Regional Market Manager IOT

Purpose of Job:

The Regional Market Manager (RMM) is responsible for the overall performance and policy/procedure compliance of a number of operations within a given geographic region.  The RMM drives Enterprise initiatives and tracks, monitors, and analyzes the progress of operations against the business plan and collaborates in the establishment of localized business plans.

Job Components:

Financial:

• Direct accountability for the Profit and Loss (P&L) performance of a specified region.

• Review, monitor, and analyze weekly scorecards and monthly financials to identify variances in fiscal year (FY) financial plans and create action plans in collaboration with the Market General Manager (MGM).

• Investigate and communicate to the entire region activities that contributed to significant positive results.

• Actively track Accounts Receivable (AR) to maintain an acceptable level for the region and develop action plans for accounts with unacceptable AR balances.

• Contribute to the development of annual business plans.

• Collaborate with other RMMs to assist in the improvement of operations.

Customer Focus:

• Review, monitor, and analyze tools to identify markets that may be declining.

• Investigate specific accounts with an unacceptable decline to identify the cause, and work with MGM to develop a plan to address issues.

• Collaborate with MGM to maintain relationships with key accounts within the region.

• Key contact for complaints received by Customer Service group.

• Investigate all complaints and respond back to customers within a reasonable timeframe.

• Work with the Sales Team to acquire new business within the region and grow the customer base.

• Spend significant time in the regional marketplace to gain an in-depth understanding of competitive products and services.

• Analyze and report to senior staff market intelligence for the region.

• Ensure service to National Accounts meets or exceeds Service Level Agreement (SLA) expectations.

Human Capital:

• Identify and develop strengths and weaknesses of MGM.  Leverage individual MGM strengths for the betterment of the region.

• Communicate Enterprise initiatives, Interstate Owned Territory (IOT) goals, and Regional objectives to MGM to ensure clarity and alignment.

• Establish a set communication schedule with MGM.

• Coach and provide guidance to MGM on all issues pertaining to managing IOT staff.

• Provide visibility to operational staff in the region at least twice a year.

• Provide annual performance reviews to MGM.

• Hire and promote individuals based on demonstrated performance and alignment with IB values.

• Quarterly shoulder-to-shoulder work weeks with MGMs.

• Assume in-person operational duties for MGMs while out on leave or vacation.

• Promote cooperation with other work units.

• Stay informed about MGM programs and performance through both formal and informal methods.

• Develop and cultivate a talent pipeline to support the future growth of IOT.

• Provide insights, coaching, and training on the use of system tools and programs to create operational efficiency and increased unit growth with IOT and Independent Distributor Group (IDG) Distributors, as well as, with Support Center team members. 

Process:

• Manage the integrity of the reporting systems by holding MGM accountable for data submission into systems to ensure accurate and timely information.

• Act as liaison between operations and IOT HO/Support Center as it relates to process development and integration.

• Ensure compliance with all IOT standard operating procedures.

• Focus on the development of best practices that provide greater productivity and efficiencies and drive IOT goals.

• Conduct ongoing asset verification.

• Conduct National Account (NAC) audits for the region.

• Provide ongoing feedback for continuous process improvement.

• Interact with IOT and IDG Distributors to conduct consultations that lead to specific action plans that improves Distributorship performance in people management, operational processes, warehouse standards, route processes, and sales performance.

Qualifications :

• Bachelor's Degree in a related field preferred.

• 2-3 years of multi-unit management experience (can be substituted for 5+ years of management experience).

• 3-5 years of management experience with a track record of developing and motivating teams.

• Perspective - Views things in their relative importance.  Appreciates the broad picture.

• Fosters Teamwork – Interest, skill, and success in getting groups to learn to work together cooperatively.

• Manages Change – Supports, initiates, sponsors, and implements organizational change.

• Analytical - Isolates the fundamental parts of a complex problem.

• Strong Communication – both oral and written.

• Diagnostic Information Gathering – identifying the information needed to clarify a situation, seeking that information from appropriate sources, and using skillful questioning to draw information from others.

• Detail Oriented - Pays careful attention to details.

• Interpersonal Awareness – Notice, interpret, and anticipate others’ concerns and feelings.

• Plans and Organizes - Lays out tasks in a logical and orderly sequence. Establishes and follows through on priorities with minimal supervision.

• Results Oriented - Is intent on achieving practical results. Concentrates attention on making things happen.

• Responsive - Reacts promptly to suggestions and requests.

• This position also requires high proficiency in MS Excel.

Scope Data:

• Manage a team of direct reports.

• Accountability for P&L for a specified region.

• Contacts are internal (Operation Directors, Market General Managers, ACES, NAC, HO Staff) and external (Customers). 

• This position operates with a high degree of relational interaction and models Interstate’s Purpose and Values. 

• Must build and maintain relationships across the Enterprise associated with source data of all types.

Work Environment :

• Ability to sustain posture in a seated position for prolonged periods of time.

• Regular physical activity includes manual handling, verbal communication, and auditory tasks.

• Specific vision requirements include close vision, depth perception, and the ability to adjust focus.

• Ability to occasionally lift and/or move 50+ lbs.

• May be exposed to battery warehouse conditions such as exposure to moving equipment mechanical parts, fumes or airborne particles; toxic or caustic chemicals.

• Prolonged use of personal computer & telephone.

• Ability to operate a motor vehicle.

• Car and/or airplane travel required 60-80% of the time depending on geography and density of operations.