Do the analys please and the concept
You are the District Sales Manager serving Miami-Dade, Broward, and Palm Beach Counties. You
oversee three regional salespeople, each with their own county. Your product is a consumer good, and
it is a leader in its category. You have accepted a promotion at the National Headquarters in New Jersey
and must train and name your replacement. Your company has a strong tradition of promoting from
within and a grow your own career projection. Here is the job profile for the District Sales Manager:
The candidate is a proven leader with strong initiative and goal-setting strategies; three years
experience at a minimum in a regional sales position. The sales manager must have a bachelors
degree in Business (Management, Marketing, Finance, Accounting, or Economics) and preferably an
MBA. The candidate must have excellent analytic skills and be able to detect opportunities for market
growth and expansion. In addition, the candidate must have outstanding interpersonal skills and
understand their role as a coach and mentor, as well as a supervisor. The candidate must be willing to
work some nights and weekends (approximately two nights a month, and four weekends a year). The
candidate must have exceeded their own sales quota by at least 20% in the last two years.
Preferred but not required for consideration: Bilingual (English and Spanish)
Marcy
Bilingual regional salesperson for Miami-Dade. She has been with the company for 10
years; three years in her current position. She is known as a real go-getter, having just
completed her B.A.S. at Broward, while working FT. She has a strong reputation for
being a people-person and can often convince direct reports to take on additional
responsibilities. She exceeded her quota this year by 15% and by 12% the previous year.
Would have an issue with some work outside standard schedule due to a family
commitment.
Ken
Regional salesperson for Palm Beach County. He has an MBA and has worked in his
current position for two years. His sales analyses are legendary, and he is able to
recognize missed opportunities and grow the market in his region. He can be a bit
arrogant and has a reputation for being a micromanager, but he eventually gets results.
He does not speak Spanish. He exceeded his quota by 22% last year, and 21% this year.
Has no issue with work on occasional night or weekend.
Marco
Regional salesperson for Broward, also bilingual. He has been with the company for 8
years and will graduate with a Bachelors degree in Management in May 2023. He is the
most reserved of the group but gets results through his excellent listening and
communication skills. He exceeded his quota by 24% last year, and 21% the year before.
He has a good eye for identifying internal talent and developing a strong team. No issue
with nights or weekends.
Elena
She is a bilingual salesperson who is working in the Tampa region and would like to
transfer to the South Florida group. She has an MBA and has been with the company for
five years. She comes with a strong recommendation from her current supervisor in the
Tampa office. He has mentioned her strong people skills and results orientation. She
met her sales quota at 20% this year and was at 18% the year before. Can work nights or
weekends as needed.
Develop a SWOT analysis for each candidate thoroughly considering all the pros and cons each has.
As a team, make a reasoned recommendation to present.