Regional Sales Manager in at Sterling Site Access Solutions LLC

Travel Requirements:

Overnight travel is required of up to 75%.

Position Summary:

This position calls for a business development person who is action oriented with an ability to think strategically while also maintaining a passion for tactical detail level execution. Responsibilities include identifying and developing new customers while expanding opportunities within existing assigned accounts and regional territories. A critical combination of sales skills, marketing knowledge and analytical ability along with comfortability building relationships at a buyer, project manager, and/or executive level is essential to success.

Essential Functions:

• Full understanding of the Sterling Sales and Operations Planning Process.
• Monitor market, stay appraised of the industry trends and competitor activities from which to develop new business strategies and collaborate internally with sales and marketing teams.
• Working collaboratively with leadership, set and track sales account targets, keeping aligned with company objectives. Provide critical, strategic, and timely updates into the S&OP Process at regular intervals.
• Identify and research potential new customers, conduct market research, explore opportunities through events including, but not limited to, trade shows, publications, personal networks, professional organizations, and announcements both public and private.
• Build and maintain relationships with existing accounts and optimize revenue opportunities with services and products. Source, build and develop industry vertical experience and relationships.
• Foster partnerships with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
• Work with internal team members in Environmental Construction Services (ECS), Marketing staff, and Strategic Account Managers to increase sales opportunities and deliver seamless customer service thereby maximizing company revenue.
• Develop and execute win plans using market and competitor knowledge to identify and develop the company’s unique selling propositions and differentiators. Lead the pursuit phases of opportunities from submission of bids to final award.
• Develop and maintain positive key relationships with clients across all levels of management to maximize understanding of client needs and resolve conflicts or issues that may arise.
• Conduct follow-up discussions post award to gain intelligence on key wins and key losses.
• Create visibility of all regional & nationally significant projects, with emphasis on a near-term and long-term density of opportunities within assigned territory.
• Prepare technical presentations that include the full scope of products and services for projects to clients.
• Develop sales pipeline, track, and record activity on all accounts within the CRM system. Participate in daily, weekly, monthly, quarterly, yearly debriefing meetings.
• Must have experience creating/providing impactful presentations to C-level, VP, and Management level customers/clients to educate and close business.
• Accountable to revenue objectives and targeted goals established.
• Consistently demonstrate commitment to the Sterling vision, mission, policies, and procedures.
• Perform work in compliance with work instructions and policies as outlined by management.
• Foster a culture of innovation, teamwork, customer-centricity, and compliance.
• Cultivate strong partnerships with cross-functional teams to support departmental needs and business goals.
• All other duties and projects assigned.

Minimum Qualifications:

• A Bachelor’s Degree in business management, marketing or related field is preferred.
• Minimum of eight (8) years’ experience in sales development and account management.
• Site access mats and/or construction sales experience is required.
• Pre-existing relationships or a book of business is preferred.
• Strong communication, presentation, negotiation and analytical skills are essential.
• Willingness to work a flexible schedule, including long workdays and frequent weekend work.
• Must be proficient with CRM software and Microsoft Office products.