Robertshaw is a private equity-owned global design, engineering, and manufacturing company selling product solutions to the appliance, automotive, and HVAC industries. We are an industry leader in advanced flow control components and systems for water, gas, and other fluids to help build extraordinary products that improve safety, comfort, health, and happiness.

When you join Robertshaw, you’re joining a company with over 125 years of experience and a global team with focus on innovation.

Role Description

We currently have an excellent opportunity for a Regional Sales Manager (RSM) in the Central and Southern states of the USA. This role involves engaging with the wholesale distribution market and supporting our regional Manufacturers Sales Representatives. The ideal candidate will focus on expanding sales operations throughout the Central and Southern USA, with extensive travel required. The home base for this position is in the central southern states.

A Regional Sales Manager (RSM) is responsible for managing sales and customer relationships within a designated region. This includes working with Manufacturers Representatives, Wholesale Distributors, and contractors to the install base, while acting as a trusted advisor.

This role entails overseeing, directing, leading, guiding, training, and supporting a REP firm and its sales team around HVAC/R, residential appliance parts, food service, and other relevant sales channels. You will serve as their single point of contact and trusted advisor. Additionally, you will act as the interface between Key Account Managers' go-to-market plans for national corporate accounts and Buy Groups, coordinating with regional branches, members, and satellite locations.

With the REP firm as your primary point of contact, the goal is to establish long-term relationships with REP associates, Distributor sales team and leaders, and key contractors. Together, you will understand customer demands, strategize on how to meet these demands, and ultimately drive sales for the company with a clear go-to-market plan for their sales team. This approach equips the REP firm with the necessary tools to grow sales, identify gaps, and increase market share within their region.

Regional sales management involves not only driving sales but also planning and managing the entire Representative relationship. You will engage in various tasks, including coordinating marketing efforts between the REP and Distributor, setting sales goals by account and branch, analyzing data with clear direction for the REP sales team, providing product training to the channel, supporting partnership program agreements, managing PIM data, NPI/NPP, and soliciting potential NPIs. Additionally, you will be responsible for strategic REP playbook and go-to-market planning, and the innovative development of REP/Customer opportunities maintained through Salesforce.

Main Responsibilities

• Manage, lead, direct, guide and travel with territory Manufacturers Representative team to regional contractor visits, trainings distribution leader partners and regional focused growth opportunities.
• Take direction from management team and KAM while executing the Americas Aftermarket plan and regional strategic business plan.
• Develop and execute market specific sales plans and REP play books plans.
• Build an in-depth understanding of the market, contractors, key customers, regional VP’s GM’s, Territory Managers and competitors and execute growth plans and Salesforce® opportunities.
• Work with a multi-functional North America team and cross departments to support region.
• Identify risks, opportunities and recommend business sales solutions to manager.
• Manage expense budgets and required travel, effectively coordinating with our Rep partners.
• Participation and involvement with Association organizational and industry Contractor associations.

Qualifications

• 5+ years’ experience of Direct Sales Account experience
• 3+ years’ experience leading a sales team
• Able to travel overnight a minimum of two weeks per month
• Able to prepare weekly sales reports, experienced with excel, PowerPoint and other office tools
• Strategic thinker with excellent decision-making skills
• Strong judgement and willingness to take appropriate risks to obtain best results
• Entrepreneurial spirit
• Aggressive sales approach able to identify customer needs and offer company focused solutions
• Passionate and highly motivated to act and achieve sales results
• Demonstrate success growing sales in a defined territory
• Trusted advisor and able to drive a sales team and add support to the channel’s customer base

Experience

• HVAC/R industry experience required
• Sales experience necessary

Education

• Bachelor’s degree required