Regional Sales Manager jobs in Reading, PA

Our team currently has an opening for a Regional Sales Manager – Pharmaceuticals

The Sales Manager is responsible for managing the overall sales efforts of all Account Managers in their assigned territory or industry to maximize sales and profit. They manage the Account Managers' activities and resulting sales/pricing performance, plus their ability to continually develop and achieve high performance and Commercial Excellence. They guide the individual Account Managers on identifying, prioritizing, and converting new opportunities - both with regards to opportunities of existing customers through cross- and range-selling as well as with new leads. They uphold Brenntag core values and focus on customer excellence in all regards and every day.

YOUR ROLE & RESPONSIBILITIES

Team Management (40%)

·         Effectively communicate the sales strategy, related tactics and expectations for the assigned territory or industry.

·         Pre-define and communicate service levels, payment terms etc. - in alignment with defined guardrails (customer segmentation, ComEx).

·         Establish Gross-Profit targets and set both team and individual targets / KPIs.

·         Motivate the sales team to achieve Regional targets and KPIs (both quantitative and qualitative).

·         Ensure all Account Managers create, maintain, and present a robust sales plan, incl. mid-term objectives/ action-plans for priority customers.

·         Guide team to focus sales activities on the right customers (e.g., utilising CRM classifications).

·         Help team to prioritise new customer leads or customer projects and manage campaign initiation and execution.

·         Facilitate effective collaboration with cross-functional internal teams and Industry/ Product experts, who can support the delivery of increased solutions for customers; Ensure Application Development Managers, Industry Marketing Managers and/or Product Management are utilised effectively to create growth opportunities.

·         Take responsibility for dealing with under-performers; interview & recruit new sales team members.

·         Push people development incl. training and coaching (for details, see training and coaching below).

·         Conduct deployment/staff planning, taking into account vacation/sick leave and resulting temporary replacements.

·         Ensure all commercial activities within her/his area of responsibility are conducted in line with Brenntag's codes, guidelines and local and international legislation.

Strategy and future direction (15%)

·         Maintain an up-to-date level of market, product, technical, and application knowledge, e.g., via training.

·         Identify/ Derive growth opportunities/ trends and exchange with Industry Marketing Managers/Product Management.

·         Support Industry Marketing Managers/Product Management in supplier relationship management, e.g., through participating in business reviews.

·         Develop the optimal sales and customer retention strategies for the team of Account Managers, taking into account customers/ products/ market developments and overall strategy.

·         Be part of the Sales Management leadership team and jointly shape the future sales direction.          

Internal meetings for training and coaching (15%)

·         Hold weekly and monthly one-on-one review meetings with each Account Manager (physical or virtual) to discuss activities and upcoming visit/call plans.

·         Hold regular coaching sessions (minimum quarterly, but ideally monthly) with each EAM/IAM and provide immediate feedback (Note: These coaching sessions can take place after joint customer meetings).

·         Hold regular (min. quarterly) meetings with the sales team, to review team performance, discuss market-changes, refine commercial tactics, agree on new actions, share best-practices and facilitate teambuilding.

·         Arrange and carry out further sales training (with external providers), in order to continually develop the Account Managers.                                               

Pricing (10%)

·         Act as a first escalation instance.

·         Provide pricing guidance with regards to price differentiation.

·         Push Account Managers on pricing excellence (e.g., margin management).

·         Review prices set below min. Threshold based on established guidelines.                

Systems and Admin (20%)

·         Ensure appropriate data administration and documentation of all customer interactions and business cases in the local CRM system (e.g., post processing of visits, customer potential, customer projects, outstanding actions in CGE).

·         Review team performance by reading CRM reports, monitoring the status of outstanding actions, measuring performance against sales campaigns and commercial excellence (e.g., price & margin management initiatives etc.).

·         Complete sales and revenue-related reporting and develop respective actions.

·         Proactively manage and push EAMs/IAMs into the digital transformation in sales (Brenntag Connect).

Additional Required Skills/ Abilities:

·         Sound computer skills in the use of Microsoft Excel, Word, PowerPoint and CRM systems.

·         Superior verbal and written communication skills.

·         Strong commercial and business acumen and a problem-solving/can-do attitude.

·         High self-management capabilities (ability to work on own initiative plus leading team of Account Managers).

·         Good analytical skills, which support the effective management of all sales related activities.

·         Advanced strategic thinking (business development etc.).