Responsible for all activities, actions and results for a defined geographic region, comprised of several sales territories. Consistently increase sales, profits and market share by ensuring each individual territory has the best distribution available, and that sufficient support is provided, so each player's efforts are optimized.
Requirements
- Frequent overnight travel (by vehicle or by air) away from home.
- Have phone, written and personnel sales contact with distribution, national account and their field personnel and end-user customers.
- Make end-Users calls to support sales efforts of accounts/distribution and to learn about sales/quality/application issues of product.
- Set territory and regional sales goals, attainment criteria, monitor attainment and act, as necessary on outcome.
- Understand business climates in Region and territory(s) by analyzing business trends and by thorough communication with all types of customers.
- Understand competitors in a given region or territory and utilize that information to have business plans to combat competition or seek them as customers.
- Utilize annual business or action plan with distribution and/or accounts so they have a finite business plan with Rotary.
- Prepare and utilize a business contact agenda on all contacts.
- Have a thorough knowledge and understanding of all performance reports and reporting metrics. Be able to present those metrics to customers and or management.
- Highly efficient utilization of salesforce automation tools of PDA, Computer, field presentation projector, field cameras, etc.
- Understand all pricing practices, discount procedures and how they impact profitability by product.
- Whenever deficient, seek, establish and develop new distributors (per market area), installers and national/regional accounts.
- Be efficient with the computer. Seek to have a skill level of 7 or above (out of 10) in PowerPoint, Excel, Word, Outlook and other existing software utilized by company.
- Maintain appropriate budget and understand the allocation as it relates to the percent of sales. Access monthly budget expenses via the internet and make adjustments as necessary.
- Utilize and navigate within internet to communicate, review and gather competitive information, conduct business travel reservations.
- Forecast regional, territory and distribution/accounts sales budgets utilizing corporate software (Budget Plus) or appropriate.
- Manage and communicate with all National Accounts in Region. Provide updates as to the status of the accounts monthly.
- Provide communication on regional performance and activities to management via a brief summary(s) as requested and in monthly regional summary(s).
- Provide timely communication with supervisor on all events in the market place that could affect the company.
- When internal action is required to resolve a challenge, communicate needs to appropriate parties to facility resolution.
- Provide product/technical knowledge for Rotary and competitive products to distributors, national accounts and end-users.
- Report early product quality and/or service issues to Rotary via email or monthly reports.
- Train and mentor distribution/accounts in the utilization and continual access of Rotary’s technology tools and systems (RDW, Lift/Ordering, lead management)
- Promote and execute marketing, leasing, sales tools, new products and other company programs to corresponding channels and/or users.
- Coordinate trade show that fall within the region and implement equipment and set-up work for the show and tear down the equipment.
- Conduct sales training in the field, or at national meetings and at the schedule training classes held at corporate facilities.
- Assist Customer Relationship consultant in resolving accounts receivable issues with delinquent or problem account situations.
- Assist Customer relationship consultant with special service issues
- Personal installation of equipment at trade shows and/or any end-user locations.
- Heavy external contact with national account customers, end-users, key account personnel and distributors. Internal contact includes: Director of North American Sales, VP Sales & Marketing, all Sales & Marketing Manangement personnel, Regional Managers, CRCs, marketing employees, all Senior Management, Operations Manager, engineering staff, manufacturing staff, IR staff, shipping/receiving/traffic personnel, shop floor employees and any others, as required.
Benefits
- 401(k) savings plan with employer contributions;
- medical, dental and vision insurance;
- wellness programs;
- health savings account, health care and dependent care flexible spending accounts;
- company paid short-term disability and long-term disability;
- company paid employee basic life and AD&D insurance;
- supplemental employee and dependent life insurance;
- optional accident, hospital indemnity and critical illness insurance;
- adoption, surrogacy, and fertility benefits and assistance;
- commuter benefits;
- parental, military, jury duty, and bereavement leaves of absence;
- paid time off, including 11 paid holidays per calendar year, paid vacation days beginning at 80 hours annually, 24 paid sick leave hours annually or as provided under state and local paid sick leave laws;
- tuition assistance;
- business travel services;
- employee discounts;
- an employee assistance program that includes company paid counseling sessions and legal services.
