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 team 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.  Our focus on our people and culture results in meaningful employee engagement across the organization. Our Guiding Principles of Living our Values, Honoring our Brands, Inspiring Our People, Centering on the Customer, and Preserving the Long Term Success and Legacy of Our Company are the foundation on which we build our future.

GENERAL PURPOSE OF JOB:

This territory sales positions reports into Houston, Texas hub leadership and covers the Western U.S. including the states of: California, Nevada, Washington, Oregon, Nevada, Alaska, Colorado, Arizona. Utah, Wyoming. Hawaii. Montana. 

Ideal candidates will currently reside in California or Colorado to most effectively manage this territory however candidates currently residing in other states in this territory will be considered.

The ITSM (Industrial Territory Sales Manager) will oversee and manage all regional activities as they relate to distribution and global direct to industry sales which is primarily but not limited to the energy vertical.  This includes promoting, marketing and selling RWSC products and services through effective use of product development, distribution, sales management, merchandising and administration to achieve company objectives in growth, quality, service and profitability, leveraging the opportunities within the energy vertical.

ESSENTIAL DUTIES and RESPONSIBILITIES:

• Manage opportunity pipeline to achieve maximum velocity to close new business, accurately evaluate lead potential, identify and communicate with key prospect stakeholders, follow up, keep lead status updated, and close unproductive leads.
• Account acquisition – Work with key prospect stakeholders to uncover customer goals and diagnose needs.  Utilize proper brand and product positioning, and service capabilities to develop solutions that solve customer business needs. Negotiate and close deals that result in value to the customer and increased revenue and profitability for the company.
• Account onboarding – Gather and communicate all pertinent account information to ensure proper account setup and launch. Ensure smooth handoff of new accounts to the support team, instilling confidence in our ability to meet their needs and deliver the highest level of service.
• Account retention and development – Support, service and manage assigned accounts to ensure customer satisfaction. Conduct strategic account reviews and build growth plans to increase account penetration, provide new products, services and experiences, and increase revenue and profitability. Utilize reporting and analytics to measure progress against goals and help account make purchasing decisions that support their goals.
• Territory development – Develop and implement strategy to prioritize assigned accounts, provide consistent communication cadence and ensure critical touchpoint management. Work collaboratively with upstream and downstream partners to service the account and provide insight for potential product opportunities.
• Work with cross functional partners to resolve customer service concerns, credit issues, and invoice disputes.

CUSTOMERS:

Internal:            Sales Leadership, Field Sales Teams, Marketing, Customer Experience, Business Technologies, Finance, HR.

External:           Customers and vendors

REQUIRED EDUCATION and EXPERIENCE

• B.S. /B.A Degree in business or a related field, and a minimum of 5 years of related experience; or equivalent combination of education and experience
• Experience as a Sales Manager managing regional / national accounts, working with cross functional teams in support of business objectives
• Experience in end to end business process development and continuous improvement, resulting in organizational efficiencies
• Experience leveraging CRM software such as Salesforce.com, to support sales processes and pipeline management
• Direct Field Sales experience, specifically in PPE head to toe offering within the energy vertical, preferred

KNOWLEDGE, SKILLS and ABILITIES

• Service oriented – Is alert to customer needs and focused on customer satisfaction, asks questions and listens to understand customer perspective, and focuses on resolving customer problems and concerns
• Develops long term vision and plans – Thinks ahead to identify future opportunities to do business with the customer, and develops plans accordingly
• Influence – Ability to build rapport and credibility, and develop a strategy to convince others to see advantages and possibilities of a proposal. Partner with individuals who support proposals, anticipate arguments and be able to formulate counter arguments when presented with resistance.
• Negotiation/Closing – Understands customer motivations, looks for shared interests, plans ahead for limits and concessions, knows how to balance give and get, and is willing to walk away when goals are not able to be met
• Communication – Ability and confidence to engage with high level players and articulate the value of solutions; focus communication on problems relevant to specific customer problems, share relevant insights, prioritize key messages
• Relationship building – focused on building long term relationships with customers based on trust by listening to and delivering on the customer needs, and engaging with them regularly and consistently
• Consultative selling – understands customer’s business and sees connections between their problems and the solutions we provide; is able to demonstrate to the customer the advantage of our products and services in matching their needs

History of managing enterprise accounts

• Experience with managing a named account base of 75-100 enterprise accounts.
• The ability to multitask. 
• Have experience of safety forum(s) within energy sector

CRM proficient 

Ability to develop and maintain customer relationships as well as manage a pipeline.

Proven track record of presenting to C-level executives within the energy sector

• Be proficient in all O&G / Energy terminology and operational excellence, with the ability to hold complex communications with customers.
• Be knowledgeable of all PPE products required to perform safe working practices and activities within the energy sector.  
• Previous PPE audit experience.
• Growing revenue and deepening the relationship.
• Be knowledgeable of customer safety programs and work schedule / activities (shut down etc).
• Demonstrate credibility in energy sector (previous work experience within sector)
• History of participating in lessons learnt / safety panel wash up sessions.

Strategic account management

• Proven experience of previous strategic account management, demonstrate activities on how accounts were developed and long-term relationships were managed.  

Red Wing Shoe Company will not be using recruitment agencies or firms to fill this position and we will not accept unsolicited resumes or candidate information. No agency calls please.

Red Wing Shoe Company, Inc. is a drug-free workplace.  All offers of employment are contingent on successful results from a criminal background check and drug screen.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.

Please view Equal Employment Opportunity Posters provided by OFCCP at https://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm.

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)