Regional Sales Manager in Fort Worth, Texas, United States (# 1664)

About Us

Ritchie Bros. (NYSE and TSX: RBA) is a global asset management and disposition company, offering customers end-to-end solutions for buying and selling used heavy equipment, trucks and other assets in numerous industries including construction, transportation, agriculture, energy, oil and gas, mining, and forestry. Our mission is to create compelling business solutions for the world's builders to easily and confidently exchange equipment. Learn more about us at: https://www.ritchiebros.com/ 

About The Team

Our sales positions are a great fit for people with a real entrepreneurial spirit. You're out there every day meeting customers, selling a world-class service, and securing equipment consignments. 

You're directly responsible for your own territory – and the future of our company. You’re the very public face of Ritchie Bros., with the support of a global company behind you. There are endless opportunities for strong salespeople to advance their careers. 

Job Description

The Regional Sales Manager (“RSM”) plays an integral leadership role in collaborating with senior executives to establish and execute sales goals for his/her team. Responsibilities include managing the Regional Inside sales team through performance coaching to maximize sales revenue and meet or exceed company assigned goals, forecasting annual, quarterly and monthly sales goals. Develop strategic plans to ensure growth both long and short-term by educating the team with presentations of strategies, seminars, and regular meetings. Continuously evaluating training needs, fostering a culture of learning and ongoing refinement of phone-based sales skills to ensure success.

Reporting to and working directly with the Director, Sales, the RSM will take responsibility for achieving the regional annual Gross Transaction Value (“GTV”) targets through the development of Inside Territory Managers, key account management. All regional sales staff will report directly to the RSM.

Responsibilities

• Along with the Director, Sales, and in alignment with the corporate initiatives, plan, develop and execute the annual regional sales plan (Playbooks), sales growth strategies and tactics to deliver annual targets and longer term regional financial growth.
• Work with the Director, Sales, the Corporate Marketing team and Territory Managers to formulate and execute on marketing strategies, objectives and initiatives.
• Actively develop Inside Territory Managers including succession planning, career planning and compensation.
• Coach Inside Territory Managers in a structured, organized fashion inclusive of active listening, asking questions, and providing constructive feedback.
• Motivate Inside Territory Managers by learning how to manage to their potential 
• Measure performance / accountability by setting clear, key performance indicators 
• Hold Inside Territory Managers accountable to Core Activity Behaviors Scripts (CABS) and their targets while consistently evaluating training needs, fostering a culture of learning and ongoing refinement of phone-based sales skills
• Ensure all aspects of deal execution are carried out: 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 some large customer deals.
• Ensure all aspects of deal execution are carried out: 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 some large customer deals.
• Serve as the lead in fostering a winning and accountable culture of clear direct communication within the region and throughout Ritchie Bros. so that roles and responsibilities are understood. Encourage inter-region and interdepartmental cooperation to maximize employee engagement
• Execute on regional performance goals.
• Recruit constantly to build your virtual bench.
• Participate with internal company issues such as new policies or sitting on a committee
• Ensure regional activities are compliant 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, Sales

Qualifications

• A minimum of 5-7 years of experience managing and/or directing an inside sales team in a quota-driven business environment.
• Demonstrated experience in leading and managing sales 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. Ability to build long term relationships with customers.
• Previous experience working effectively in a team-oriented, collaborative environment.
• Proven ability to effectively prioritize and execute tasks in a high-pressure environment.

EEOC

Ritchie Bros. is an equal opportunity employer and ensures nondiscrimination in all activities in accordance with all applicable laws. This position is open to all qualified applicants who are legally entitled to work in the country in which this job is located. Candidate selection is made by Talent Acquisition. Only electronic applications can be accepted.