Inpro
Join to apply for the
Regional Sales Director - Central Region
role at
Inpro .
Be among the first 25 applicants.
Primary Duties
Sales and Margins
– Maximize sales and contribution margins for the company to reach and/or exceed the annual sales target by maintaining existing customers and pursuing new business.
Sales Personnel
– Monitor, evaluate, train, coach and inspire Territory Sales Managers in Central U.S. in a timely and effective manner; effectively address personnel issues as they arise.
Prior Approvals
– Take the necessary steps to ensure that Inpro is specified on projects prior to the bidding stage.
Bid Follow Up
– Ensure effective coordination and timely follow‑up on projects bid to maximize the close ratio.
Rapport Development
– Ensure sufficient rapport is developed with external customers to obtain a high close ratio and secure negotiated projects.
Pricing
– Review pricing with Divisional Sales Directors on an as‑needed basis.
Call Reports
– Correctly enter call notes in CRM following each call; ensure the notes contain the information needed to move the sales process forward and to provide an accurate account of the customer’s situation.
Strategic Sales Planning
– Develop focused Strategic Sales Plans for each territory; maintain plans on an ongoing basis for each territory addressing current market and competitive conditions; execute plan. Plans should address both business maintenance and growth strategies.
Market Segments
– Coordinate Strategic Plans to ensure that the primary customer types and geographic areas are covered properly and in a timely manner to maximize sales results.
Growth
– Continually pursue growth opportunities while maintaining existing business. Major opportunities include non‑buyers, new products, and under‑developed market segments.
Selling Skills
– Utilize effective selling skills to maximize close ratio. Must meet or exceed Level 5 Selling Skills benchmarks at all times.
Teamwork
– Teamwork is the basis of the entire Sales Department. Each Territory Sales Manager will effectively coordinate and communicate on a daily basis activities and information on accounts, competition and pricing with the appropriate Divisional Inside Rep(s)/Team to maximize sales results.
Record Keeping
– Maintain accurate and complete personnel files; conduct and document a minimum of one 1‑on‑1 per month per Territory Sales Manager; maintain accurate and complete customer and sales records in CRM, track competitive pricing, specification inclusions, field measure errors, and other activities in territories, and track quote results and close ratios per division.
Competitive Information
– Monitor all competitive activities in each territory to include competitive atmosphere, pricing, etc., and use this information when pricing a job to maximize sales results.
Policies & Procedures
– Properly follow all company policies and procedures.
Training
– Participate in company training programs and transfer these skills to the job.
Key Responsibilities
Professionalism
Self‑Management
Proactive vs. reactive approach to business
Teamwork
Clear and effective verbal and written communication skills
Proficient use of selling and time management skills
Good judgment
Personal development
Business and product knowledge
Knowledge and use of CRM
Develop, maintain, and use strategic plans
Industry knowledge
To meet or exceed customer expectations
Specifications
College degree required
Preferred five years of experience in sales management, preferably outside experience
Minimum two years of experience in outside sales and/or presenting to architects and designers
Knowledge of the construction process
Demonstrate the ability to work as part of a team
Strong oral and written communication skills
Must live within the region near a major airport (Preferred: MN, WI, MI, IN, IL, MO)
Up to 50% travel required
Job Relationship
Reports directly to the National Sales Director
Works closely with Divisional Sales Directors and other departments to ensure proper coordination, communication, and teamwork is implemented
Responsible for leading the outside sales force in the Central U.S.
Authority
Interviewing and hiring of outside sales personnel
Train new hires
Conduct, at minimum, one 1‑on‑1 per month per Territory Sales Manager
Corrective action, including termination
Direct assignments and schedules of direct reports
Enforce company policies and procedures
Establish regional policies and procedures
Prepare a regional strategic plan
Prepare regional budget recommendations
Recommend compensation changes within budgetary guidelines, with final approval of HR
Implement organizational changes to the outside sales force
Negotiate pricing guidelines as needed with Divisional Sales Directors
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities For further information, please review the Know Your Rights notice from the Department of Labor.
#J-18808-Ljbffr
Regional Sales Director - Central Region
role at
Inpro .
Be among the first 25 applicants.
Primary Duties
Sales and Margins
– Maximize sales and contribution margins for the company to reach and/or exceed the annual sales target by maintaining existing customers and pursuing new business.
Sales Personnel
– Monitor, evaluate, train, coach and inspire Territory Sales Managers in Central U.S. in a timely and effective manner; effectively address personnel issues as they arise.
Prior Approvals
– Take the necessary steps to ensure that Inpro is specified on projects prior to the bidding stage.
Bid Follow Up
– Ensure effective coordination and timely follow‑up on projects bid to maximize the close ratio.
Rapport Development
– Ensure sufficient rapport is developed with external customers to obtain a high close ratio and secure negotiated projects.
Pricing
– Review pricing with Divisional Sales Directors on an as‑needed basis.
Call Reports
– Correctly enter call notes in CRM following each call; ensure the notes contain the information needed to move the sales process forward and to provide an accurate account of the customer’s situation.
Strategic Sales Planning
– Develop focused Strategic Sales Plans for each territory; maintain plans on an ongoing basis for each territory addressing current market and competitive conditions; execute plan. Plans should address both business maintenance and growth strategies.
Market Segments
– Coordinate Strategic Plans to ensure that the primary customer types and geographic areas are covered properly and in a timely manner to maximize sales results.
Growth
– Continually pursue growth opportunities while maintaining existing business. Major opportunities include non‑buyers, new products, and under‑developed market segments.
Selling Skills
– Utilize effective selling skills to maximize close ratio. Must meet or exceed Level 5 Selling Skills benchmarks at all times.
Teamwork
– Teamwork is the basis of the entire Sales Department. Each Territory Sales Manager will effectively coordinate and communicate on a daily basis activities and information on accounts, competition and pricing with the appropriate Divisional Inside Rep(s)/Team to maximize sales results.
Record Keeping
– Maintain accurate and complete personnel files; conduct and document a minimum of one 1‑on‑1 per month per Territory Sales Manager; maintain accurate and complete customer and sales records in CRM, track competitive pricing, specification inclusions, field measure errors, and other activities in territories, and track quote results and close ratios per division.
Competitive Information
– Monitor all competitive activities in each territory to include competitive atmosphere, pricing, etc., and use this information when pricing a job to maximize sales results.
Policies & Procedures
– Properly follow all company policies and procedures.
Training
– Participate in company training programs and transfer these skills to the job.
Key Responsibilities
Professionalism
Self‑Management
Proactive vs. reactive approach to business
Teamwork
Clear and effective verbal and written communication skills
Proficient use of selling and time management skills
Good judgment
Personal development
Business and product knowledge
Knowledge and use of CRM
Develop, maintain, and use strategic plans
Industry knowledge
To meet or exceed customer expectations
Specifications
College degree required
Preferred five years of experience in sales management, preferably outside experience
Minimum two years of experience in outside sales and/or presenting to architects and designers
Knowledge of the construction process
Demonstrate the ability to work as part of a team
Strong oral and written communication skills
Must live within the region near a major airport (Preferred: MN, WI, MI, IN, IL, MO)
Up to 50% travel required
Job Relationship
Reports directly to the National Sales Director
Works closely with Divisional Sales Directors and other departments to ensure proper coordination, communication, and teamwork is implemented
Responsible for leading the outside sales force in the Central U.S.
Authority
Interviewing and hiring of outside sales personnel
Train new hires
Conduct, at minimum, one 1‑on‑1 per month per Territory Sales Manager
Corrective action, including termination
Direct assignments and schedules of direct reports
Enforce company policies and procedures
Establish regional policies and procedures
Prepare a regional strategic plan
Prepare regional budget recommendations
Recommend compensation changes within budgetary guidelines, with final approval of HR
Implement organizational changes to the outside sales force
Negotiate pricing guidelines as needed with Divisional Sales Directors
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities For further information, please review the Know Your Rights notice from the Department of Labor.
#J-18808-Ljbffr