Regional Sales Manager

TheRegional Sales Manageris an integral member of the H-E Partsleadershipteam. Thiscriticalposition is accountable forleading ourWestern United Statessales teams, andexecutingprofitablegrowth initiatives. Theroleisalsofunctionallyresponsibleand accountableforcustomer support, sales and operations planning (S&OP), training, process and systems usage, customer segmentation, sales channelmanagementand productivity. Success is defined by the company’sadjusted operating incomecontributionrelativeto plan.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:

• Safety –Conductsall activities in a safe manner,utilizespersonal protective equipment (PPE),adherestoCompany policy andourannual safety plan. Returning our employees home safely every day is our # 1 priority.
• Functional Oversight -Oversees and leadsthe following functions: (1) Outside/Field Sales, (2) Inside Sales, (3) Sales Support, (4) National/Key Account Management;and (5) SalesProcess andSystems/Tools. Geographies of responsibility include the Western U.S., Canada,Mexicoand segments of Central and South America.
• Travelfrequentlyto coach and develop salesarealeadersinface to faceenvironment
• Define salesgoals &KPIfor sales area leaders
• Key Account Management–Responsible and accountable for the multiple interfaces with the customer, including at the mine level and at theCorporateoffice (i.e., global,regionaland local customer coverage). Sells H-E Parts value proposition and how we are different. Sells products,brandsand our capacity as well as our global customer emphasis.
• Strategic Alignment -Alignssales objectiveswithoverarchingcompanystrategythrough active participation in corporate strategic planning, sales strategy development,“bottoms up”forecasting/budgeting, sales resourceplanningand execution.In addition, alignsalesdepartment with operation function to foster a cohesive working relationship.
• KPIRealization–Meetsor exceedsassigned targets for profitablegrowth, market shareexpansionand other key financial performanceobjectives.
• Process Driven-Identifyand develop areas for process improvement
• DataDrive-Drive decision making derived fromdata
• Communication & Collaboration -PartnerswithSales, Finance, HR, Operations and Engineering Associates as well as ExecutiveLeadershipto strengthen“forwardlooking”projections,customer planning,andcorporate initiatives.Presents sales department health to leadership.
• Budgeting,Planning&Goal Setting -Develops and communicates the annual sales budgetatacustomerand product level. Mustpossessthe ability to model,defineand manage“bottoms ups”sales related KPI’s and lead sales staff.
• Process & Systems (e.g.,Salesforce.com) -Workswithcustomers and associatestomaintainkey customer contact information. EnsureSalesAssociatesregularlyupdatesopportunity, visit,quoteand win/loss datain CRMplatform.
• Overseesquarterlybusiness review (QBR) program with key accounts
• SupportsCompany metrics and initiatives to measure and drive performance
• Sales Compensation– Contributes toDefiningand overseeingsalescompensation and incentive programs thatmotivatesthe sales team to achieve their sales and margin budget.Ensures alignment between pay and performance.
• Sales Training -Definesand coordinatessales training programs that enable staff to achieve their potential and supportCompany sales objectives. Unifies,educatesand trainstheNorth American team.
• Other -Other duties as assigned

DECISION MAKING:

Position will berequiredto make decisions that will directlyimpactthe 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 asa %of Sales vs Budget
• Adjusted Operating Income (AOI)Achievement vs Budget
• KeyAccount ManagementSales and MarginGrowth
• SalesFunnelHealth
• SalesandOperations Planning (S&OP) Connectivity

QUALIFICATIONS: EDUCATION and/or EXPERIENCE:

• Bachelor’sDegree (Preferred)
• 5-10 years sales and salesdepartmentmanagement experience
• 3-5 year ofMiningexperiencepreferred
• Experience managing remote workforce
• Travel requirementsupwards of50% at any given time