Regional Sales Manager

Summary

This role manages and directs the execution of sales plans and initiatives, focusing on direct and key account selling activities in assigned regions. Key responsibilities include developing account plans, conducting regular reviews, and ensuring timely completion and review of these plans.

Job Description

• Direct and key account selling activities in assigned regions.
• Develop account plans for directly responsible accounts and conduct regular reviews to achieve 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 an annual plan to achieve certain sales objectives in a given territory, 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 Salesforce.com to gain information and insight into customer, rep and quote capture performance.
• Identify standard reports needed and utilize information from these reports to make decisions and draw conclusions.
• Be an active user of Salesforce.com and the reports created.

Secondary Duties

• Control and manage travel and entertainment spending.
• Provide customer training – both web-based and in-person – per customer requests.
• Perform other duties as assigned.

Requirements

• 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 – ideal experience is 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 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.