Regional Sales Manager

LOCATIONS

Central Ohio

JOB DETAILS

Job Type: Full-time

FULL JOB DESCRIPTION

WHO WE ARE

Brown Equipment Company is a full-service distributor that includes service and parts centers across the Midwest region serving both the private and government sectors. Established in 1968, BEC has a long history of creating a customer centric experience and consultative selling to keep our customer on the job. From a full line of new and used sewer and street equipment, traffic safety signs, remote-operated mowers to wireless communications, Brown Equipment company continues to expand its portfolio to provide comprehensive solutions to its customers. We are honored and proud to be a knowledgeable resource for product sales and support always striving for the best customer experience.

Regional Sales Manager

The Regional Sales Manager is responsible for growing and expanding the overall profitability of Brown Equipment Company (BEC) product lines, service, and related parts. The RSM will lead and manage a dynamic sales team.  As the leader, the RSM understands the market, supplier capabilities, and customer needs to offer the right equipment, service, and related parts to our customers.   A critical component of this position will be to gain, possess and provide hands-on leadership with the equipment knowledge necessary to drive and improve financial results.   This includes the ability to work and negotiate with suppliers, offer strategic thinking with recommendations, identify, and execute growth opportunities, solve and prioritize problems, and help sell to customers when called upon. 

Essential Functions

  • Responsible for increasing the profitability of BEC product line(s), services, and related parts which includes, but not limited to, increased sales, customer pricing, higher margins and minimizing excess inventory 
  • Lead, mentor, and develop a high-performing sales team, fostering a culture of success and continuous improvement
  • Through a deep knowledge of the BEC product lines, suppliers, customers, and market opportunities, identify and drive new opportunities for growth and create solutions-oriented value propositions that differentiate BEC equipment, parts and service in the marketplace
  • Obtain competitive price intelligence to create competitive benchmarks of equipment and parts offerings with the end goal of achieving increased sales and margin objectives\Understand inside and out our supplier’s market position and their value propositions.
  • Utilize combination of supplier insights and our customer feedback to influence suppliers
  • Excel and exude passion for assigned equipment line(s) and related parts.  Provide expertise and high levels of customer service to support our Equipment Consultants (sales), service center team members and customers
  • Negotiate with suppliers and manage\oversee purchasing cycle of the assigned product lines, service, and related parts
  • Actively manage equipment and parts inventory.  Offer strategic thinking and solutions for slower moving inventory, ensuring the right parts and equipment levels exist at all BEC service center locations, etc. 
  • Own and manage equipment and parts information for marketing requirements
  • Collaborate with other departments to improve the customer experience and increase overall acceptance of the BEC offerings
  • Offer and ensure that product training efforts for internal and external customers are effective and consistent with the vegetation and snow and ice equipment value positioning 
  • Serve as a resource to equipment consultants during field visits, equipment demonstrations and customer meetings
  • Represent BEC in trade organizations and industry associations to stay ahead of industry trends

Education and Experience

  • 7+ years of proven sales experience 
  • Bachelor’s degree in Business, Sales or a related field 
  • 3+ years of leading an outside sales team
  • Profit and loss responsibilities
  • Working knowledge of heavy equipment and/or related equipment is highly desired

Knowledge, Skills and Abilities

  • Hands-on leader, strong desire to work and collaborate with others 
  • Driven for results and continuously seek improvement
  • Excellent problem-solver
  • Self-motivated and self-disciplined individual who thrives in an unstructured work environment
  • Sense of urgency, ability to quickly prioritize multiple tasks
  • Flexible, able to adapt to changing responsibilities and priorities
  • Effective delegator and provide hands-on leadership
  • Strategic and tactical planner 
  • Effective time manager and ability to organize well
  • Financial acumen
  • Proven market and competitive analysis skills
  • MS Office, with excellent Excel skills
  • Ability to travel up to 80%

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