Description

Regional Sales Manager- Emergency Responder

To be considered for this position, we are asking that you have Emergency Responder customer sales experience with either a distributor or manufacturer. 

The Regional Sales Manager – Emergency Responder, will be responsible for increasing sales volumes through existing distribution and selecting and training the best distributors in various customer segments to drive and support Bullard’s business. 

The territory will include Alabama, Kentucky, Mississippi, Ohio, Tennessee, West Virginia.   

The ideal candidate must provide territory vision and identify areas for expansion to build on the current success at Bullard and drive continued growth. It is critical that this person have the intellectual horsepower and dynamic work ethic that defines the core of Bullard’s Sales Team.

This role will be responsible for developing strategic and tactical plans to achieve agreed-upon sales goals. The Regional Sales Manager will have ultimate responsibility for a flexible, yet disciplined and professional team of channel partners focused on revenue growth and a solution selling approach. The position requires that the successful candidate keep his or her finger on the pulse of rapidly evolving markets. At the same time, the Regional Sales Manager is expected to demonstrate collaborative, solutions-oriented leadership by working closely with all disciplines including marketing, engineering, and operations. 

Essential Functions

        Overall objective is to drive sales of Bullard’s products to end-user customers, through distributors

        Assess, build, and develop distributor capability, ready to scale in support of Bullard’s strategic growth plan

        Lead distributors to drive and sell Bullard products within the assigned region

        Apply both tactical and strategic go to market models aimed at growing the end-user customer base both in the short and long terms to drive higher revenues, customer growth and customer retention

        Develop territory plans and quota assignment for assigned regional areas

        Work with the team to develop, build, and track a pipeline of sales opportunities and leads to closure

        Accurately forecast monthly, quarterly, and annual sales achievement for the region

        Ensure that distributors are focused on selling based on value to customer, features, and function

        Represent Bullard at end-user customer forums and distributor events to gain new business and increase sales

        Achieve Sales revenue targets for the region with re-evaluation of the market and prospects as needed

        Manages customer satisfaction and ensures distributors are responsive to customer needs while providing additional support on customer critical escalations

        Accountable for developing accurate three-year, one year and quarterly plans to drive cross functional team to make business decisions

        Develop, acquire, and retain new and existing distributors to support increase market share within the region 

        Ability to lift and carry 50 pounds of product/literature for customer demonstrations and/or trade show set-up

        Ability to stand/sit for long periods of time to accommodate product demonstrations and trade shows. 

Requirements

Education/Training

BA/BS degree in Marketing, Business or equivalent degree from an accredited four-year College or university
MBA or master’s degree Preferred
 

Required Qualifications

Strong background in Industrial Sales, with at least 5 years’ demonstrated growth in a region selling direct to end-users and through channel sales partners (i.e. distributors) in the industrial market.
Proven persuasive selling and training techniques that enable the end-users and channel partners to understand the product and brand value
Proven and repeatable sales life cycle approach with ability to identify leads and close sales in new and existing markets
Demonstrated expertise in creating and communicating accurate regional forecast and growth plans to cross function teams to drive strategy and deliver on outcomes
 

Preferred Qualifications

        Proven ability to drive results using a customer relationship management software such as Salesforce to manage and track prospect and leads and perform analysis to drive sales goals for the region

        Successful demonstration of tracking and achieving key sales metrics such as sales achievement to plan, deal size, sales cycle time and lead closure for a region