Regional Sales Manager

6 months ago

Perth, Australia Ritchie Bros. Full time

ABOUT US-
- The Regional Sales Manager (RSM) will play an integral leadership and strategic role in generating consignments through sales and marketing efforts, including attracting consignors, evaluating and signing deals, managing contracts, and assisting the field sales staff in attracting bidders and buyers to the Ritchie Bros. sales.

Reporting to and working directly with the Director of Sales (DS), you will take responsibility for achieving the regional annual Gross Transactional Value (GTV), Commission Revenue and Sales Contribution targets through the development of territory sales managers, new business development and key account management. All regional sales staff will report directly or indirectly to the RSM.

RESPONSIBILITIES
- Along with the Director of Sales, plan, develop and execute the annual regional business plan (action plans) and related sales growth strategies and tactics to deliver annually targeted and longer term regional financial performance.
- Establish and maintain disciplined regional annual sales planning, sales territory management structures, sales processes and real time sales performance management

Work with the Director of Sales, the Corporate Marketing team and Territory Managers to formulate and execute on marketing strategies, objectives and initiatives that are aligned with the corporate marketing strategy:

- Maintain a high personal visibility during auctions and within the business community, customers and employees through participation at conferences, trade shows and networking events in the division.
- Understand market conditions, the key equipment industry players and their business requirements as it relates to how Ritchie Bros. can add value.

Manage the performance accountability of the Territory Managers for the region:

- Review Sales Contribution Statements (SCS) quarterly with each Territory Manager.
- Assist in setting individual plans to ensure that TMs are achieving their set GAP targets.
- In consultation with the Director of Sales, review on a regular and thorough basis, each Territory Manager’s performance against their annual score cards, plan and implement individual strategies and performance plans accordingly.
- Ensure all aspects of deal execution are carried out: price all risk deals, manage deal strategy and approvals, balance risk on deals including the consideration of longer term implications, resolve / approve value debt issues and participate in the preparation and presentation of all large customer deals.
- Own all customer contracts - their completeness and accuracy, policy compliance, timely delivery of equipment and titles/registrations, completion of repair orders and the execution of all other Ritchie Bros. contractual requirements.

Serve as the lead in fostering a culture of clear direct communication within the region and throughout Ritchie Bros. so that roles and responsibilities are understood, inter-region and interdepartmental cooperation is encouraged, and employee engagement is maximized.

Take a proactive role in employee development and succession planning to identify, hire, develop and retain top talent for field sales, including but not limited to:

- Conduct constructive performance reviews for all direct reports at quarterly and annual intervals.
- Working with the HR department, ensure individual Career & Personal Development Plans are completed for all direct reports.

Develop a strong partnership with the Regional Operations Manager (ROM) & Yard Managers (YM):

- Promote a high level of communication between the RSM and the ROM/YM, including meeting regularly with the ROM/YM to review overall financial performance for the region and develop plans to deal with problems or issues.
- Deliver a consistent auction experience to our consignors, bidders and buyers by adhering to established auction policies and procedures and by championing best practice solutions.

Ensure regional activities meet with and integrate with organizational requirements for quality management, health and safety, legal stipulations, environmental policies and general duty of care.
- Promote a culture where the health and safety of our employees and customers is top priority for all.

Perform other related duties as assigned by the Director of Sales.

QUALIFICATIONS
- A University degree in the field of Business Management or Commerce and/or 10 years of related work experience.
- A minimum of 5-7 years of experience managing and/or directing a field sales team in a quota-driven business environment.
- Demonstrated experience in leading and managing sales strategic initiatives and business plans to support evolving business goals, including delivering and executing sales growth strategies.
- Strong business acumen: knowledge of business theory, business processes and operations, management principles and budgets.
- Strong leadership, management and coaching skills are essential.
- A high degree of customer service orientation. You care a

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