Regional Sales Manager- Machine Tool Automation

Job Description

Job Description

Job Summary : For California and Washinton

With minimal direct supervision, the incumbent is primarily responsible for driving the sales of Automation Within Reach products and solutions to end-user customers through, but not limited to Gosiger & Non-Gosiger distributorship networks. This position is primarily accountable for sales revenues, gross profit margins, and sales growth / market penetration through the identified account channels within the midwestern region of the United States.

The incumbent is responsible to define and implement the strategies, plans and tactics to cultivate, nurture and maintain strong distribution partner and end-user customer relationships. The incumbent reports to the Director of Sales of Gosiger Automation / AWR, LLC, or the Sales Manager, and interacts with, but not limited to Fanuc, Okuma, Haas for support and assistance.

Essential Accountabilities and Measures :

• Develops and maintains a strong working knowledge of Automation primarily as related to the machine tool industry and related processes, automation products, and services sold.
• Maintains a working familiarity with competitors, competitive products and competitors' methods helping AWR establish and retain a leadership position on the cutting edge of technology.
• Projects to customers through personal professionalism, performance, and communications both oral and written the Gosiger competitive edge known as the “Gosiger Advantage and Serious Solution,”
• Is primarily responsible as Gosiger's primary point of customer contact to qualify potential customers and to determine through interview and observation customer automation needs and budgets for potential business opportunities.
• Determines personally or solicits qualified inputs to determine Gosiger's ability to provide a viable automation solution for needs identified.
• Is responsible as Gosiger's primary point of customer contact to interview customers, collect and disseminate information pertinent to the generation of appropriate automation proposals.
• Primarily responsible for pre-sale project activities, however, supports program management of critical / complex / difficult projects (maintains active involvement) through installation to ensure customer satisfaction and provide continuity.
• Has direct input into contract interpretation and all customer discussions regarding changes to the ‘Scope of Work' and ECO's.
• Is responsible to produce business presentations and generate automation sales proposals for customers to support identified business opportunities.
• Presentations and proposals must be detailed appropriately relative to the timing and the probability of a project's undertaking.
• Strives to meet and exceed annual sales objectives. Negotiates favorable customer payment terms.
• As a business agent of Gosiger and primary customer contact, the incumbent is responsible to monitor and support the timely collection of customer accounts.
• The incumbent must maintain business expenses within budget and / or reasonable limits.
• Ensures ongoing, current communications between the end user, distribution partners and Gosiger team members throughout the course of automation projects.
• Maintains a strong teamwork relationship with distribution partners, Gosiger team members as well as supplier personnel.
• Develops and maintains strong distribution partner and end-user customer relationships and cultivates relationships with prospects.
• Maintains close relationships with primary suppliers such as Fanuc, Okuma and Haas as well as secondary equipment suppliers.
• As the primary point of customer contact, the incumbent will host customer visits at Gosiger headquarters and / or appropriate supplier sites such as Fanuc, Okuma or Haas. The incumbent schedules / circulates detailed meeting agendas and coordinates all details related to customer visits.
• Utilizes Salesforce or other company mandated CRM to track contacts, log calls, enter meeting notes, create tasks and assignments, receive / follow-up on tasks / assignments. Accurately forecast the close of business. CRM must be updated on daily / weekly basis.
• Where divisional procedures are defined, sales processes must be compliant. Provides an annual business plan for strategic planning.
• Responsible for maintaining technical, commercial, and interpersonal communications skills through continuous development.
• Attends and actively participates in supplier and company sales training programs.
• Train, assist, and support team members within Gosiger on problem-solving and meeting division / company goals.
• Continuously reviews current processes and searches out improvement methods to improve product / process quality, reduce waste, rework and unnecessary work that adds no value to the work or process.
• Based on business need, assists / supports in other job functions within department, division and company within scope and ability. Assumes accountability and responsibility for assigned projects and programs.
• Responsible facilitating AWR sales blitz's coordinated with the local distribution sales team
• Responsbile for consistent visits to distributor facilities within the incumbent's territory at a minimum of once per quarter; based on the calendar year.
• Responsible for accurate and consistent account management using Gosiger's CRM and Sharepoint platforms
• Responsible for new account sales calls weekly which are to be logged in Gosiger's CRM and updated daily / weekly
• Responsible for bi-monthly distributor forecast meetings for accurate AWR forecasting which is to be accurately logged and updated in Gosiger's CRM
• Responsible for distributor trainings and showroom presentation
• Candidate must reside in either California or Washington
• Experience in machine tool processes / automation engineering demonstrating a strong electro- mechanical / technical aptitude.
• Superior interpersonal communication skills, professional demeanor and customer confidence and relationship building abilities.
• Inquisitive nature, willing and able to ask questions of customers, suppliers, and team members necessary to assimilate meaningful, automation solutions.
• Honesty, personal integrity, and the personal initiative necessary to work independently without direct supervision or oversight.
• Strong presentation skills with the ability to think independently and express / convey new thoughts and alternative methods.
• Strong negotiation and persuasion skills
• Demonstrated experience in project management and time management
• Fluent in Microsoft Suite
• Strong initiative, competitive nature, and strong goal orientation. Must have excellent attention to detail.
• Must have a valid driver's license. Must have or be able to obtain and maintain a valid passport for out-of-the-country travel.
• Ability and willingness to travel as job demands.
• Must be able to drive and have a valid driver's license with a good driving record.
• Must be able to obtain a personal credit card for business expense. Gosiger reimburses approved expenses weekly via direct deposit.
• Ability to travel by automobile and airplane.
• Must be able to stand for long periods of time and walk-through customer manufacturing facilities.

Working Conditions :