast territory needs with input in SPOT. Act as account manager for large dealer accounts that serve multiple territories and assure equal levels of service and pricing across territories. Establish unique programs with large dealers that generate overall growth and category growth for Netafim, including multi-year projects. Engagement with KAMs to establish relationships with large growers. Develop and manage promotions throughout the year with defined ROI objectives including forecasting demand and margin impact. Lead internal communication regarding changes or updates to Netafim policies throughout the year. Plan/host Regional Meetings Develop key objectives for each KAM and conduct performance reviews to ensure they are met. Work with KAMs to develop customized individual development plans focused on skill improvement and career growth. Work with KAMs on customer growth plans that contribute to the growth of the region. Work closely with Commercial Operation Management teams to ensure strategic alignment. Requirements REQUIRED SKILLSET Business - an understanding of the selling, marketing, and financial aspects of managing a business. Must be able to relate to the needs of end-users, specifiers, wholesalers and other influencers in the chain of sale. Must be adept at selling a high-value package of products and services. Must be capable of providing effective guidance and mentoring to subordinates. Must be capable of building presentations and delivering presentations to larger audiences including return on investment and profitability calculations. Interpersonal - ability to manage/direct sales force to achieve results while working with diverse personality types and styles, both internal and external. Positive contributions in a high-energy team environment will be expected. Must be capable of motivating, training, and counseling subordinates. DESIRED TRAITS AND CHARACTERISTICS Individual will have a demonstrated ability to consistently maintain a high level of focused activity and be able to coordinate the activities of subordinates. Individual will be an aggressive risk-taker who is results-oriented, pro-active and has a high degree of personal accountability and self-direction. Individual will consistently be stretching to achieve higher levels of performance and efficiency and will be capable of attracting and retaining subordinates with these characteristics. Individual will demonstrate excellent oral and written communication skills, sound judgment, and incorporate company goals into personal goals. Individual will hold themselves to the highest standard of ethics and integrity PHYSICAL DEMANDS The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Must be able to lift products up to 60 lbs. (not on a continuous basis) in and out of vehicle. Must be able to load and unload boxes of literature and/or marketing materials. Ability to travel 50% or more of the time MINIMUM QUALIFICATIONS include the following. 4-year college degree in a technical field (i.e., engineering, agronomy, etc.). Prior dealer and/or end-user experience with irrigation or related technology is highly desirable. Must be able to read, speak, and understand the English language. SUPERVISORY RESPONSIBILITIES Valid driver’s license required; Ability to be covered under Corporate liability policy. Salary Description $135,000-$145,000