General Manager, Great Lakes Region

Job Description

This position reports directly to the Chief Executive Officer.

 Vision:

• Proactively drive sales growth and profits in all business segments for the Great Lakes region.
• Provide leadership and strategic direction that represents not only the Company but also the voice of our customer.
• Promote and advocate the Company philosophy of customer delight, operational excellence and “being easy to do business with.” 

Goal: 

Grow company net profit by meeting needs of customers through leadership, design, implementation and follow-up of strategies designed to increase the region’s net profit and return on total assets (ROTA).  One of primary goals is to increase sales effectiveness through developing (coaching) business skills of sales managers, sales consultants, account reps, and store managers.  Monitor productivity, effectiveness, execution and follow-up of all regional personnel. 

Purpose of Position:        

• Overall responsibility to generate increased net profits and ROTA of region with overall Great Lakes Region financial responsibility.

• Responsible for leading, managing and coaching of all direct reports.  Ensure that team is strongly focused on execution and follow-up of sales growth and profit plans, with a focus on process improvement and operational excellence.

• Increase our market share through the Region in each segment we operate in.  This will be accomplished by growing existing customers and proactively identifying and developing relationships with new customers.

• Responsible for the recruitment, development and retention of the best sales, operations and management personnel.

• Understand and communicate internally and externally how GALCO products, programs, and services deliver value to our customers.

• In concert with the marketing department, provide direction and hold regional personnel accountable for implementing new programs, etc., that increase sales and delight the customer.

• Increase revenues and profits through the creation, implementation and measurement of sales strategies.

• Increase sales effectiveness and operational efficiencies through developing the business skills of store managers, sales managers, account reps, sales consultants and other regional personnel and monitoring their productivity.

• Continually reassess and develop new innovative strategies that reflect current market conditions and customer needs.

• Understand and analyze market conditions in region: including product pricing, new product lines, new markets, as well as competitors.

• Evaluate sales compensation structure and make recommendations for improvement as necessary.

• Work closely with Store Managers to enhance productivity & efficiency at our stores.

o      Support store managers in achieving branch sales goals by encouraging teamwork and motivating our front-line employees to continually provide legendary customer service.

o      Help store managers to be more active in coaching their personnel to develop their skills and build bench strength

o      Work in concert with Director of Branch Operations to direct and lead store managers to focus on operational issues and process improvement.

• Work closely with Human Resources on Career Path Planning and Succession Planning for all team members in your region.
  • Develop personal development plans for team members
  • Help new employees understand processes and policies of company

Qualification Requirements:

Enthusiasm, initiative, creativity, leadership, teamwork, professionalism, and a strong desire for personal growth are important attributes for this individual. The requirements listed below are representative of the knowledge, skills and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Travel to each branch a minimum of 3 times per year.
• Travel with each sales consultant a minimum of 2 times per year, or when requested to do so by sales consultant.
• Visit key customers regularly to ensure they are delighted with our products and services.

Education and /or Experience:  Requires successful completion of Bachelor’s Degree and minimum 7 to 10 years in the HVACR and/or Distribution industry.  The successful candidate must also have a track record of effectively creating profitable partnerships with external customers, and rewarding relationships with internal personnel.   

Other Skills and Abilities:  Requires knowledge of word processing (MS Word), spreadsheet (MS Excel), organizer/email (MS Outlook), and presentation (MS PowerPoint) software.  Knowledge of inter-related data bases (MS Access) is a plus.  Ability to read and understand financial statements.