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Regional Sales Manager

hace 6 horas

Panamá, Panamá, Panamá ACE Hardware A tiempo completo

The AIH Regional Sales Manager is responsible for delivering the regional sales budget for the assigned accounts and ensure key metrics are delivered. Maintaining strong relationships with key retailers. This position supports and grows a defined territory of retailers who are primarily focused on purchasing product and some operational support from Ace. These retailers subscribe to some of the corporation's strategic initiatives but may not fully embrace them. This position works directly with these retailers to build strategic road maps, address concerns, review product assortment opportunities and review overall retail operations performance and address any deficiencies with recommended solutions for greater adoption of corporate initiatives. 

  • Deliver the regional sales budget for the assigned accounts, including program adoption targets, new initiatives and ensure base business is maintained.

  • Ensure that key accounts are managed effectively by utilizing the team resource available, ensuring the team are motivated and developed.

  • Identify new wholesale opportunities in the region ensuring that the appropriate due diligence is carried out on new accounts.

PRINCIPAL ACTIVITIES

  • Achieve sales goals and profit targets for both retail and wholesale accounts by developing strong retailer relationships, assessing market conditions, and identifying growth opportunities.

  • Provide input into sales and merchandising plans and implement the current year's sales and merchandising strategies.

  • Build and execute plans with retailers to support corporate initiatives, including B2B, Supply Place, and other sales drivers, using KPIs to track progress and maximize market potential.

  • Resolve customer requests and complaints promptly and satisfactorily, ensuring a high level of customer engagement and satisfaction.

  • Utilize the Ace Way of Retailing to support and train retailers, helping them improve operational performance across key retail metrics.

  • Develop and maintain strong relationships with internal stakeholders and key vendors, collaborating with Project Management and New Business teams to expand Ace's market presence.

  • Work closely with cross-functional teams—including merchandising, sourcing, customer service, operations, and finance—to align strategies and share best practices across accounts.

  • Develop and execute a sales call cycle tailored to each retailer's growth plan, demonstrating product value propositions to increase store-level sales.

  • Submit and monitor call reports, sales data, weekly call plans, and CRM usage through Salesforce.

  • Maintain proficiency in Ace Retail Technology applications such as ACENET, ADW, Epicor, and inventory management tools to support retailer performance.

  • Stay informed on all promotions and commercial initiatives to effectively communicate value to retailers.

  • Communicate effectively with internal and external stakeholders, ensuring consistent follow-up on deliverables.

  • Execute daily operational goals and priorities as assigned by the team leader.

  • Assist in the training and development of peers and actively participate in team huddles and meetings.

  • Align with Ace's values, mission, and vision of being helpful in all aspects of the role.

  • Deeply understand and actively promote company programs that drive synergy and scale across all accounts, ensuring best practices are shared across and beyond the portfolio.

  • Develop strong relationships with senior management at key retail accounts and, where applicable, with vendors in the region.

  • Foster a culture of continuous improvement and best practice development within both AIH and the retailer network.

  • Collaborate closely with internal stakeholders—including merchandising, sourcing, new business development, customer service, operations, and finance—to ensure alignment and support for strategic plans.

  • Identify and evaluate new wholesale opportunities, ensuring a strong return on time investment and adherence to minimum purchase requirements.

  • Take on broader responsibilities beyond daily tasks by contributing to major strategic initiatives, such as project managing Ace conversions.

AUTHORITY AND RESPONSIBILITY

What typical decisions does this position have the authority to make?

  • Assessing Retailer needs and developing appropriate strategies and tactics and plans.

  • Determining optimal way to engage Retailers and motivate them into action.

  • Market decisions to deliver the sales budget

  • Key sales driving initiatives

What typical decisions does this position refer to others for approval?

  • Looks to the Regional Sales Director for higher level support needs and questions

  • Market clearing via the team (Calls on Sales VP and Director)

  • Exceptions to current retail standards or policies.

  • Ace store affiliations via a team.

  • Credit limitations and loans.

  • Overall sales budget for assigned accounts.

  • Final sign off new customers.

  • Major resource changes.

  • Marketing spend / incentive rebates.

KNOWLEDGE, EXPERIENCE, AND COMPETENCIES

EXPERIENCE

  • Associate's degree and 5-7 years of related work experience (retail, sales or marketing); OR Bachelor's Degree with a minimum of 3 years related work experience (retail, sales or marketing);

  • Hardware sales experience a plus.

  • Demonstrated ability to develop and implement strategic sales growth plans.

  • Proven track record of delivering excellent customer service and driving customer satisfaction.

COMPETENCIES

  • Personally motivated self‐starter and results oriented individual focused on solutions based on customer's needs.

  • Excellent customer service skills.

  • Strong strategic thinking abilities with an emphasis on developing a sales growth plan and the ability to ensure implementation.

  • Excellent written/verbal communication and interpersonal skills

  • Able to work comfortably in a fast-paced environment.

  • Self-Confident, self-motivated with excellent presentation skills

  • Ability to work independently with minimal supervision.

  • Ability to work flexible hours and regularly travel overnight.

KNOWLEDGE

  • Solid understanding of retail management & operations and business

  • Strong understanding of the sales process and dynamics.

  • Knowledge of hardware sales is a plus.

  • Effective communicator and ability to influence retailers and gain acceptance to drive the execution of programs and services in a consultative role.

  • Strong computer skills to include MS Office Suite.

  • Technologically adaptive to embrace and become skilled at Ace's Retail Technology platform.  

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