Regional Sales Manager

We are seeking a strategic and results-oriented **Regional Sales Manager (RSM)** to lead, manage and expand our sales footprint within a defined territory. The RSM will be responsible for developing and implementing sales, marketing, and financial objectives to drive regional growth. The focus includes acquiring new dealerships, retaining existing relationships, and growing premium income through cross-sell and upsell of MotorVAPS (MV) value-added products. This role requires strong leadership of the sales team (Account Managers and Key Account Managers), meticulous planning, deep market understanding, and an ability to align all regional activities with broader company objectives. The RSM must deliver measurable outcomes while nurturing long-term, value-driven dealer partnerships. **Key Responsibilities**: - Lead and manage the regional sales footprint through structured weekly planning aligned to: - Existing dealer base (80%) - Pipeline dealer base (20%) - Prospect new dealer identification - Development of "Game Changer" dealers with high potential - Monitor and track sales performance including retail premium, penetration per site, and daily volume reports - Drive growth by: - Mining deeper into existing accounts - Acquiring new dealerships - Increasing product penetration through upselling and cross-selling (e.g., upgrading Core to Graphite, Plus to Pro products) - Reassess and improve commercial offerings for current dealerships by analyzing competitor activity and aligning our products for greater impact. - Improve sales efficiency through weekly team meetings to resolve challenges (e.g., admin, debtors, cancellations, claims) - Enforce compliance with company policy and industry regulations: - Manage customer complaints - ROAs and ombud queries - Ensure dealers understand product terms and conditions - Manage staff weekly planners aligned with regional strategies and territory goals - Identify and aggressively plan 80% “hitlist” dealers for growth and increased VAPS penetration - Plan and secure appointments with 20% pipeline prospects; track weekly progress - Weekly review and update of: - Prospect dealer lists - Pipeline dealer engagements - Conversion to active accounts or Game Changers - Build strategic relationships with “Game Changer” dealerships, moving them through pipeline stages based on potential to shift premium significantly - Stay informed about competitors, their dealer footprint, and product benefits to position MV advantageously - Conduct dual dealer calls with Account Managers, planned in advance and aligned to strategic objectives - Drive performance through: - Recognition - Performance reviews - Coaching - Development plans - Clear, measurable outputs - Identify successors and implement development plans to secure talent and mitigate turnover risks - Direct and manage dealer entertainment initiatives (aligned to 80/20 rule) to drive sales engagement and premium growth - Maintain healthy product mix by seeking opportunities to: - Convert or upgrade offerings (e.g., 30/10 to 35/10) - Introduce additional or cheaper VAPS products (Key Care, Theft Care, GAP, etc.) - Control and justify all regional expenses related to travel, promotions, and entertainment, ensuring they deliver ROI through dealer engagement or growth - Ability to multitask and manage competing priorities - Ability to delegate and manage performance effectively - High levels of accountability and integrity - Strong organizational and analytical skills - Excellent customer service orientation - Creative, solutions-focused mindset - Strategic sales planning and execution ability - Demonstrated coaching and mentoring capabilities - In-depth industry and market knowledge - Ability to align product offerings with dealer needs - Budget development and expense control - Effective process management - Excellent relationship-building skills - Self-motivation and team motivation abilities - Strong communication, negotiation, and presentation skills - Willingness to travel extensively within the region - Availability for after-hours dealer engagements - Proven ability to work under pressure and meet deadlines - Professionalism, honesty, and ethical conduct **Additional Skills & Competencies include**: **Leadership & Team Management** - Inspire and manage a sales team with clear direction and support - Set and communicate clear performance and behavior expectations - Define roles and responsibilities clearly within the team - Align team activity and productivity with company strategy and territory needs **Strategic Thinking** - Develop regional sales strategies in line with broader business goals - Continuously assess and adapt to changing market conditions and dealer expectations **Sales Analytics & Market Intelligence** - Analyse performance using daily metrics (e.g., call sheets, dealer penetration) - Identify underlying causes of poor performance and implement corrective actions - Track pipeline and prospect progre