Regional Industrial Director - West

Company: Red Wing Shoe Company
Location: Los Angeles
Posted on: February 4, 2025

Job Description:

Red Wing Shoe Company is based in Red Wing, Minnesota, just 40 minutes from St. Paul, where our corporate office sits along the Mississippi River in downtown Red Wing. We are a global company with 2300 employees around the world, but we maintain a close-knit family atmosphere that comes with being a privately-held company. We're rich in history and tradition, but innovation drives us to deliver best-in-class product solutions and highly rated customer experiences. Focus on our employees and company culture results in meaningful employee engagement across the organization. Our Guiding Behaviors of Living our Values, Honoring our Brands, Inspiring our People, Centering on our Customers, and Preserving the long term success and legacy of our Company are the foundation on which we build our future.The targeted hiring range for this full-time position is $115,400 - $155,700 depending on qualifications; however, the expanded salary range provides opportunities for advancement. Our salary ranges are determined by role, level, and job location. Within the range, individual pay is determined by factors including job-related skills, competencies, experience, and relevant education, training or a combination of these things and market demand. Your recruiter can share more about the specific salary range and benefits for your location during the hiring process.Our comprehensive benefits package for full-time employees includes medical, dental, and vision coverage, along with health savings and flexible spending accounts, life and disability insurance, generous paid time off and holidays, a 401(k) match, employee discounts, and valuable well-being benefits like free EAP services, financial planning assistance, and well-being coaching all designed to support your health and financial security.Job DescriptionThe Regional Industrial Director - West will be responsible for developing and executing on business development strategies to grow the industrial business and lead a team of industrial Field Account sales managers (FAM's), ensuring effective pipeline management for the team and themselves according to established sales processes and KPIs, strengthening customer relations and focusing on continually growing revenue based on customer needs, as well as bringing new business to expand sales coverage.Responsible to lead the team to manage sales optimization in an existing set of regional accounts by strengthening customer relations and focusing on continually growing revenue based on customer needs, as well managing the team to bring in new business to expand sales coverage beyond the existing customer base. This role is accountable for the West region of the USA sales pipeline ensuring optimization of opportunities through each stage of the sales cycle from proper lead execution to the close of the sale and ongoing management of the account. Additionally, this role is accountable for support to our Field Account Managers that provide expertise for specific named account opportunities.ESSENTIAL DUTIES and RESPONSIBILITIES:

• Provide insights on the needs of the business to the Managing Director of Americas and participates in the development of sales strategies for the North American - West region industrial field account sales team in support of the corporate global industrial strategies.
• Directs and manages the process to acquire new industrial customers and grow existing regional business in order to drive revenue and ensure customer satisfaction.
• Ensures sales team is leveraging sales methodology, and utilizing sales tools to effectively manage sales pipeline.
• Working cross functionally to deploy and enable adoption of processes, tools and training in support of industrial Sales Strategies.
• Collaborate with product creation and marketing in the development of product and marketing materials in support of industrial strategies.
• Leverage insights and analytics provided by sales enablement team to determine appropriate resource deployment, pipeline management, team and program effectiveness, and future strategy development for the region.
• Manage assigned staff: provide clear goals and expectations; ensure clarity of roles and responsibilities; coach; manage performance; develop; salary administration; enforce systems, policies and procedures; recruit, select and onboard new employees.
• Achieve financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions. Must manage and grow relationships to drive expansion and renewals across all solution areas (including QBR and ABR). Coach and manage to expand account base within North America by successfully moving new opportunities effectively through sales pipeline. Collaborate with head-to-toe key account managers to expand PPE offering and build head-to-toe account base within assigned territory.
• Developing and executing on business development strategies to grow industrial business in their region. They lead a team of industrial sales managers, ensuring effective pipeline management for the team and themselves according to established sales processes and KPIs, strengthening customer relations and focusing on continually growing revenue based on customer needs, as well as bringing new business to expand sales coverage.QualificationsBachelor's degree in a related business field, with a minimum of 10 years of industrial sales leadership experience. Specialized experience selling premium PPE products to industrial accounts required. Experience using a CRM, such as Salesforce is preferred.

• Strong business acumen including financial aptitude, P&L understanding to develop solutions, build account strategy, and manage/lead sales lifecycle.
• Advanced knowledge of PPE products and offerings with a strong awareness of account behavior when purchasing head-to-toe solutions.
• 5-10 years of national account team management and experience with minimum account leadership responsibility of $50 million in annual revenue.
• Strong understanding of the intersection of wholesale and retail partnerships to deliver industrial programs.
• Excellent communications skills with the ability to leverage written, verbal, and presentation methods to successfully interact with a range of audiences including C-suite and other executives.
• Strong ability to coach navigation of customer organizations to identify and fulfill varying requirements of stakeholders in highly complex organizations.
• Strong commitment and ability to enable building and maintenance of customer relationships by proactively advocating for customer needs and resolving customer problems as they arise.
• Ability to network effectively to bring in new business development and strong motivation to pursue new opportunities.
• High level of ability to uncover customer needs and motivations, develop solutions that fit, craft appropriate sales messages, and ultimately negotiate agreements that both successfully meet the needs of the customer and align with RWSC capabilities and corporate and marketplace strategies.
• Strong knowledge of market and consumer trend data and insights within targeted industries and assigned territory to identify prospects, potential solutions, and expansion opportunities.
• Ability to foster collaboration with key centers of excellence partners to achieve shared company goals and solutions.
• Effective partnering with sales enablement support teams to drive evolution of industrial national account relationships.
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Keywords: Red Wing Shoe Company, Los Angeles , Regional Industrial Director - West, Executive , Los Angeles, California