This is a Territory Account Manager field sales role, tasked with specifying, selling, and applying LV and MV NEMA and IEC motor and service solutions to our customer base of OEMs, distributors, system integrators, EPC's and end users in Kansas.
Essential Duties and Responsibilities include the following:
Have detailed technical knowledge of the products we represent
Develop opportunities in the assigned geographic territory, calling on established direct accounts, distributor locations and developing new potential accounts
Penetrate the assigned direct accounts, gaining knowledge on their specific needs, applications and customers
Build a partnership with the buying influence(s) within the account, making our office the go-to place for their motor and services needs
Develop a close working relationship with inside and outside sales personnel at the distributor locations assigned to you
Plan your activities with each distributor location, include target accounts, the products to be emphasized, and the training needed to accomplish growth
Lead with the "value formula" as your sales technique, promoting the value our products bring to both the user and to the OEM. Cost is a factor in the value formula, but price should not be the primary sales tool. Work your territory as a business manager, utilizing time management, setting priorities, and communicating effectively
Self-motivation is critical as is the ability to motivate others
You are a member of a team where many people, both at the district office and at our plants, are supporting your efforts. You must respect these individuals and conduct yourself ethically and professionally
Prepare reports of business transactions and keep expense accounts.
Work with inside sales representatives to keep account activities and literature up to date
Enter new customer data and other sales data for current customers into computer database
Attend trade shows as needed
Additional tasks deemed necessary by the Sales Manager
Competencies
To perform the job successfully, an individual should demonstrate the following competencies:
Strategic Thinking - Develops strategies to achieve organizational goals; understands organization's strengths & weaknesses; analyzes market and competition; identifies external threats and opportunities; adapts strategy to changing conditions.
Sales Skills - Achieves sales goals; overcomes objections with persuasion and persistence; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information.
Adaptability - Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.
Consultative Selling - Qualifies potential customers; builds rapport and establishes trust; asks questions to discover client business needs; applies product and market knowledge effectively; presents solutions that meet customer objectives; manages and documents sales process.
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.
Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
Preferred:
o Minimum 5 years industry experience
o Bachelor's Degree in engineering, preferably electrical or mechanical or related insides sales and/or Industrial Electric Motors experience with any 4-year degree
10 years of equivalent experience and an Associate degree may substitute Bachelor degree
Position requires a high level of judgment, exceptional analytical ability and creativity in investigating customer problems that require original and highly innovative solutions
Computer Skills
To perform this job successfully, an individual should have knowledge of SAP, SFDC, Database software; Inventory software; Spreadsheet software; Word Processing software and Order processing systems.
Certificates, Licenses, Registrations
Current driver's license is necessary for travel to other sites for training and sales calls.
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.