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regional sales manager

Category: Sales
Reports To:      

Job Description/Responsibilities
The regional sales manager is responsible for the sale of the company’s products in a specified region or major geographical area.  He/she provides ongoing support to the product distribution function of the company.  Specific responsibilities include: assisting sales staff with organizational skills, account strategies, territory planning, and administrative responsibilities to ensure a high level of customer satisfaction is maintained; developing and increasing sales revenue to meet assigned targets; conducting orientation and training programs for new sales staff; developing new methods for obtaining staff members and assisting sales staff in obtaining new accounts; and troubleshooting problems regarding products, answering questions from staff, and handling customer complaints.

Qualifications/Skills
This position requires you to assist sales staff with contract negotiations, closing the sale, and developing marketing plans for contract accounts; contribute to the planning of sales exhibits, attend trade shows, and participate in education and training conferences on selling and marketing programs; coordinate and assist in leading sales meetings, including site selection and preparing the agenda; and stay abreast of new products, services, and other general information of interest to customers, by checking on competitors’ activity.

Education/Background
Bachelor’s degree required, as is at least three years of field sales experience. 

Please send [résumé and salary history/requirements] to:      

Job Description

regional sales manager

Category: Sales
Reports To:      

Job Description
Responsible for the sale of the company’s products in a specified region or major geographical area.  Provides ongoing support to the product distribution function of the company.

Qualifications
•	Bachelor’s degree required.

•	Must have at least three years of field sales experience.

•	Must be able to demonstrate problem-solving and negotiation skills.

•	Excellent oral and written communication skills a must.

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Duties
Percentage
of Job	Exemption
Classification	Duty	Essential Function	
     %	Exempt	Assists sales staff with organizational skills, account strategies, territory planning, and administrative responsibilities to ensure a high level of customer satisfaction is maintained.	Y / N	
     %	Non-Exempt	Develops and increases sales revenue to meet assigned targets.	Y / N	
     %	Exempt	Conducts orientation and training programs for new sales staff.	Y / N	
     %	Exempt	Assists sales staff with contract negotiations, closing the sale, and developing marketing plans for contract accounts.	Y / N	
     %	Exempt	Oversees the planning of sales exhibits, attends trade shows, and participates in education and training conferences on selling and marketing programs.	Y / N	
     %	Exempt	Coordinates and assists in leading sales meetings, including site selection and preparing the agenda.	Y / N	
     %	Non-Exempt	Keeps informed of new products, services, and other general information of interest to customers, by checking on competitors’ activity.	Y / N	
     %	Exempt	Develops new methods for obtaining staff members and assisting sales staff in obtaining new accounts.	Y / N	
     %	Non-Exempt	Troubleshoots problems regarding products provided, answers questions from staff, and handles customer complaints.	Y / N	
     %			Y / N	
     %			Y / N	

Exemption Analysis
While several duties in this job description have a non-exempt flavor to them, overall it’s likely to qualify under either Administrative (541.200) or Executive (541.100). 541.106(a) explains that in the case of a job that requires a combination of exempt and non-exempt duties, the primary duties aspect as explained in 541.700(a) is the deciding factor. In this case, the majority of duties are exempt.

Category Decision
The duties and responsibilities for this position have been analyzed.	
Manager:	Date:	
On that basis, this position has been judged to be        Exempt          Non-Exempt.	

Interview Questions

regional sales manager

Category: Sales
Reports To:      

	What would you like to accomplish as regional sales manager at this firm?
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	A sales manager must have flair and perseverance.  Give me examples of yours.
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	Tell me about a sales plan that you have developed and the result of implementing that plan.
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	Tell me about an instance where you were required to introduce and explain a sales program to employees.
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	Tell me what you see as the greatest strength someone in your position should cultivate.  How would you go about doing that?
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	How do you motivate employees to provide exemplary service?
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	What was the best sales decision you ever made?  What were the alternatives?  How did you go about making it? 
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	Tell me the same thing about the worst decision you ever made.
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	What steps have you taken to hone your negotiation skills?
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	What is the largest region or sales staff you’ve managed?  What steps did you take for ensuring nothing fell through the cracks?
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	Evaluate: Be sure responses reflect actual practices, and not just the “right” answers in theory.
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Additional Questions
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Overall Impression
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Average Rating
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Your Recommendation
	Hire
	Do Not Hire
	Second Interview
	Need More Information

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Print Name

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Signature

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Date

APPLICANT COMPARISON FORM 

Date:      
	Evaluator:      	
Position:      		

Once you have completed the interview process, transfer the notes and rating tallies you completed to the chart below.

Candidates’ Names	Average Rating	Recommendation	Overall Impression	
1.      	1	2	3	4	5		Hire
	Do Not Hire
	Second Interview
	Need More Information		
2.      	1	2	3	4	5		Hire
	Do Not Hire
	Second Interview
	Need More Information		
3.      	1	2	3	4	5		Hire
	Do Not Hire
	Second Interview
	Need More Information		

Candidates’ Names	Average Rating	Recommendation	Overall Impression	
4.      	1	2	3	4	5		Hire
	Do Not Hire
	Second Interview
	Need More Information		
5.      	1	2	3	4	5		Hire
	Do Not Hire
	Second Interview
	Need More Information		
6.      	1	2	3	4	5		Hire
	Do Not Hire
	Second Interview
	Need More Information		
7.      	1	2	3	4	5		Hire
	Do Not Hire
	Second Interview
	Need More Information		

Candidates’ Names	Average Rating	Recommendation	Overall Impression	
8.      	1	2	3	4	5		Hire
	Do Not Hire
	Second Interview
	Need More Information		
9.      	1	2	3	4	5		Hire
	Do Not Hire
	Second Interview
	Need More Information		
10.      	1	2	3	4	5		Hire
	Do Not Hire
	Second Interview
	Need More Information		

Comments:      

Evaluator’s Signature: