Regional Sales Manager

Regional Sales Manager

RSM for Van-Packer

A successful Sales Manager excels by consistently increasing market share, developing regional representation, and coaching manufacturers reps to increase sales. They strategically manage their territory, maintaining strong relationships with Fire Marshals, AHJ’s, contractors, and design firms. By collaborating with internal tech and sales teams and staying informed about industry trends, they ensure Van-Packer’s products are well-represented and competitively positioned. Their expertise in NFPA 96 and UL 1978/2221 standards, UL 103/UL 1738 and NFPA 211 combined with their proactive problem-solving and outstanding communication skills, enables them to meet and exceed sales targets, driving significant revenue growth over minimum expectations.

Responsibilities

Sales Growth:

• Increase public knowledge, market share, and overall sales for the Chimney and Grease Duct product lines, focusing primarily on the Rectangular Grease Duct product
• Achieve a minimum of 10% annual sales growth
• 
  

Coaching & Lead Generation:

• • Coach representatives in finding, developing, and quoting leads in their territories
  • Coach your regional representatives to successfully quoting and closing projects
  • Follow up on all quotes sent to Manufacturing Representatives in your region
  • Coordinate and attend regional sales meetings, trade shows, and Lunch & Learns.

Communication and Reporting:

• Address Manufacturing Representative issues promptly and fairly, keeping the Director of Sales informed on any ongoing issues
• Keep up with day-to-day activity in Odoo CRM
• Keep weekly reports on calls, email and daily activity to be submitted to the Director Of Sales.
• Update the Odoo CRM daily while on the road
• Communicate travel schedules to the Buda office (HR) and Director of Sales
• Submit weekly expense reports with receipts to the Human Resources/Accounts Payable Department on time
• Ensure proper use and maintenance of company-supplied electronic devices (cell phone, laptop, etc.), prohibiting syncing with personal devices.
• Attend weekly RSM meeting to be planned by the Director of Sales
• Communicate frequently with the Director of Sales, Human Resources, and Technical Services Department Manager regarding your schedule and sales efforts
• Plan and conduct a two-day trip to the Buda Factory quarterly, coordinating with the Director of Sales
  

Manufacturer’s Representatives Account Management:

• Hire new Manufacturer’s Representatives to gain complete region coverage
• Replace low-performing accounts with Director of Sales approval
• Ensure adequate active representation in all states in your region
• Equip representatives with proper tools to sell our KVP products
• Enforce prompt payment of accounts to be within Net30 payment terms
• Discuss ALL representative terminations with the Director of Sale prior to officially terminating a rep

Industry Education:

• Maintain expertise in NFPA 96, UL 2221, and Van-Packer products, as well as competitors' products.
• Maintain expertise in NFPA 211, UL 103, UL 1738, UL2561, UL 641, and Van-Packer products, as well as competitors’
• Educate local, regional, and state Fire Marshals, AHJs, building inspectors, fire chiefs, and contractors on UL 2221 and NFPA 96 code compliance
• Assist design firms in writing accurate job specifications
• 
  

Discounts and Pricing:

• Obtain Director of Sales approval for any necessary discounts over 2%
• Promote Van-Packer’s reputation, quality, speed to deliver, and expertise over discounting

Marketing and Content Creation:

• Assist the Van-Packer Marketing Manager with:
  • Update and maintain relevant literature
  • Write articles for trade magazines
  • Create and use PowerPoint presentations for sales calls

Qualifications & Skills

Education:

• Bachelor’s degree in business administration, Marketing, Engineering, or a related field. A degree in Mechanical Engineering or similar could be advantageous due to the technical nature of the products

Experience:

• Proven track record in sales management, ideally within the construction, HVAC, or industrial manufacturing sectors
• Experience managing a sales territory in a similar region would be beneficial
• Familiarity with UL 1978/2221 and NFPA 96 codes related to Grease Ducts would be beneficial
• Familiarity with UL 1738, UL 103, UL 2561, UL 641 and NFPA 211 codes related to Chimney Venting would be beneficial
• Understanding of industrial ventilation systems, ductwork, grease duct, and related products
• Familiarity with competitors' products and industry trends
  

Skills:

• Experience in leading and motivating a team of Manufacturer’s Representatives or sales professionals
• Ability to make strategic decisions and manage sales targets effectively
• Excellent verbal and written communication skills
• Ability to present technical information clearly and persuasively
• Strong organizational abilities to manage multiple tasks and priorities effectively
• Attention to detail in quote follow-ups, commission calculations, and reporting
• Proficiency in using sales and CRM software to track sales activities and manage customer relationships.
• Ability to create and deliver effective presentations using tools like PowerPoint.

• Proven ability to negotiate and close sales deals effectively.

• Experience in managing pricing and discounts within guidelines.

• Strong customer focus with the ability to build and maintain relationships with key stakeholders including Fire Marshals, AHJs, contractors, and design firms.
• Ability to collaborate effectively with internal teams such as Inside Sales, Technical Services, and Marketing.
• Capability to address and resolve issues promptly, maintaining customer satisfaction and company reputation.
• Flexibility to adapt to changes in market conditions, customer needs, and company strategies.

Key Performance Indicator (KPI):

• Travel: 50% of the year required
• 6 rep office visits / job site / etc. per quarter
• 6 presentations with an engineer / contractor per quarter (non-rep established)
• Sales goal per/rep tracked and accountable
• 1 testimony & job site visit per quarter

Working Conditions

• Full-time (40 hour minimum)
• Fully Remote or on-site in Buda, IL
  

Benefits & Compensation

• • Salary, plus commission
  • Commission (Calculated and paid out quarterly)
    • Commission is 0.5% of sales once quarterly sales goal is met (10% growth)
    • Commission of 1% on all sales above quarterly sales goal
  • Commission (paid out at the end of the year)
    • If both CVP and KVP reach goals have been met, an additional $10,000.00 bonus will be given.
  • Full Benefits
  • Paid Days Off and Holidays
  • Company Vehicle for Travel
  • ESOP member after 1 year
  • Insurance and 401k options
  
  

Pay scale: Between $50,000 - $100,000 / depending on experience.