Regional Industrial Sales Manager

Westburne is much more than electrical products. We are Canada’s market leader in energy solutions, renewables, lighting, wire & cable, automation and connected network solutions. We have access to the best partners in the industry and we go above and beyond to help our customers and partners grow.

To learn more about Westburne, please visit us at LifeHere.westburne.ca and westburne.ca

What You Will Do With Us

The Regional Industrial Sales Manager (Western Ontario) is responsible for increasing market share through the establishment, implementation and maintenance of strategic plans and programs within his/her region. The Regional Industrial Sales Manager is responsible for developing and motivating the sales force; and researching and developing sales activities into new areas to enhance customer awareness and broaden the base of existing customers to increase profitability. Also responsible for coordinating the development of sales objectives and strategies with senior management to meet or exceed the expected sales volumes.

Western Ontario Territory includes branches in, Cambridge, Guelph, Kitchener, Waterloo, Listowel, London, Milton, Owen Sound, St. Thomas, Stratford, Strathroy, Tillsonburg, and Woodstock.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Develops and implements sales strategies and marketing objectives, including sales volume and profit forecasts for his/her region. This is received through analyzing market trends and potentials, maintaining contacts with key customers and following up on marketing efforts. Develops methods to test the sales effectiveness of product lines and account management practices in the field recommending improvements or changes.
• Reviews and audits the sales strategy of the region through ongoing comprehensive evaluation of sales practices in the general marketplace. Examines sales and marketing opportunity to increase value-added approaches and develops client base opportunities to further increase market presence and market share.
• Evaluates and identifies needs for sales training programs to reflect changes in sales requirements and develop related skills sets. Determines areas for training based on changes in market, product, pricing and customer requirements.
• Provides leadership and strategic initiatives to key accounts to further develop the company’s position and offerings to clients. Solicits accounts in conjunction with the Regional Managers to increase margins and volume of business.
• Reviews the overall performance of the sales force and identifies superior performance with development potential and recommends core competency training to further skills level.
• Provides overall direction, coaching and leadership to the sales force.
• Enforces proper implementation and application of company policies and procedures in general, but specifically those regarding sales practices, reporting and related sales documents. Responsible for indirectly managing budgets and expenses.
• Analyzes purchases and sales history from suppliers to detect methods to improve profit margins. Establishes positive relations with suppliers and negotiates for large projects and contracts.
• Offers input in the construction of annual budgets based on past history, market conditions, and input from the sales force and customers.
• Compiles sales reports to assess performance and create new levels and strategies to meet budgeted figures.

QUALIFICATION REQUIREMENTS:

• University education plus a minimum of ten (10) years related experience in the industry, including at least two (2) years in a management capacity, or the equivalent combination of education and experience. Incumbents must also be internationally mobile within the Rexel organization.
• Ability to read and interpret relevant documents such as contracts, specification sheets, and manuals. Also, cam write reports, correspondence, and contracts to suppliers, customers, and management.
• Ability to speak effectively in presentations with customers and suppliers and negotiate contracts. Also required, are motivational and training skills. Computer skills in Microsoft Excel and Word and PowerPoint.

STRATEGIC COMPETENCIES:

Business Acumen: Knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.

Building Team Spirit: Creates strong morale and spirit in his/her team; shares wins and successes; fosters open dialogue; let’s people finish and be responsible for their work; lets subordinates present to senior management; acts as if real success is the success of the whole team; creates a feeling of belonging on the team.

Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; talks and acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

Comfort Around Top Management: Can deal comfortably with senior executives; can present bad news to top management without undue tension and nervousness; understands how top executives think and process; can determine the best way to get things done with executives by talking their language and responding to their needs; can craft approaches likely to be seen as appropriate and positive.

Decision Quality: Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions.

Managing & Measuring: Clearly assigns responsibility for tasks and decisions; sets clear objectives and measures; monitors process, progress, and results appropriately; delivers timely and objective feedback on accomplishments.

Intellectual Horsepower: Is bright and intelligent; deals with concepts and complexity comfortably; described as intellectually sharp, capable, and agile.

Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

Presentation Skills: Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, subordinates, and bosses; is effective both inside and outside the organization, on both cool data and hot and controversial topics; commands attention and can manage group process during the presentation; can change tactics midstream when something isn’t working.

Sizing Up People: Is a good judge of talent; after real exposure, can clearly articulate the strengths and limitations of people inside or outside the organization; can accurately project what various people are likely to do across a variety of situations.

Time Management: Uses his/her time effectively and efficiently; sets priorities; values time; separates the critical few from the trivial many and concentrates his/her efforts accordingly.

The incumbent is evaluated on his/her ability to support the budgeted efforts of the division and to maintain and exceed the current sales volumes.

What We Offer

• Our employees enjoy a positive work-life balance while thriving in an environment that is ever-changing and motivated by new and exciting challenges.
• We offer competitive compensation, a series of benefit options and pension packages, and the opportunity for success and growth across the organization.
• Westburne provides equal employment opportunities for all applicants. We encourage everyone to apply.

What Is Next?

• If this is the right position for you, click apply.
• We thank all candidates for their interest, however, only candidates selected for interviews will be contacted.

If you require any accommodation in the application process, please contact us with the “Need Help” button in Fitzii.