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Regional Sales Manager

Function: Outside Sales
Location: SPP Canada - Vaughan, Vaughan, Ontario CA
Date posted: 9/10/2019 12:07:20 PM
Type: Full-time
Permanent / Contract: Regular
Job number: 1094205
About Us
Staples Promotional Products (SPP) is the world's most trusted source for branded solutions because we make promotional products easy. We are committed to providing outstanding service and exceptional value by being your business partner in brand development. That's why companies large and small, all over the world, turn to us for the resources they need to increase brand reach and visibility. Leading the industry with over 65 years of experience, Staples Promotional Products has financial strength and global partnerships that ensure we can deliver your custom order on time and at the best possible price. We are dedicated to helping your business.
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Work Location: 55 Interchange Way Vaughan, ON

Job Summary
The Regional Sales Managers will be responsible for the overall success of his or her team of Strategic Account Managers and Account Managers and the customers that they manage. Key measures of success are achieving sales and margin budgets and account retention goals, driving employee engagement, and assisting business development in closing new customers. The position reports to the National Director of Sales.

Key Responsibilities
  • Manages and leads a team of 5+ Strategic Account Managers (SAMs), Account Managers (AMs) and other Sales Representatives to achieve sales and net margin objectives for each quarter and for the fiscal year
  • Assists SAMs and AMs to strategically plan for key Enterprise Accounts by way of Professional Selling Skills and utilizing the Strategic Selling Process: understanding customer strategies and decision-making processes, forecasting new business, managing the sales funnel/following through to gain more business and maintain customer relationships
  • Forecast sales goals by account and new business
  • Reviews all Sales Team opportunities over $10,000 to maximize close ratio and profitability
  • Reviews opportunities over $50,000 and works with the National Director of sales to close opportunities and ensure profitability
  • Develop sales plans to reach these goals to grow revenue and gross margin for newly acquired and existing accounts
  • Oversees, reviews, negotiates and coaches SAMs and AMs on all aspects of client contracts including renewals
  • Leads the team effort by coordinating and leading sales team calls/meetings, sharing of best practices and success stories, collaborating on proposal development and consultative selling techniques
  • Manages account profitability and discusses the results with the Sales Team and with the customer
  • Perform all management activities to include hiring, training, coaching, evaluating and monitoring performance, motivating, establishing sales forecasts, providing education on target accounts
  •  Promotes a team focus by sharing best practices and relevant experience with team members and fosters an environment of continuous improvement and learning
  • Maintain high level contacts with region’s key customers. Establish and sustain meaningful relationships to grow business over the long term
  • Collaborates with other areas of the business to ensure the success of both the Sales Team and the customer relationship
  • Liaison with other Staples Sales Channels, to coordinate sales activities with their accounts and drive penetration of promotional products in those accounts
  • Responds immediately to inquiries, issues and customer complaints
  • Assess local competition regularly to respond to competitive campaigns and market opportunities
  • Develop and drive new customer leads
  • Manage field sales activity as it relates to supplier interaction and compliance with supply chain goals
  • Develop a culture that is committed to delivering exceptional customer service that support diversity and reflects the Staples brand
  • Other duties as assigned
  • Some travel is required; generally restricted to local office area
Key Performance Indicators
  • Meeting/exceeding quarterly and annual top-line revenue and margin budget/goals
  • Growing client revenue and margin sales Year over Year (YOY growth)

Education/Experience Equivalent
  • 5-8 years sales management/leadership experience
  • Experience in the Promotional Merchandise Industry preferred
  • Experience in marketing agency or professional sales desired
  • University or college degree in sales or business or equivalent working experience within a B2B sales environment
  • CSP designation or CPSA graduate is preferred
Professional Knowledge/Experience
  • 5-10 years of experience leading a group of salespeople that includes developing strategic sales plans for profitable revenue growth in a business to business environment
  • Experience in leading and coaching a diverse salesforce
  • Miller Heiman Strategic Selling Training is an asset 
Other Skills
  • Experience leading and managing a team of 10 or more associates
  • Excellent interpersonal, communication and presentations skills with a flair for sales
  • An ability to establish and maintain relationships with customers at all levels of an organization
  • A track record for leadership and coaching
  • Highly proficient business written and verbal communication skills
  • Strong organizational skills and the ability to handle and prioritize multiple tasks/projects simultaneously
  • Strong attention to detail
  • A proficiency in reviewing P&L statements with an ability to conduct profitability analysis
  • Proficiency in Microsoft Office is required
  • Ability to create and develop effective presentations, reports, etc.
  • Strong negotiation skills
  • Builds collaborative relationships and trust through open communication
  • A vehicle in proper working condition is required
  • Bilingual (English/French) preferred

Staples is committed to providing accommodation to people with disabilities throughout the job application and interview process to the point of undue hardship. If you require an accommodation during the application or interview process, please contact a Customer Care Representative at 1-866-782-7537.

Staples is an equal opportunity employer and an accommodation will be provided during the hiring process if requested.

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