Regional Business Manager (Northeast)

Description

At Ball Horticultural Company, our passion is to Color the World. Our team members do so every day by breeding, producing, supporting, and selling seeds and plants. In the role of Regional Business Manager, you will directly support the company's goals for sales and revenue growth by developing and implementing a yearly strategic plan for the Ball Seed Northeast and Great Lakes sales regions. 

The Regional Business Manager leads a team of 20–25 independent contractor sales representatives while collaborating with members of the regional business team to support customers and suppliers throughout the region. This role is responsible for driving sales growth, market share, profitability, and customer success through effective leadership, strategic planning, territory management, and cross-functional collaboration.

Job Responsibilities and Duties

Strategic Leadership & Business Management

• Develop and implement an annual strategic business plan for the Northeast and Great Lakes regions.
• Drive overall sales and margin growth to increase market share and generate dollars to reinvest in the business.
• Develop and maintain relationships with the top 25 customer accounts within the region.
• Manage key customer accounts to strengthen partnerships and drive long-term business growth.
• Develop territory-specific business plans based on market potential and growth opportunities.
• Gain an understanding of market potential in each territory and utilize data analytics to identify opportunities for increased market share.
• Implement regional strategic initiatives that align with Ball Seed's overall business objectives.
• Responsible for the regional operating budget.
• Oversee regional pricing strategies and profitability in partnership with the Strategic Pricing Manager.

Sales Leadership & Coaching

• Coach Sales Representatives within existing territories to maximize their effectiveness and professional growth.
• Lead annual Business Reviews and Team Up meetings for each territory.
• Partner with Sales Representatives to develop territory and account plans focused on the highest-impact sales opportunities.
• Ensure consistent execution of territory plans while aligning activities with regional and company objectives.
• Recruit, train, and develop new Sales Representatives.
• Lead onboarding and transition plans for newly assigned Sales Representatives.
• Support succession planning for retiring Sales Representatives to ensure continuity of customer relationships.

Regional Team Leadership

• Lead the Regional Business Team to foster collaboration across the organization.
• Partner closely with the Regional Supply Manager, Strategic Pricing Manager, Regional Credit Manager, and Customer Service teams to deliver exceptional customer support.
• Drive effective communication among cross-functional regional teams to support Sales Representatives and customers.

Customer & Market Development

• Key account management to increase sales within major accounts throughout the region.
• Maintain a strong understanding of regional and national retail programs and their impact on customer buying decisions.
• Build strong customer relationships through regular engagement and strategic account planning.

Industry & Customer Engagement

• Actively participate in planning and execution of customer and industry events.
• Represent Ball Seed at:
  • Customer open houses
  • Ball Universities
  • Trade shows
  • University events
  • Key grower events
• Leverage  these events to strengthen customer relationships, promote Ball Seed products, and identify new business opportunities.

Requirements

• Bachelor's degree in Business, Horticulture, or a related field.
• Minimum of five (5) years of proven sales management and leadership experience.
• Demonstrated ability to:
  • Make strategic business decisions.
  • Negotiate effectively.
  • Influence others and drive sales growth.
  • Lead and coach high-performing sales teams.
  • Build collaborative relationships across multiple functions.
  • Communicate effectively both verbally and in writing.
• Strong understanding of the ornamental horticulture industry.
• Experience managing key customer relationships, regional business strategies, pricing, and profitability is strongly preferred.
• Ability to analyze market trends and translate data into actionable sales strategies.
• Ability to travel approximately 30–40% of the time.

Physical Requirements

• Ability to sit and/or stand for up to 75% of the workday.
• Ability to walk for up to 20% of the workday.
• Ability to use hands and fingers for up to 100% of the workday.
• Ability to reach for up to 10% of the workday.
• Ability to lift and carry up to 25 lbs. for up to 10% of the workday.

Salary Range: $140k-$180K  

Our Promise To You

We create excitement in the world of flowers and are the first choice for service. We deliver all the best and nothing else! To you, we deliver a work environment and a culture where building long-lasting relationships internally and externally is important. We believe that good communication, sharing ideas and collaborating on projects will set us up for success. We keep both our feet on the ground and are approachable. 

In addition to this we provide a comprehensive Total Rewards package that includes:

• Medical, dental, life and long-term disability insurance
• 401k/Profit Sharing Retirement Plan
• Paid time off benefits including vacation and holidays
• Tuition assistance
• An onsite subsidized café overlooking 30 acres of renowned display gardens and restored natural areas
• Employee Assistance Program and Positive Health programs