Overview

Regional Sales Director - West (San Francisco) at OmniCable

OmniCable, LLC is one of the largest redistributors of wire, cable, fiber, electrical and communications products. The company empowers distributors with a partnership-focused approach, focusing on product and order accuracy, supply chain management, and value-added services. OmniCable has approximately $400 million in inventory and 18 North American distribution locations, backed by more than 45 years of experience.

Role Summary

The Regional Sales Director is responsible for overseeing sales, development, and local customer and supplier relationships within a region, focusing on increasing sales margins in the short and long term. Key responsibilities include developing and executing sales strategies to promote sustainable growth, setting sales targets, and collaborating with Marketing on market share expansion and new product launches. The role involves managing inside sales teams, account reassignment and budgeting processes, and conducting quarterly sales reviews. The director will establish and maintain relationships with key customers and vendors, address market changes, and develop competitive strategies. People development is also crucial, including performance management, employee development, and enforcing company policies. Operational duties include resolving customer inquiries, collaborating on service levels, optimizing inventories, and managing the marketing budget. Financial management includes developing the regional financial plan, approving expenses, ensuring P&L and budget expectations are met, and conducting financial reviews with leadership.

Responsibilities and Duties

• Develop and execute effective sales strategies to promote sustainable and profitable growth with all customers using portfolio management and customer segmentation.
• Utilize activity-based costing (CadDo) to enhance profitability through customer segmentation, ensuring appropriate levels of operational income on freight allowances and orders requiring cuts.
• Maximize adoption and use of pricing tools to increase profitability per order.
• Partner with SVP of Commercial Operations, SVP of Sales Enablement and RVP to review account assignments and evaluate span of control within current account manager teams.
• Leverage regional relationships with key customers and vendors specific to the territory to drive growth and profitability for the branch.
• Set sales targets and opportunities; collaborate with Marketing and Category Management on market share expansion and new product launches.
• Manage the sales budget and performance of the inside sales teams, in partnership with RVP, VP National Sales and Executive sales leadership.
• Manage the annual account reassignment and budgeting process in conjunction with customer segmentation strategy and the RVP/Inside Sales Manager where applicable.
• Conduct Quarterly Sales Reviews and Performance Evaluations for team members.
• Establish new relationships with key customers and vendors while maintaining existing ones.
• Proactively address market changes and develop strategies to handle competition.

People Development

• Lead the People & Development strategy for the inside sales team for the region, including performance management, employee development, staffing, and change management.
• Set expectations, lead by example, and motivate the team through Omni Core Values.
• Enforce company policies, including communicating and implementing company initiatives.
• Exhibit OmniCable core values in all daily actions and activities.

Operations And Transactions

• Ensure resolution of customer inquiries and concerns.
• Collaborate with local and regional distribution leadership on service levels, including customer service, inventory management, and facility management.
• Work with national procurement and category management teams to optimize local inventories, manage special customer stock, and address slow-moving inventory.
• Develop and manage the regional Marketing budget, including rebates, buying groups, and SPIFFs.

Financial Management

• Develop and oversee the regional financial plan, including controllable regional expenses.
• Approve team travel and entertainment expenses with adherence to company policies and budget.
• Collaborate with RVP to ensure controllable P&L and budgets meet expectations.
• Conduct financial reviews with senior leadership.

Qualifications and Skills

Essential

• Bachelor’s degree in Business Administration, Finance, or related field.
• Minimum 10 years of Sales Management experience.
• Demonstrated track record of sales performance.
• Ability to multi-task, prioritize, and manage time effectively.
• Strong presentation, verbal, written, and listening skills.
• Valid driver’s license and ability to travel domestically up to 10-15%.

Preferred

• Sales experience in the wire & cable industry or related field.
• Experience with Salesforce.com or similar CRM.

Work Environment

• Role is based at the OmniCable office connected to the regional distribution center.
• Hybrid schedule with in-office presence three days per week; schedule subject to change by management.

Benefits

• Competitive Medical / Dental / Vision / Prescription Plans
• No-cost Life / STD / LTD / AD&D
• Health Savings & Dependent Care Accounts
• 401k Retirement Savings Plan with employer match
• Tuition Reimbursement
• Scholarship Fund
• Flexible Workplace

Seniority level

• Director

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• Appliances, Electrical, and Electronics Manufacturing

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