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Regional Sales Manager
2 weeks ago
The Regional Sales Manager (“RSM”) will play an integral leadership role in generating consignments through sales and marketing efforts, including attracting consignors, evaluating, and signing deals, managing contracts, and assisting the field sales staff in attracting bidders and buyers to the Ritchie Bros. sales. Reporting to and working directly with the Divisional Vice-President of Sales (“DVP Sales”), the RSM will take responsibility for achieving the regional annual Gross Transactional Value (“GTV”), Commission Revenue and Sales Contribution targets through the development of territory sales managers, new business development and key account management. All regional sales staff will report directly or indirectly to the RSM.
RESPONSIBILITIES
- In conjunction with the DVP Sales, and in alignment with the corporate strategy, plan, develop and execute the annual regional business plan (Playbooks) and related sales growth strategies and tactics to deliver annually targeted and longer term regional financial performance.
- Work with the DVP Sales, the Corporate Marketing team and Territory Managers to formulate and execute on marketing strategies, objectives and initiatives that are aligned with the corporate marketing strategy.
- Ensure all aspects of deal execution are carried out: price all risk deals, manage deal strategy and approvals, balance risk on deals including the consideration of longer-term implications, resolve/approve value debt issues and participate in the preparation and presentation of all large customer deals.
- Own all customer contracts - their completeness and accuracy, policy compliance, timely delivery of equipment and titles/registrations, completion of repair orders and the execution of all other Ritchie Bros. contractual requirements.
- Develop a strong partnership with the Regional Operations Manager (“ROM”) in your region to promote a high level of communication between the RSM and the ROM, including meeting regularly with the ROM to review overall financial performance for the region and develop plans to deal with problems and issues.
- Manage the performance accountability of Territory Managers and other direct reports for the region including succession planning, career planning and compensation. Guide and promote appraisal quality and accuracy as well as maintain set appraisal key performance indicators (KPI’s).
- Serve as the lead in fostering a culture of clear direct communication within the region and throughout Ritchie Bros. so that roles and responsibilities are understood, inter-region and interdepartmental cooperation is encouraged, and employee engagement is maximized.
- Partner with the ROMs to deliver a consistent auction experience to our consignors, bidders and buyers by adhering to established auction policies and procedures and by championing best practice solutions.
- Perform other duties as assigned.
QUALIFICATIONS
- A minimum of 5-7 years of experience managing and/or directing a field sales team in a quota-driven business environment.
- Demonstrated experience in leading and managing sales initiatives and business plans to support evolving business goals, including delivering and executing sales growth strategies.
- Strong business acumen: knowledge of business theory, business processes and operations, management principles and budgets.
- Strong leadership, management and coaching skills are essential.
- A high degree of customer service orientation. Ability to build long term relationships with customers.
- Previous experience working effectively in a team-oriented, collaborative environment.
- Proven ability to effectively prioritize and execute tasks in a high-pressure environment.
- International corporate experience is highly preferred
- Note: Applicants must possess the ability to travel as needed, including eligibility for visas in surrounding countries.
