Regional Sales Manager

GENERAL JOB DUTIES:

The Regional Sales Manager is responsible for selling or leasing the assigned Morrow Equipment products to the customer base in Tennessee and Kentucky. The primary focus is travelling throughout the district as required to call on regular and perspective customers, solicit orders and work with such customers, increasing market share in the assigned district, negotiating pricing and terms for the sale or leasing of equipment, ensuring that customer needs are met and fulfilling any additional duties assigned by the VP of Sales or President.

ESSENTIAL JOB FUNCTIONS:

• Promote the Morrow brand and culture in daily interactions with customer base.
• Dress professionally wearing Morrow branded attire.
• Always conduct business in a professional manner with the highest ethical and personal standards.
• Grow and maintain customer base in assigned district.
• Be a resource for the corporate staff on competitive pricing and competition.
• Identify and communicate to appropriate corporate staff intelligence on market changes with appropriate suggestions on reactions to market changes.
• Increase market share in product lines in the assigned District to achieve company goals.
• Maintain contact with prospective and current customers prior to and throughout the sales or lease projects.
• Maintain proper territory management skills for efficient sales coverage.
• Utilize company quoting and record keeping systems to timely, consistent quotes to the end customers.
• Properly maintain and submit expenses in a timely manner while following the expense reporting rules detailed in the employee handbook.

PRODUCT SUPPORT:

• Support the promotion of extended warranty programs and preventive maintenance plans to increase both machine and product support sales.
• Collaborate with service team to ensure a singular message of support is communicated to the customer base.

CUSTOMER SERVICE:

• Promote a culture of Safety and high performance to all Morrow employees and customer base.
• Further the relationship with customers needing a higher level of interaction and support from the Company.
• Promptly address customer complaints and resolve concerns.
• Increase customer engagement, interactions, and transactions within the assigned District.

OTHER FUNCTIONS:

• Assist as requested in the compliance with all local, state and federal laws and regulations.
• Assist in the elevation of the Company’s public image including participation in industry associations and community organizations.
• Assist with other duties assigned and directed by corporate management within the framework of Morrow Equipment Company, L.L.C objectives.

KNOWLEDGE/SKILLS/ABILITY:

• Strong knowledge of marketing, sales strategies and tactics.
• Strong industry and product knowledge.
• Strong knowledge of customer service skills.
• Maintain a strong code of ethics and honesty at all times.
• Meets commitments and deadlines.
• Stays focused under pressure.
• Demonstrates openness to new structure, procedures, technology.
• Able to travel using own and/or company vehicles.
• Able to work a flexible schedule as needed.
• Skilled at using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Excellent computer skills including Microsoft Office programs.
• Demonstrates positive work ethic.
• Identifies what needs to be done and takes action without being asked.
• Anticipates and accurately defines needs and problems.
• Carefully prepares for meetings.
• Understands and operates within applicable policy and procedure.
• Strong social perceptiveness and awareness of others’ reactions and understands why they react as they do.
• Able to handle sensitive and difficult situations with tact and diplomacy.
• Energetic, forward thinking and creative with high ethical standards and an appropriate professional image.
• Adept at working within a team working environment.
• Able to successfully mediate between various stakeholders.
• Listens and responds constructively to other’s ideas.
• Provides assistance to others when needed.
• Listens effectively. Ensures that regular, consistent communications take place with other employees as needed.
• Excellent oral and written communication skills.
• Tailors the content of speech and written communication to the purpose and receiver.
• Organizes ideas clearly.

EDUCATION/WORK SCHEDULE:

• College degree preferred, with undergraduate coursework in business, marketing, finance or related field.
• At least five years of Sales experience in the Heavy Equipment Industry or any equivalent combination of education, experience, skills and abilities that enables the individual to perform the primary duties of the position.
• Must have a valid driver license without restrictions.

Job Type: Full-time

Experience: Sales / Rentals of Heavy Equipment: 5 years (Preferred) Education: Bachelor's (Preferred)

Required travel: As needed

Benefits: Health/Dental Insurance, 401k

PHYSICAL ACTIVITIES REQUIRED:

Average hours per week: 40 (normal work schedule).

Shift: Day shift only.

Tools or equipment used for this position and frequency of use: Various office equipment

Percentage of time during normal workday the employee is required to:

Sit – 60% Stand – 10% Walk – 10% Lift – 5%

Squat – 5% Bend – 5% Twist – 5% Crawl – N/A

Kneel – N/A Drive – N/A Climb – N/A Reach over Shoulders-N/A

**All of these are required in various percentages that differ according to the assignment.

Weight required to be lifted each normal workday:

Not Required Occasional Frequently Continuously

0-10 lbs. X

10-20 lbs. X

20-35 lbs. X

35-50 lbs. X

50-75 lbs. X

75-100 lbs. X

Over 100 lbs. X

Describe and explain the lifting and carrying requirements. E.g.: the distance material is carried, how high material is lifted, etc.

Lifting: Occasional office supply order or incoming shipment.

Carrying distance: Various requirements according to project.

Repetitive use of hands:

Weight Frequency

Simple Grasping Normal 0-15 lbs. Occasionally

Pushing/Pulling Normal 0-15 lbs. Occasionally

Repetitive use of foot or feet in operating machine controls:

N/A

Sensory requirements (speech, vision, smell, touch, hearing):

All are required.

Environmental factors of each normal workday:

• Time spent: Inside - 8 hours, Outside - 0 hours
• Temperature: Normal indoor temp.
• Humidity: Normal
• Atmosphere: Fumes, Odors, Dust, Gas

These examples are not meant to be all-inclusive and management reserves the right to change, add or delete tasks within this job description in order to meet the needs of the operation or department.

Employees are expected to maintain a clear and orderly workspace, assist co-workers whenever possible and work overtime as determined by management. All Morrow employees are required to comply with Company work and safety rules and maintain safe work behavior at all times.