OBJECTIVE
Manages and directs the execution of sales plans and initiatives.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Primary Duties:
- Responsible for direct and key account selling activities in assigned regions
- Call on both existing and prospective accounts (distributor branches and some OEM customers) in person and by other necessary means such as e-mail
- Develop account plans for those accounts for which you are directly responsible and conduct regular reviews of these accounts to achieve the plan objectives
Schedule and ensure that all account plans are completed and reviewed in a timely and consistent manner
- Conduct bi-weekly sales meetings where COGS and sales, quotes, and forecast versus plan are reviewed
- Manage relationships with area VPs and regional managers of distributor customers
- Involve yourself in key quotes and follow-up with both the account and the field sales engineers as appropriate relating to quote activities
- Oversee field sales engineers activities on Climax products in assigned regions
- Create, in coordination with the field sales engineers, an annual plan to achieve certain sales objectives in a given territory - this should be updated throughout the year
- Quantitatively measure FSEs by use of COGS and sales data in addition to other agreed upon metrics
- Conduct regular joint sales calls with FSEs
- Contribute to quarterly business reviews with Regional Managers of FSEs
- Actively participate in quarterly and annual Company planning meetings
- Provide reasoning to Senior Staff on overall forecasted sales levels
- Represent the Company at trade shows and within industry associations
- Participate in required company-specific and industry-specific trade shows
- Competently use to gain information and insight into customer, rep and quote capture performance
- Identify a set of standard reports that are needed and utilize information from these reports to make decisions and draw conclusions
- Be an active user of and the reports that are created
Secondary Duties:
- Control and manage your travel and entertainment spending
- Provide customer training - both web-based and in-person - per customer requests
- Other duties as assigned
ABILITIES, KNOWLEDGE AND EXPERIENCE
- Bachelor's Degree (major in Business Administration, Sales Management, or Engineering desirable) or equivalent experience
- Strong mechanical aptitude required
- At least two years of experience in sales in a business-to-business environment - the ideal experience would be in an environment where sales were a mixture of distributors and OEM customers
- Professional selling and demonstrated skills to manage customer relationships
- Excellent communication, organization and problem solving skills
- High level of proficiency in Microsoft Office, including Word and Excel
Measures of Performance
- Contributions to team effort to accomplish Sales and overall Company objectives, including increasing Company profitability
- Demonstration of high level of professionalism and knowledge related to both customers and co-workers
- Development of strong technical knowledge of Company product lines
- Completion of thorough account plans in a timely manner
TRAVEL EXPECTATIONS
- Requires up to 60% travel within the region to customer sites and tradeshows
- Occasional travel to headquarters