What's the role?
The Regional Manager leads, motivates, and inspires a diverse team of Account Managers through implementation and execution of organizational strategies in a pre-determined geography/region. This leader cultivates a high-performance culture by coaching, developing, and empowering their team to achieve their full potential and leads initiatives to increase engagement and retention. This role spends up to 70% of the time with their team and customers in the field to deliver on their region’s key performance indicators (KPIs) as defined by the Market Organization.
Who is Hilti?
Hilti is making construction better by fulfilling our customers' promise as being the best partner for productivity, safety, and sustainability. We challenge norms to bring innovative, top-of-line solutions to the global construction industry, and beyond. Hilti is where people are exploring possibilities, leveraging their potential, owning their personal development and growing lasting careers.
What does the role involve?
- Cultivate a caring and high-performance culture grounded on trust by selecting, onboarding, developing, and retaining effective, diverse sales talent.
- Set specific and measurable priorities that empower the team to achieve their business and personal development targets in alignment with the corporate strategy, thereby delivering regional KPIs set by Market Organization leadership team (General Manager, Division Manager, and Finance).
- Plan and execute Strategic Management Process such as regional team meetings, full-day van rides, product demos, process review and improve sessions, and direct reports’ performance reviews and development discussions.
- • Assess and coach individual and team performance to achieve or exceed targets through direct observation, KPIs, and other relevant metrics on a regular cadence.
- Inspire and motivate a diverse and high-performing team to lead and embrace change by effectively conveying the ‘why’ behind the ‘what’.
- Provide ongoing mentorship, coaching, and feedback (positive and constructive) through frequent conversations and development discussions, leveraging coaching fundamentals and situational leadership to empower the team to achieve their full potential in alignment to Hilti’s purpose and values.
- Steer team towards effective time management (inc. time in territory), high-quality customer visit preparation, and customer data quality.
- Empower team members to resolve situations arising from customer concerns, pricing approvals, credit escalations and/or other operational related events by leveraging established best practices.
- Coach and define supportive actions on successful execution during regular pipeline reviews.
- Model and motivate team on effective Salesforce (SFDC) usage to centralize customer information, streamline sales processes, manage marketing campaigns, and provide actionable analytics, there by improving customer relations and driving sales efficiency.
- Actively engage and maintain loyal customers through solution selling by providing a tailored and sustainable value proposition.
- Foster effective collaboration cross-functionally with indirect sales force teams and Corporate/HUB functions.
- Model creative problem-solving and evaluate ROI to make financially sound decisions and take calculated risks.
- Additional duties as assigned.
For the past 19 years, Hilti North America has been consistently recognized in Selling Power’s Best Companies to Sell For.
What do we offer?
The salary range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skills sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate is for this particular job posting. Please be advised that a different location may result in a different range. At Hilti, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $125,000 - $135,000 with bonus at target of $26,000.
In addition to a competitive base salary and exciting bonus potential, we offer a robust benefits package including:
- Medical/Dental/Vision effective the first day of the month following employment
- Team member Only coverage premiums paid by Hilti
- Basic Life, Accident and Disability (AD&D) insurance paid by Hilti
- Business Travel Accident paid by Hilti
- Basic Dependent Life Insurance paid by Hilti
- Option Life, AD&D, and Critical Illness for team member and dependents
- Short-term Disability paid by Hilti
- Registered pension plan with dollar-for-dollar matching up to 5%. Eligible to participate after 12 months of continuous service with immediate vesting
- Generous Paid Time Off policy and holidays including two days to give back to your local community
- Paid parental leave, sabbaticals, military leave
- Up to five days per year of back-up daycare
- Employee Assistance Program (EAP), company-paid wellness screenings
- Opportunities for growth – shift careers, support your professional development, or get assigned to any of the 120+ countries in which we operate
What you need is:
- Bachelor’s degree, preferably in engineering, business or relevant field, or equivalent relevant experience, required.
- Minimum of three (3) years’ experience in a direct people leader role required.
- Participate in the international business travel, to the United States for your initial training. Please note that any travel visa requirements will be your responsibility to obtain and need to be in hand before applying
- Strong presentation, communication, and interpersonal skills.
- Experience in coaching Time and Territory Management (TTM), including zoning a territory by previous customer sales and future potential, creating/owning daily schedule, and sales productivity tools.
- Experience coaching salespeople how to identify and select top potential accounts within a sales territory and manage, analyze, and develop business plans of customer database to effectively maintain and grow sales.
- Proficiency in C-Suite sustainable value-based selling.
- Ability to collaborate and communicate effectively in-person and virtually in a matrix organization.
- Experience in managing and maintaining company assets.
- Competency in Microsoft (MS) programs (Excel, PowerPoint, Outlook, Teams, and Word) and prior experience coaching on how to use MS programs.
Participate in the international business travel, to the United States for your initial training. Please note that any travel visa requirements will be your responsibility to obtain and need to be in hand before applying - Competency in SFDC preferred.
Who should apply?
We are committed to caring for our people, which is why our retention has been over 90% for the last five years. It’s why we haven’t gone through any waves of layoffs – even during the COVID-19 pandemic. We value development, which is why 80-90% of our roles are filled internally. It’s why most of our account managers come from a non-construction background.
Success at Hilti comes down to teamwork and ability – the Hilti culture is contagious, and we have an excellent mix of people who are always looking to help one another.
This job is #LI-Hybrid, meaning it is field-based and requires daily customer in-person interaction with your home serving as your office location.
Combination of home office, meetings, driving company vehicle to make sales calls at customer offices, and making jobsite visits will be required. Occasional overnight travel may be required.
Adverse Working Conditions:
• Job requires walking on construction sites and uneven surfaces, as well as climbing scaffolding, ladders, and stairs during all seasons of the year• Depending on geography, employees may be exposed to adverse heat or cold
• Construction jobsites may also expose Regional Managers to excessively loud noises; ear protection is strongly encouraged and may be required on some jobsites
Safety Equipment Required:
• Hardhat, safety vest, safety glasses, gloves, steel toe boots, and long pants required for working jobsites; must observe and abide by any and all safety regulations as required by Hilti, OSHA, and General Contractors
Physical Requirements:
• Must be able to walk on construction projects, climb scaffolding, and lift and carry up to 65 pounds of Hilti product
Regional Managers are required to demonstrate how to properly operate Hilti construction tools and how to properly install Hilti construction fasteners. In addition, Regional Managers must be able to leverage/articulate Hilti Services and Software. Must have valid Class 5 driver’s license and comply with Hilti North America Fleet Safety Policy requirements.
Hilti, Inc is committed to employing a diverse workforce. Qualified applicants will receive consideration without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, veteran status, or disability.
