Regional Sales Manager

Job Description

Working with Good Times USA:

Good Times USA is a privately owned marketer and distributor of OTP products (cigars, cigarillos, wraps, rolling papers, pipe-tipped cigars, and much more). Our company thrives on a dynamic, fast-paced environment and offers extensive resources and tools to support our sales team. At Good Times USA, you will play a key role in shaping a competitive and growing industry, with a strong focus on professional development and positive team collaboration.

Role Purpose:

The Regional Sales Manager (RSM) is responsible for overseeing the performance of Territory Sales Managers (TSMs) and Area Sales Managers (ASMs) within their assigned region. The RSM drives growth for independent distributors, wholesalers, retailers, and chain accounts through effective leadership, account management, and strategic planning in collaboration with the National Sales Director (NSD).

Accountabilities & Responsibilities:

Collaboration with NSD to Drive Regional Growth:

• Develop and execute growth strategies for Direct Store Delivery (DSD) and Cash & Carry (C&C) accounts in alignment with NSD directives.
• Regularly review account performance and identify opportunities for growth using tools such as MSAi data and Manager Reports.

Meeting Chain Account Business Goals:

• Align with NSD-established goals to meet the needs of chain accounts, ensuring successful execution of sales strategies and promotions.

Management and Training of ASMs & TSMs:

• Coach and train ASMs and TSMs to perform effectively in their roles.
• Provide resources and guidance to equip the team for achieving sales objectives.

Quarterly Visits to Distributors and Wholesalers:

• Conduct visits to wholesalers and distributors to ensure alignment with company goals.
• Evaluate TSM performance using the Good Times Account Checklist and provide actionable feedback.

Vehicle and Car Stock Inspections:

• Inspect vehicles used by ASMs and TSMs for cleanliness, maintenance, and compliance with company standards.
• Audit car stock to ensure readiness for field activities, addressing discrepancies as needed.

Sales Meetings and Relationship Building:

• Schedule and attend regular sales meetings with DSD accounts to review performance and strategize growth opportunities.

Retail and Wholesale Pricing Oversight:

• Ensure ASMs and TSMs verify correct retail pricing for Good Times products.
• Review wholesale pricing and provide competitive recommendations as needed.

Promotion Planning and Execution:

• Oversee the preparation and execution of promotional activities, ensuring alignment with brand guidelines and objectives.
• Provide guidance to ASMs and TSMs in implementing effective promotions.

Gaps Program Implementation:

• Collaborate with NSD to assign and oversee Gaps Programs based on MSAi data.
• Ensure targeted execution in addressing distribution voids within the region.

KPI Monitoring and Support:

• Track KPIs for ASMs and TSMs to ensure alignment with regional goals.
• Provide coaching to help team members meet or exceed their performance objectives.

Enforcement of Quarterly Planners and Calendars:

• Ensure adherence to quarterly planners and calendars for high-impact activities and target accounts.

Assistance with TSM Hiring:

• Support NSD in recruiting, interviewing, and onboarding new TSMs.
• Provide initial training and support to new hires for a smooth integration.

Order Review for Distributors and Wholesalers:

• Review distributors and wholesalers’ orders to ensure correct price points and product mix for each specific region.
• Assist customers in maintaining adequate inventory levels to avoid out-of-stocks.

Maintain Company Equipment:

o  Ensure all company-provided tools and equipment are kept in excellent condition.

Experience, Knowledge, and Skills Requirements:

• Proven experience managing sales teams, preferably in OTP or consumer goods industries.
• Strong leadership and coaching abilities with a focus on performance improvement.
• Proficiency in Microsoft Office, CRM tools, and data analysis platforms.
• Excellent strategic planning, communication, and negotiation skills.
• Ability to adapt to a dynamic and fast-paced work environment.

Physical Requirements:

• Ability to lift and carry up to 40 pounds.
• Capable of bending, squatting, and climbing step ladders.
• Ability to operate a motor vehicle, entering and exiting frequently.

Additional Details:

• Tools Provided: Company vehicle, credit card, phone, and Surface Pro for business use.
• Benefits:
• 401(k) with company match.
• Medical, dental, vision, and life insurance.
• Paid time off.

Core Competencies:

• Strategic Leadership: Demonstrates the ability to align team goals with company objectives.
• Results-Oriented: Consistently drives the team to achieve and exceed targets.
• Relationship Building: Maintains effective communication and fosters strong relationships with accounts and team members.
• Integrity and Accountability: Upholds ethical standards and takes responsibility for team performance.

Training:

Training includes hands-on fieldwork with TSMs and ASMs, as well as strategic planning sessions with the NSD to ensure alignment and proficiency in executing regional strategies.

Schedule:

• Full-time, Monday to Friday, with up to 50% travel across the assigned region.

Join Good Times USA to lead a dynamic team and drive success in the OTP industry!