What are the responsibilities and job description for the REGIONAL SALES MANAGER - Turning position at Murata Machinery?
Job DetailsLevelExperiencedJob LocationCleveland - Cleveland, OHPosition TypeFull TimeTravel PercentageUp to 50% Job CategorySalesDescriptionSUMMARY Directly responsible for all sales and all business development activity in respective region, including the achievement of objectives set as part of the overall company and region business plan. Plans, organizes, and administers Machine Tools Division sales activities including planning, forecasting, training, product planning, sales expense, and employee relations.ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.-Meet established sales objectives within territory through distributor sales organizations, field sales activities, and direct sales activities that secures maximum sales to support the division operating plan including performing and directing the following sales activities : -Evaluate market potential with Distributors to identify and grow new Murata customers and meet or exceed the company's annual goals for new customers for all levels of project sales (i.e. quick-sale, turnkey). Maintain existing distributor and customer relationships to expand new-business potential within existing customers.- Under the direction of the NA Sales Manager, manage the territory Distributor Sales organization by setting goals and objectives through the distributor sales management across all levels of project sales (i.e. quick-sale, turnkey). Prepare and conduct quarterly reviews with distributor sales organizations. The quarterly report will be submitted to Murata Sales Management for review.- Maximize company profit through the sales of products in territory.- Build and maintain strong relationships with Dealer Management and Field Sales with frequent contact (visits, ride-alongs, phone calls, emails and especially frequent reviews) as to drive more sales. - Establish short and long-term business plans for region covering future investment areas such as : -Dealer enhancement / changes -Competitive strategies. - Develop distributors to maximum utilization and opportunity within region through training, appraisal, and counseling and strategy development.-Receive and submit a monthly report from distributors identifying opportunities, closed-won, close-lost (reasons), etc. for all levels of project sales.- Manage and maintain the territory sales activities through the company CRM (Salesforce), including lead nurturing, opportunity management, account, and distributor maintenance according to Murata required standards.- Complete budgetary quotes and quick-sale quotes for distributors and / or customers as needed.- Supply required documents and project information to the Proposals Department to generate accurate and complete quotation for customer.-Review customer quotations, economic justifications, arrange and conduct product demonstrations and project negotiations to close-win orders.-Prepare and supply technical documents, manuals, machine, and systems data needed by distributors and customers as needed. Assist Customers in preparing for machine installation, including appropriate Customer training and selection of accessories such as tooling and repair parts.- Manage and maintain accurate sales forecasting through the company CRM (Salesforce), sales activity reports, market analysis and market share information, competitive and industry trends, and monthly updates to keeps management informed of trends and activities in the territory.- Participate in company business plan process and review.- Assist and coordinates with Aftermarket Services and Finance to maintain good customer relations and image, minimizes receivables, minimizes warranty and product liability costs, and identifies needed areas of product improvement.- Assist the Marketing communications by participating in trade shows, presentations, and participation in technical seminars and associations, and recommends new sales aids or changes.- Recommend the development of new products and expanded use of existing product lines or modifications including market studies, marketing field tests, and development programs.- Direct the development of procedures and practices and recommend product changes to continuously reduce product and operating expenses as measured by the Turning Department's performance.- Make recommendations regarding adjustments to prices, terms of sales, distributor selection, and territory and distributor agreements.- Maintain an effective relationship with other Field Sales and Service personnel and other functions and represents the Machine Tools Division to promote good business and community relationships.QualificationsEDUCATION and / or EXPERIENCE Bachelor's degree (B. A.) from four-year college or university preferred; minimum of three to five years of experience selling a variety of numerically controlled machine tools or related metal cutting machines; experience selling a variety of simple to complex automation a plus. Demonstrated management experience or potential; strong analytical ability in marketing, and management areas; general business and technical aptitude, potential, or background; or equivalent combination of education and experience will be considered. Experience managing and working with distribution network is a plus. Salesforce experience is a plus. LANGUAGE SKILLS Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.MATHEMATICAL SKILLS Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.REASONING ABILITY Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables. Must have very high level of good judgment due to great number of daily operating decisions that must be made. TRAVELThis position requires up to 50% travel including domestic and international. A valid driver's license and good driving record are required.EOE, including disability / veterans.
