Regional Contractor Sales Manager

This position offers you the opportunity to make an impact as you lead a sales team to ever-higher levels of performance and
also recommend and implement new approaches and strategies. This region includes markets with high potential for revenue
growth, and you will showcase your ability to increase market share by developing innovative sales strategies to target end
users and distributors. You and your team will represent a high-profile brand with a commitment to quality and performance
that has earned us a strong reputation within the professional contractor community.
Reporting to the National Contractor Sales Manager as Regional Contractor Sales Manager you will provide leadership to a team of
skilled District Sales Managers and your overall mission will be to maximize the sales, market share, and profitability of the
company product lines. The primary job functions will be to "Build Makita Champions" by coaching and developing the sales
managers in the region to be more effective at coaching and developing their sales team. You'll work with all parts of the
company to ensure that field execution is adequate and consistent with corporate and regional objectives.
You will need to motivate and maintain your regions team's focus of multiple District Sales Managers in their individual districts
who will be required to work with their sales reps and territory managers who oversee distributors, dealers, pro suppliers and
strategic end users in the commercial construction channels. You will continually challenge the field sales team to search
outgrowth opportunities through key professional dealers and impactful end-users. Targeting and incorporating various sales
programs to provide a push & pull-through sales strategy to gain market penetration.

To perform this job successfully, an individual must be able to perform each essential duty to satisfactory standards. Reasonable
accommodations may be made to enable individuals with disabilities to perform the essential functions.

Communicating corporate sales objectives and motivating the regional sales team to effectively achieve these goals.
Effectively communicating progress toward targeted corporate sales objectives to the Regional Vice President (RVP).
Ensuring the regional sales team executes the following at a high level: sales promotions, marketing events, training
opportunities, and end-user targeting.
Preform regularly scheduled "Work-Withs" by working/riding with regional sales team members to ensure the team
member is executing sales to the highest of Makita's standards.
The direct support of certain key target accounts warranting professional sales management.
A high level of personal involvement with key end user accounts.
Attaining regional sales goals in relation to overall sales, target account sales, key product sales and sales support of
key marketing initiatives.
Ensure the regional sales teams are implementing the "End-User Strategy" by targeting medium to large contractors
throughout the region to influence distribution to stock/sell our tools.
Motivating the selling efforts of the regional sales team while providing guidance and encouragement as needed.
Ensuring all regional sales team members go through the necessary training to enable them to execute at a high level.
Conducting joint sales calls with district team members to evaluate their competency, as well as to help them improve
their skills.
Obtaining, and reporting to the NCSM as well as the appropriate marketing team member, any relevant information
concerning the competition.
Assisting the marketing team with obtaining marketing information for existing product life cycles and new product
development.
Interviewing potential sales employees, working with the DSM in identifying the best candidates and helping to
prepare a bench of future district sales managers, assistant district sales managers, and national account managers.
Reviewing sales employee performance opportunities and working with those team members to put together plans to
correct the opportunity.
Working with your district sales manager to help prepare them for the next level.
Maintaining a highly professional image and positioning yourself as a consulting expert regarding Makita products.
Acting as a coach and mentor, incorporating training, performance management and motivation.
Advocating our brand through the energy and confidence you present.
Building solid relationships with clients and internal colleagues based on trust and integrity.
Bringing a creative approach to understanding the market.
Channeling your assertiveness and dedication to persist in the face of setbacks and doing what it takes to get the job
done.

Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities
that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without
notice.
IV. Skills Required
Analytical - Collects and researches data; Uses intuition and experience to complement data; Designs workflows and
procedures.
Design - Generates creative solutions; Translates concepts and information into images; Uses feedback to modify designs;
Demonstrates attention to detail.
Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops
alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes
projects on time and budget; Manages project team activities.
Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to
continuously build knowledge and skills; Shares expertise with others.
Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits
customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without
interrupting; Keeps emotions under control.
Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Very
strong Listening Skills; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to
meet needs; Presents numerical data effectively; Able to read and interpret written information.
Teamwork - Exhibits objectivity and openness to others' views; Contributes to building a positive team spirit; Supports
everyone's efforts to succeed.
Visionary Leadership - Displays passion and optimism; Inspires respect and trust; mobilizes others to fulfill the vision.
Change Management - Develops workable implementation plans; Communicates changes effectively; Builds commitment
and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.
Delegation - Delegates work assignments; Matches the responsibility to the person; Gives authority to work independently;
Sets expectations and monitors delegated activities; Provides recognition for results.
Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; Effectively influences
actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.
Managing People - Includes staff in planning, decision-making, facilitating and process improvement; Takes responsibility
for subordinates' activities, makes self-available to staff; Provides regular performance feedback; Develops subordinates'
skills and encourages growth; Solicits and applies customer feedback (internal and external); Fosters quality focus in others;
Improves processes, products and services.; Continually works to improve supervisory skills.
Quality Management - Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness.
Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates
knowledge of market and competition; Aligns work with strategic goals.
Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Conserves
organizational resources.
Diversity - Demonstrates knowledge of EEO policy; Shows respect and sensitivity for cultural differences; educates others
on the value of diversity; promotes a harassment-free environment; Builds a diverse workforce.
Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethically;
Upholds organizational values.
Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; supports
organization's goals and values; Supports affirmative action and respects diversity.
Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths &
weaknesses; Understand and support SWOT analysis, adapts strategy to changing conditions.
Judgement - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning
for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self
against standard of excellence; Takes calculated risks to accomplish goals.
Makita U.S.A., Inc. Department of Human Resources 14930 Northam St. La Mirada, CA 90638
Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals
and objectives; Develops realistic action plans.
Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and
consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on
commitments.
Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to
improve performance; Monitors own work to ensure quality.
Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports
potentially unsafe conditions.
Adaptability - Manages competing demands; Changes approach or method to best fit the situation; Able to deal with
frequent change, delays, or unexpected events.
Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent;
Arrives at meetings and appointments on time.
Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps
commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies
appropriate person with an alternate plan.
Initiative - Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and
calculated risks; Looks for and takes advantage of opportunities.
Innovation - Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative
approaches and ideas; Presents ideas and information in a manner that gets others' attention.
Language Skills - Ability to read, analyze, and interpret general business periodicals, professional journals, technical
procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals.
Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the
public.
Mathematical Skills - Ability to calculate figures and amounts such as discounts, interest, commissions, proportions,
percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability - Ability to apply common sense understanding to carry out instructions furnished in written, oral, or
diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
Computer Skills - Higher Level of knowledge of Management systems; Makita Employee Portal; Microsoft Excel Spreadsheet
software, Microsoft PowerPoint, and Microsoft Word Processing software.
A track record of success in sales management, including training and motivating sales professionals to improve
performance.
A drive for results and competitive spirit.
Will need to be willing and able to travel overnight 2-3 days per week.

V. Supervisory Responsibility
This position does have supervisory responsibilities.

VI. Work Environment
This position works in an open office setting that is quiet, fast paced, fosters continuous learning while operating under high
demand/volume. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets
and fax machines.

VII. Travel
Travel is expected for this position, which may include heavy overnight travel based on business necessity.

VIII. Education and/or Experience Desired
The requirements listed below are representative of the knowledge, skill, and/or ability required.
Bachelor's degree from a 4-year college or university.
15+ years of related experience and/or training; or equivalent combination of education and experience.
Ten years of proven business-to-business sales experience, preferably in the commercial, industrial, or residential
construction, or other related industry.

IX. Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the
essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the
essential functions.
Makita U.S.A., Inc. Department of Human Resources 14930 Northam St. La Mirada, CA 90638
Required to regularly use hands to finger, handle or feel; reach with hands and arms; and talk or hear.
Required to regularly stand; walk; and stoop, bend or reach above head.
Required to frequently sit.
May be required to occasionally lift, push or pull up to 30 pounds.
Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth
perception and ability to adjust focus.
Able to ascend and descend stairs.
Continuously reach out to sort miscellaneous items.
Physically & mentally able to work in an environment that may be subjected to strict deadline and multiple projects.
May be subject to overtime as required.
X. Disclaimer
This description is based on management's assessment of the requirements and functions of the job as of the date this
description was prepared. It is a general guideline for managers and employees, but it does not intend to be an exhaustive list of
all of the elements of the job. Management reserves the right to modify the description at any time, or to vary the duties and
responsibilities of the job on a temporary or indefinite basis to meet production, scheduling or staffing needs.
XI. Equal Opportunity Statement
The Company is an equal opportunity employer and makes employment decisions on the basis of merit. Company policy
prohibits discrimination based on race, color, creed, sex, religion, marital status, age, gender, national origin, ancestry, physical
disability (including HIV and AIDS), mental disability, veteran status, military service, pregnancy, childbirth or related medical
condition, genetic information, medical (including genetic characteristics or cancer diagnosis), actual or perceived sexual
orientation, or any consideration protected by federal, state or local laws. All such discrimination is prohibited. Additionally, the
Company will provide registered domestic partners with all rights and benefits as required by Law. The Genetic Information
Nondiscrimination Act of 2008 (GINA) prohibits employers from requesting or requiring genetic information of an individual or
family member of the individual. The Company is committed to complying with all applicable laws providing equal employment
opportunities.