RESPONSIBILITIES:

I. REGIONAL GROWTH AND EXPANSION 60%

A. Develop sales strategies to successfully achieve target market penetration, short-term and long-term sales objectives, and all key Sunburst initiatives.

B. Prepare sales forecasts for all sales strategies identified above.

C. Achieve minimum sales in the region consistent with Sunburst’s annual corporate growth objectives and other annual objectives outlined in Regional Business Plans.

D. Maintain sales pipeline for all core sales objectives and strategic sales initiatives of 1 x annual sales targets.

E. Maintain approved revenue and expense budgets.

F. Conduct distributor and key customer consultative sales & service meetings as required or appropriate.

G. Actively identify and develop “closers” within each distributor.

H. Conduct regular Mutual Business Plan review meetings with key distributors, SSP, and customers in the region and provide recommendations that will enhance overall business performance of all stakeholders.

I. Chain Business

1. Sell Regional and National Multi-Unit accounts with a primary emphasis on “programs” developed by Marketing.

2. Develop and prepare all proposal material for new prospects consistent with Sunburst brand standards.

3. Work with Product Line Managers and National Service Manager to insure account, program, and brand standards are understood and implemented for new account Trials.

4. Direct and monitor new chain account trials.

II. PERSONNEL DEVELOPMENT & MANAGEMENT 40%

A. Maintain established personnel performance standards and guidelines.

B. By December 31 of each year, establish quotas for RSM sales volume, new accounts, and other measures of sales performance consistent with the expectations of the region.

C. At a minimum, conduct quarterly performance reviews and RSM/RST territory growth planning sessions with each direct report. Evaluate performance vs. objectives and standards and coach for successful achievement of all goals.

D. Conduct sales team meetings on a regular basis and as required.

E. Work with team members; scheduled and/or unscheduled ride-alongs, provide support for troubled accounts, review and provide direction of the sales pipeline.

F. Develop & implement personnel development and training programs for individuals as required and appropriate.

G. Maintain team spirit, motivation, and a free flow of information on a company-wide basis. Provide council for sales staff and arbitrate disputes.

H. Other general management:

1. Coordinate and collaborate with sales and service personnel to ensure company objectives and customer concerns are cared for.

2. Attend managements sessions, meetings, seminars, or other planning meetings to provide insight, advice, strategies, etc., as required.

3. Monitor actual sales objectives vs. goals. Continuously create and implement change plans to meet sales goals or sustain above-target performance.

4. Routinely communicate sales and service best practices and challenges to direct reports, peers, superiors, and business partners.

5. Submit reports as required.

6. Conduct quarterly Business Reviews with Sunburst’s Executive Sales Leadership team.

7. Build an applicant bench, seek out qualified personnel to fill upcoming positions

Qualifications:

• Bachelor’s Degree in Business, Bachelor of Science, or related field

• 10 + years direct and/or distributor sales experience

• 5 + years sales leadership experience

• Prior experience achieving all sales goals and expectations

• Prior experience achieving all budget expectations

• Prior experience demonstrating proficiency in growing a business in new or underdeveloped territories

• Prior experience demonstrating proficiency in Core Sales Competencies and Core Leadership Competencies

• Must be able to travel at least 50% of available time for business related activities

Core Sales Competencies:

• Entrepreneurial Approach: Reflects an entrepreneurial attitude; Manages time effectively; Sets effective goals.

• Understands Prospects: Recognizes buyer behavior; Understands the purchasing process.

• Develops Appropriate Solutions: Knows Sunburst products and programs and their connection to prospect goals; Knows how to demonstrate the value of Sunburst products and programs.

• Prospects Proactively: Identifies prospects and gets appointments; Maintains active prospect pipeline at all times.

• Proactively Manages the Selling Process: Understands client-centric selling; Establishes rapport; Identifies prospect’s needs; Counsels prospect.

• Closes the Sale: Explores prospect’s options; Presents ideal solution; Overcomes objections; Closes effectively

• Manages Sales Relationships: Secures and develops the relationship.

Core Leadership Competencies:

• Self Leadership: Role models Sunburst Guiding Principles; is trusted, communicates clear direction, understands personal strengths and limitations, and adjusts to circumstances.

• Team Leadership: Creates an atmosphere where people can succeed; collaborates across teams; helps others get behind business agendas and accomplish individual and team objectives.

• Business Leadership: Sets clear objectives; plans logical steps to meet objectives; takes action to meet objectives.

• Strategic Leadership: Anticipates opportunities for change and plans accordingly; has a clear vision of the future; can sell ideas at all levels of the organization.

Job Type: Full-time

Benefits:
401(k)
401(k) matching
Dental insurance
Health insurance
Life insurance
Paid time off
Vision insurance
Schedule:
Day shift
Supplemental Pay:
Bonus opportunities
Commission pay
Yearly bonus
Willingness to travel:
25% (Preferred)
Work Location: Remote