Regional Sales Manager - OEM

Brief Position Summary

The Regional Sales Manager (RSM) works to improve AIS s customer position and achieve financial growth in medium and large manufacturing customers (with potential of >$250,000). The RSM aligns with AIS s long-term strategic goals, builds key customer relationships, identifies incremental business opportunities, increases share of wallet, negotiates and closes business deals, and maintains extensive knowledge of current market conditions. The RSM will collaborate with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue and profit. To achieve this, they need to identify unmet needs within their existing customers where AIS s value proposition should be implemented for recognized benefit. RSM will be required to network within the customer s organization in order to meet with influencers to add both direct and indirect material where AIS s solutions can be applied. Success in this role is defined by increasing Share of Wallet within existing customers.

DUTIES And RESPONSIBILITIES

• This position is responsible for identifying, pursuing, and transitioning incremental programs and/or parts to AIS within their existing account package
• Applies extensive solutions, product, financial and market knowledge to sell accounts.
• Maintains highly accurate and complete funnel analytics demonstrating a strategic ownership of business as well as identifies a plan to achieve the growth within the account base.
• Accurate, current management of content in funnel, win/loss, launch status, CRM and other platforms for communicating business resource needs to the organization
• Contacts the appropriate management levels and decision makers within the prospect organization to propose and secure new business leveraging insight selling concepts, tools and value proposition content.
• Negotiates pricing and other terms within the accounts to ensure maximum revenue and profit from new business to include terms and conditions that will minimize the company s risk.
• Prepares detailed financial models forecasting account performance over life of agreement.
• Communicate financial performance expectations across leadership teams.
• Develops and communicates all aspects of newly signed business to department resources (Inside Sales Team, Operations, etc) field sales (SVP, Directors, etc.) and company (legal, supply chain, e commerce, sourcing, VMI where applicable) to ensure rapid and complete penetration and revenue growth of incremental business.
• This role requires superior communication and negotiation skills to align business goals across functional teams.
• Submits to management all required sales and expense reports in a timely manner. Pro-actively entertain in assigned accounts where pre-approved.
• Manage travel and entertainment to meet assigned budgets. Utilizes phone, webcast and on-site visits efficiently to establish regular cadence with both the field leadership team and large customer/prospect site locations as assigned.
• Learns and fosters the AIS culture in the department and throughout the company to ensure unity of purpose and fulfillment of AIS s mission.
  
  

Job Description

• Cleary demonstrates can-do attitude toward supporting new initiatives and programs designed to meet customer needs. Proactive problem-solving approach as necessary to overcome obstacles for customer compliance, growth and profitability.
• Collaborative communication with cross functional teams
• Drives the MSC Culture in the department and throughout the company to ensure fulfillment of MSC s vision and unity of purpose.
• Participation in special projects and performs additional duties as required
• INDICATES ESSENTIAL DUTIES
  
  

To perform this job successfully an associate must be able to perform each essential duty satisfactorily. The requirements listed below are representative of knowledge, experience level and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

EDUCATION And EXPERIENCE

• Associate or BS in a Sales, Marketing, or Technical field is preferred
  
  

Skills

• Ability to execute AIS s strategic sales process, and manage an extended sales cycle
• Demonstrated track record of excellent sales, negotiation, relationship building and closing skills and techniques are required.
• Knowledge of Microsoft Office programs and CRM database
• Experienced in solution selling to the OEM is a plus
• Must possess strong presentation skills and communicate professionally as a dynamic speaker and in written responses to emails; RFPs; RFIs; and when submitting reports.
• Strong business and financial acumen required: advanced business analytics skills including, ability to plan, track and evaluate data
• Strong analytical skills, ability to make quick/calculated decisions, and ability to perform effectively in a team and individual work environment are a must.
• Demonstrated project management skills
• Strong interpersonal and communications skills at the senior management level (oral and written) along with strong attention to detail and follow through required
• Self-motivated to meet specific sales goals
• Demonstration of competitive spirit and ability to overcome obstacles to success
• Strong time management skills while working independently to achieve sales goals outlined by management
  
  

Other Requirements

• This position requires a valid state driver s license and the ability to travel.