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Regional Business Manager
2 weeks ago
**Overview**
The Regional Business Manager (RBM) will lead the division’s revenue, market share, and profit growth for a regional territory for Firestone Business Products. The RBM is responsible for developing and implementing strategic sales plans, goals, and incentives to foster a robust sales force that will consist of either independent representation or Territory Sales Manager(s) within specified geographical regions/territories. The RBM will work closely with the National Business Manager, the Vice President of Sales, and other key Firestone personnel to reach their annual revenue, square foot and contribution margin goals.
**Responsibilities**
Health and Safety: Safety is the number priority of all Lafarge/Firestone employees; as such, the incumbent must adhere to all OH&S guidelines and regulations. The individual is expected to understand all company health and safety policies and commit to working in a safe environment.
Sales: Works collaboratively with National Business Manager, Product Management, Technical Services, Marketing, Operations, Independent Sales Reps, Territory Sales Manager(s), and Customer Service to drive share growth. Participate/attend sales meetings, customer events, trade shows and group exhibitor meetings, as required. Actively participates in closing large projects/jobs and converting strategic customers. Achieve Sales goals and objectives by maintaining and strengthening existing relationships and establishing new relationships. Coaching and assisting Sales Reps and Territory Sales Managers to provide sales call when necessary and assist with the drafting and implementing of a business development plan for each territory. The RBM will actively participate in the closure of large jobs and the conversion of large customers to Firestone Building Products.
Planning: Responsible for developing regional business plans that drive share growth across all target markets and product categories. Formulate a Regional Sales Plan that incorporates strategies and programs with short
- and long-term goals for each target market and key customer taking advantage of current business and exploiting all incremental market share opportunities to achieve/exceed annual revenue, square foot, and contribution margin goals. Work with the Sales Reps and Territory Sales Manager(s) to assess local sales channels by monitoring contractors, services, pricing, competitors, and market positioning.
Forecasting:Responsible for creating an accurate forecast for the region and key accounts and providing meaningful insights on customer and market performance. Builds effective monthly sales forecasts. Understands backlog and compares to prior periods to assess the risk/probability of meeting targets (volume, price, gross profit).
Managing: Work with the Independent sales representatives and Territory Sales Manager(s) to integrate company strategic initiatives. Manage Sales Reps and Territory Sales Managers within the market, driving compliance and desired performance across all product categories. Responsible for understanding FSBP Strategic direction and executing regional activities consistent with this strategy.
Communicate & Accountability: Monitors and communicates to senior leadership business trends, distribution patterns, consumer and trade attitudes, competitive practices, and product performance. The RBM will ensure that independent Sales Reps and Territory Sales Manager(s) have resources (data, support etc.), skills and training (in oral and written presentations and technical skills) to succeed.
**Relationship with Others**
- Reports to the General Manager
- Works closely with the National Business Manager, VP of Sales and other key Firestone personnel to reach annual revenue goals.
- Works with sales representatives and territory Sales Managers to provide sales call assistance.
**Specific Accountabilities**
- Increase revenue by month by region; increase market share
- Meet sales targets as set through annual/quarterly budgets and as communicated by your Manager
- Creates, develops and maintains strong customer relationships with existing and prospective customers
- Generates revenue from identifying business opportunities between various types of Firestone Products
**Dimensions**
- Geography: Eastern/Western Canada
- Product Lines: Sales (Firestone Building Products)
- Direct Reports: Area Manager Field Sales, Account Management Consultant, Territory Sales Manager
**Qualification profile**
- Education & Experience_
- Bachelor’s degree in a related field.
- At least eight years of relevant sales experience, preferably in the commercial roofing industry.
- At least five years of management or leadership experience.
- Experience managing and closing complex sales cycles
- Skills_
- Excellent selling, communication, and negotiation skills.
- Proactive, organized and results-oriented self-starter with a high level of energy and drive
- Strong relational skills and ability to communicate
