Regional Sales Managers are responsible for the development and performance of all sales activities in the assigned region. They staff and direct a team of Area Sales Managers and provide leadership towards the achievement of maximum profitability and growth, in line with company vision and values. This role works closely with Branch Manages and Regional Directors to ensure a tight collaboration between Sales and Operations and to deliver best-in-class customer experiences. In addition, they establish strategies to expand the customer base in the marketing area and contribute to the development of training and educational programs for Sales Managers and Frontline colleagues. 

Key Performance Indicators

Core Metrics

• YoY Sales Growth

• YoY Revenue Growth

• % of Region Above/Below ISQ

Total Sales Revenue

• % Achievement to Total ISQ Rollup

• % of Achievement to Started Revenue

• % Achievement to plan (AOP)

People Metrics

• Leadership Evaluation

• Colleague Satisfaction

  • Overall job satisfaction

  • Satisfaction with access to coaching

  • Likelihood to recommend RTX as a place to work

• Colleague Retention Rate

  • # of voluntary exits

  • # of involuntary exits

  • Voluntary attrition rate vs target

  • Total retention vs target

Principal Duties and Responsibilities

• Hire, onboard, train, manage & engage team of sales managers in designated area

• Support collaboration between Sales and Operations within territory, with the support of Operations to align goals and drive performance.

• Lead weekly meetings with Team to monitor performance, and lead meetings focused on skill development, improving performance, and prioritizing topics as needed. 

• Provide ongoing technical training on services offered in the assigned territory as needed. 

• Facilitate weekly, monthly and quarterly one-on-one debriefs with the team to build more effective communication, understand training and development needs, and to provide insight for the improvement of sales activity performance. 

• Ensure that their team meet or exceed all activity standards for Field Sales Colleague performance (e.g., number of inspections per week), as well as other selected KPIs to meet and exceed sales targets.)

• Set a strong example for their team in areas of personal character, commitment, organization, selling skills, and work habits.

• Monitor progress against revenue objectives; jointly accountable with Operations for APITDA realization. 

• Monitor sales start rates through the key relationship with Operational Leadership

• Serve as steward of the RentokilTerminix business model to ensure company programs and initiatives are delivered with excellence at the branch level. 

• Monitors, coaches and develops team to provide effective growth and development

• Works with new managers to evaluate and identify opportunities for improvement in the Field and provide constructive feedback

• Communicate to Market Leadership any team training needs for continuous improvement

• Increases unit sales and dollars by implementing, teaching and enforcing company sales practices.

• Works in the field with sales managers and colleagues daily and maintains minimum sales activity requirements.

• Monitors and ensures creative and methodically sound sales programs for proper use of sales materials and inventory of sales materials. 

• Sets an excellent management example and quality image

CANDIDATE SUMMARY

Required Qualifications

Knowledge, Skills & Abilities

• Proven history developing sales colleagues

• Strong business acumen with background in management, sales, training, relationship development and/or excellent customer experience

• Experience analyzing financial reports, in a complex, fast-paced environment

• Available to travel as needed

Minimum Educational Level/Certifications

• Bachelor’s Degree or equivalent combination of experience, education and training

• Preferably 3-5 years sales leadership experience in a hunting capacity

• Maintain licenses/certificates as required by federal, state, and/or local regulations 

• Must possess a valid driver's license from state of residence

Physical Demands/Environmental Conditions

• Moving up to 20 lbs. by lifting, carrying, pushing, pulling, or repositioning objects

• Sitting, climbing, balancing, stooping, kneeling, crouching, and crawling

• Working in damp and/or dusty locations, confined spaces, narrow aisles, or passageways

• Going up and down stairs, ladders, scaffolding, ramps, and poles

• Operating a motor vehicle safely

• Ensuring vehicle and other equipment is maintained and kept clean

• Wearing personal protective equipment, including OSHA-compliant respirators

• Ability to perform detail-oriented activities at distances close to the eyes or within arm’s reach

• Ability to tolerate a variety of environmental conditions, including seasonal weather (extreme heat/cold) with or without corrective lenses

• Flexibility with working hours, including some evening and weekend work, a rotating on-call schedule, and extended (50-60 hours/week) schedule during peak season

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Travel Requirement

Travel up to 100% of time within assigned territory(s)

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.