Regional Sales Manager - Jobs in Greater Toronto Area, Canada

Job Description

REGIONAL SALES MANAGERWHO IS KEILHAUERFounded in 1981, Keilhauer is a privately owned, design-focused contract furniture manufacturer. Keilhauer manufactures seating and tables that make work more comfortable for all. Keilhauer products are thoughtfully made to support communication and engagement in spaces such as meeting rooms, collaboration areas, lobbies and lunchrooms. Working with world-renowned furniture designers, Keilhauer is internationally recognized for award-winning design, built with extreme craftsmanship, to the highest environmental standards.SUMMARYThe Regional Sales Manager is an Operational Leader at Keilhauer and will be an active member of the Operational Leadership Team responsible for departmental excellence and a “ONE-Keilhauer” approach to delivering targets. They are responsible for developing a team of highly productive Sales Representatives, Agents and Dealers who can meet and exceed revenue targets, while promptly and professionally addressing the needs of customers. The Regional Sales Manager is also required to co-develop strategic programs and initiatives with leadership groups to generate and deliver revenue growth and ensure client retention. This role is also responsible for Keilhauer’s GSA program, ensuring Keilhauer meets market share targets for this sector. This role works closely with the Vice President Sales.As a Regional Sales Manager, you are highly resourceful, flexible and adaptable. You are proactive, ambitious and driven to succeed. You coach and mentor the Sales team through empathy, motivation, leadership and accountability while striving for exceptional customer service standards. You define responsibilities and set goals and expectations, giving feedback when required. Excellent communication, relationship-building skills and problem-solving abilities are critical for this role, as you will interface and collaborate with various internal and external stakeholders. As you will often work on several assignments concurrently, the ability to multitask and self-manage your time is essential. You understand the voice of the customer and work hard to ensure satisfaction.This role is best suited to an experienced Sales Manager with a high degree of professional integrity, judgement and cultural sensitivity. You are a conceptual thinker with exceptional interpersonal skills who builds connections easily. You have impeccable organizational and negotiation skills and strong problem-identification skills, and you enjoy motivating a high-performing team. Ensuring our customers receive exactly what they need helps Keilhauer to further its mission of making work comfortable for all.PRIMARY RESPONSIBILITIESManages Assigned Independent Rep Groups

• Directly manages approximately 17 multi-line Sales Independent Groups (approximately 40 team members) in various geographic areas, making sure that Keilhauer is the number one manufacturer in each Agents’ portfolio; ensures minimal product conflicts with other lines in their portfolios.
• Oversees management of Dealer-related issues, including assessment and selection of Dealers; oversees pricing-related issues and discounts.
• Manages all distribution channels including, but not limited to, Architects, Designers, Dealers and End-Users.
• Handles new and existing accounts, coordinating promotions, organizing local sub-promotions, monitoring sales within regional budgets, relating product information and increasing brand exposure to ensure continuous Sales growth.
• Provides direction to Client Representatives and Sales Representatives on how to promote Keilhauer’s products in accordance with internal promotions, staying in regular contact with them, ensuring an open exchange of information.
• Reviews daily and monthly Sales reports in given periods by account and by geographic territory, comparing them against budgeted forecasts and adjusting and where necessary.
• Provides regular Sales reporting to keep Agents informed of their progress relative to their budget.
• Provides monthly sales / product forecasting on a timely basis to assist with material / schedule planning.
• Creates and manages internal budgets in keeping with the financial direction of the company.
• Provides insight from the market into design, pricing and policy.
• Works with local Agents to set up appointments to determine new account requirements as well as providing continued support for existing accounts.

Manages the Government Contracts Program

• Directly supervises the government contracts program and internal sales staff and partners.
• Actively engages in business development activities throughout the government contracts community, attending events and working with partners as required.
• Provides Sales targets and strategies to deliver consistent growth in the government sector.
• Acts as a trusted advisor to our Reps providing insight, training and tools to effectively leverage contract opportunities.
• Provides counsel and guidance on new, existing and renewal government contracts to ensure compliance and accuracy.

Develops Strategic Sales Programs and Initiatives through Insight and Analysis

• Active liaison between the Sales department and other departments to ensure the Sales team has the tools and resources to meet targets.
• Liaises with all internal departments to ensure that all facets of the order cycle are handled in a seamless, timely fashion resulting in complete customer satisfaction.
• Co-develops with the Vice President of Sales, strategic sales programs and initiatives that will activate independent Sales Reps.
• Remains informed and provides feedback to the Strategic Leadership Team on pricing changes, competitive information, tender pricing, promotion changes and all market trends.
• Prepares sales reports showing sales volume and potential sales.
• Keeps abreast of industry competitors, market trends, product innovations and territory changes and market trends/conditions.
• Ensures Keilhauer presence by attending and/or participating in industry trade shows, trade association meetings and events which may involve occasional travel within Canada and/or internationally in order to meet client needs.
• Prepares presentations, introduces new products and merchandising techniques to Distributors, provides technical support to respond to client questions and generally acts as the “face” of Keilhauer in the field.

QUALIFICATIONS

• 10 years’ progressive experience as a Sales professional, including 5 years’ direct experience as a Supervisor/Manager in a similar end-user environment.
• A background in government contracts who thrives in navigating complex contract terms and can lead a government contract internal team is preferred but not essential.
• Experience in all aspects of sales, including growth strategies, channel management and account planning.
• Post-secondary diploma in Sales/Marketing, Business Administration or Design or related field.
• Proficient in Microsoft Word, Excel, Outlook, PowerPoint and Social Media channels; previous experience with SyteLine or a similar ERP is an asset.
• A valid driver’s license, insurance and vehicle are required as there is a need to meet with clients offsite; a valid passport is required, as there is a need to attend international trade shows and events.

WORKING CONDITIONSWhile performing the duties of this job, the employee is frequently required to stand, walk, talk or hear and travel locally and internationally to visit clients, retailers and exhibitor premises.The employee may be exposed to outside weather conditions when travelling. The noise level is quiet to moderate. Many of your duties will be fulfilled with the use of a computer and office equipment, with communications taking place by phone, email or in person. Some functions of your role will be conducted in manufacturing facilities, where you may be exposed to dust particulates and noise. You may occasionally need to move boxes and furniture pieces.

• This position requires frequent, dynamic interaction through face-to-face contact, email and phone communications.
• Must be able to multi-task and handle frequent interruptions to planned work activities.
• Must maintain a sense of urgency under tight deadlines.
• Must be able to respond and adapt quickly in a dynamic and changing environment.
• Must be able to handle the stress of dealing with issues in a professional manner.
• Must be willing to participate in seminars, training and/or thought leadership relevant to the position or industry.
• Must be willing and able to travel within North America, as required
• Follows all company and OSHA Safety regulations; works in a safe manner and uses personal protective equipment, if required; reinforces housekeeping and Keilhauer’s core values.
• Must wear appropriate business attire.
• May be required to work additional hours outside of the work schedule (attend evening events, travel, etc.)

DOES THIS ROLE SOUND LIKE A FITKeilhauer is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive, respectful environment for all employees.If this role is for you, please send your resume to careers@keilhauer.com and tell us why you would be a great addition to our team! Please note that only those selected for further consideration will be contacted.