Job number: 202-12-02-13-2012RSMMD

Mabey Bridge & Shore, Inc. is currently seeking an experienced Regional Sales Manager (Mid Atlantic Region) at our Elkridge, Maryland location.

The Mid Atlantic Regional Sales Manager is responsible for achieving all sales goals within the assigned sales territory/ region. They are tasked with planning and directing all aspects of MBSI’s business development and marketing initiatives. They must conceive, implement, and complete sales goals by performing various tasks and directing the work of others. They are also responsible for contributing to the achievement of the company objectives by maximizing revenues, profitability, and customer loyalty.

Essential Responsibilities

• Develop, coach, motivate, recruit, and mentor direct outside sales representatives and other designated sales personnel.
• Have weekly sales meetings to; Review individual sales representative activity, call reports, close ratios, problem accounts, and any other sales metrics in use.
• Weekly travel with regional sales representatives within their respective territories.

• Approve/ oversee the sales representative’s expenses in accordance with company guidelines.
• Coordinate with management on regional sales development and business plan execution. Achieve rental goals and management profit established for the region.
• Review CRM, GPS info, and InspHire on a daily basis to chart performance.
• Work with VP of Sales & Marketing to develop strategies for customer retention and new business rental opportunities.

• Structure, negotiate and close complex transactions.
• Schedule monthly meetings and work closely with the Regional Operations Managers and associated support staff to ensure that business strategies are consistent with operational objectives and customer relationships are appropriately maintained.
• Increase usage of CRM to the 100% level to maximize daily efficiency and organization of your sales team as well as the company.
• Ensure that transportation costs, site work and repairs are recovered.

• Identify rental business opportunities with potential customers and calling on project managers, superintendents, estimators, engineers, business owners, and related agencies to solicit business.

• Gather competitor information and gain market intelligence.
• Keep an updated pipeline report and track projects out for bid.

• Responsible for maintaining area revenues and maintaining or exceeding sales budgets and targets as agreed and established for the territory covered.
• Responsible for the implementation of sales and marketing campaigns to promote company products and services to both new and existing customers and markets, via own efforts and those of the sales staff.
• Prepare customer enquiries and schemes using approved forms and procedures, and ensure resulting quotes and bid packages are to the required standard and contain both accurate pricing and technical details, or specifications.
• Produce sales, marketing, and other reports as required by the VP of Sales & Marketing.
• Other duties as assigned.