Date Posted: 5/14/2018

Western Regional Bike Sales Manager


  • SCOTT USA
  • United States
  • Utah
  • Salt Lake City, UT
  • 4 year(s)
  • Full-Time
  • Not Available
Job Description

SCOTT Sports is seeking a qualified individual for the full-time position of Western Regional Bike Sales Manager. SCOTT Sports was established in 1958 and has grown into an international action-sport brand. Core sports divisions for the brand include: Bike, Wintersport, Motosport and Running. Internationally based in Fribourg, Switzerland, the North American headquarters is located at the mouth of Parley’s Canyon in Salt Lake City, UT.

Description:
Scott-Sports is looking to add a highly motivated Sales Manager to manage all sales activities on the West Coast in the Bicycle Market. You will be directly responsible for directing, leading, inspiring and motivating a team of highly qualified Sales Representatives in the sale of SCOTT Bicycle products. The position requires the ability to build and maintain new and existing account relationships, and to drive bike products by inspiring others with your knowledge and the quality of our bike products.

This position reports to our National Sales Manager and will be located in our Salt Lake City, Utah Office.

Job Summary:
- Develop a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability
- Responsible for the performance, management and development of West Coast Sales Rep group
- Assist reps in the development of territory plans to maximize revenue
- Run weekly and monthly sales reports and track quarterly sales goals
- Maintain accurate records of all sales and activity reports submitted by Sales Reps
- Provide timely feedback to senior management regarding performance
- Contribute to planning the marketing and sales tools, merchandising, displays, and event schedule
- Control expenses to meet budget guidelines
- Regular travel to accounts, trade shows, and sales meetings (50% travel)

Job Details:

Manage Territory Teams:
• Communicate effectively between service teams and Sales Reps to Determine resource needs of the sales teams in order to meet the business strategy
• Set, communicate and monitor weekly, monthly, quarterly revenue, segment and margin targets by rep/territory and market region
• Achieve monthly, quarterly and annual sales, segment and margin targets
• Plan, author and conduct OPS reviews for assigned sales staff
• Provide ongoing coaching and mentorship
• Establish a team environment that is based on high trust and performance
• Conduct department meetings as required
• Facilitate sales training as required

Establish & maintain effective relationships with retailer network:
• Provide strategic support to our Sales Reps and Dealer Services team to establish new accounts
• Develop and manage retailer business plans for key/strategic accounts
• Ensure business retailer reviews are completed including Retailer Profiles
• Develop metrics to ensure successful execution of defined retailer strategy and plan including tracking of progress
• Meet with top performers to document best practices and establish face to face relationships
• Share best practice information with other retailers
• Gather feedback from retailers and share the feedback with other departments
• Negotiate annual targets with retailers
• Represent the company’s brands and provide product knowledge as required
• Work with all team members to gather feedback from top performers to identify best practices
• Attend industry events

Work Closely with Management Team:
• Successful completion of ongoing managerial training
• Review issues with management team as required
• Participate in the annual strategic planning process
• Provide monthly updates on sales, segment and margin forecasts as well as ad hoc reports
• Prepare for and attend Management team meetings
• Participate in development of sales programs, selling terms, sales policies and procedures
• Support the development and assessment process of service levels being realized with customers

Develop and execute West Coast sales team strategy:
• Identify sales targets for each region and territory based on annual corporate goals
• Implement a Territory Management Plan for each region, and use as an ongoing tool for communication, assessment, territory development and prospecting.
• Review existing accounts and prospects to identify sales targets and opportunities
• Execute on sales targets for each region and retailer (by model line) in the Americas based on annual corporate goals
• Identify under-performing accounts and readjust sales figures accordingly
• Review sales targets and goals with Territory Managers frequently and regularly.
• Conduct variance analyses to plan, including corrective action and track progress towards achievement of those plans
• Participate in development of sales programs, selling terms, sales policies and procedures
• Perform ongoing post mortem review of sales strategies regarding effectiveness
• Maintain regular communication with Manager and other Regional Manager(s) and keep on top of changes to the sales strategy
• Oversee inventory management in order to minimize the amount of time that inventory resides in stock; ship early in defined delivery periods

Collaborate with Marketing and Dealer Services Team:
• Provide input into Marketing strategic plan on an annual basis
• Plan side by side with marketing on specific industry events as needed
• Act as a direct link to the market for retailers and consumers; provide feedback to the Marketing team and recommendations for changes or improvements to management
• Provide feedback to Product Management on retailer feedback and sales successes/challenges with models and programs
• Provide feedback to our Product Management team as needed

Job Requirements

Qualifications & Education:
• Minimum of 3 years of sales management experience in the Bicycle Industry and show success in achieving sales growth
• Minimum five years of experience in a wholesale, specialty distribution business
• Minimum three years in the bicycle trade or bicycle related equivalent
• Must have experience in the Bicycle industry and be familiar with IBD (Independent Bicycle Dealer) strategies
• Advanced excel expertise a must
• Undergraduate degree in business or related discipline

Knowledge:
1. Solid understanding of the bicycle industry’s retail channels
2. Familiarity with the appointed region and retail network therein.
2. Solid computer skills
3. North American industry-specific sales customs, practices and norms
4. Understanding of bicycles, bicycle mechanics, bicycle relevant materials and cycling

Skills:
1. Communication skills (verbal and written)
2. Ability to manage a virtual team
3. Ability to establish relationships with key accounts
4. Problem solving
5. Negotiation
6. Ability to set and meet revenue and margin targets

Working conditions:
1. Standard office hours with ability to work until results are achieved
2. Ability to travel up to 50% of the time

Please apply through Malakye. Your application will be considered complete when we have received your cover letter and resume.

References should be available upon request.

Perks

Date Posted: 5/14/2018

Western Regional Bike Sales Manager


  • SCOTT USA
  • United States
  • Utah
  • Salt Lake City, UT
  • 4 year(s)
  • Full-Time
  • Not Available