What are the responsibilities and job description for the Field Sales position at WIKA Instrument?
BASIC PURPOSE:
Under the direction of the Regional Sales Manager (RSM), maximizes profitable sales growth of all WIKA Products through Channel Partners–Distributor & Rep, Direct Customers and EPC interaction within assigned geographical region.
MAJOR ACCOUNTABILITIES/RESPONSIBILITIES OF JOB:
KNOWLEDGE AND SKILL REQUIREMENTS:
Under the direction of the Regional Sales Manager (RSM), maximizes profitable sales growth of all WIKA Products through Channel Partners–Distributor & Rep, Direct Customers and EPC interaction within assigned geographical region.
MAJOR ACCOUNTABILITIES/RESPONSIBILITIES OF JOB:
- Meets or exceeds annual sales objectives as established by RSM
- Develops & Implements mutual action plan (MAP) with key distributors and representatives
- Holds distributors and representatives accountable to agreed-upon mutual action plan
- Develops and increases channel partner business
- Provides regular sales coverage to existing accounts and evaluates new potential accounts through channel or direct sales
- Establishes and pursues target account programs
- Develops and implements EPC program within assigned geographical region, as required
- Implements business strategy for key locations of national and global accounts
- Provides quotation follow-up, feedback on open quotations with team in a timely manner
- Keeps CRM and opportunity pipeline up to date
- Analyzes need for channel coverage in market segments: Chemical & Petro-Chemical, Food & Pharma, Oil & Gas, Power, Basic Materials, Water & Waste-Water
- Augments/alters distribution as necessary, as result of analysis, to achieve optimum coverage and profitability in conjunction with his/her RSM
- Sets annual goals and objectives with channel partners as required
- Establishes and conducts joint calls on target accounts
- Provides training on new and existing products on a regular basis
- Participates in National, Regional, and local trade shows
- Provides competitive feedback: prices, distribution, catalogs, products, etc.
- Determines market potential and provides business plan as required
- Maintains flow of business information between RSM and Marketing/Customer Service Department
- Operates according to and within budget guidelines
- Files monthly sales report, advance itinerary, and expense reports on a timely basis
- Performs other duties as assigned
KNOWLEDGE AND SKILL REQUIREMENTS:
- Bachelor degree is preferred, but not required
- 5 years industrial/technical experience in sales/marketing/engineering
- Ability to travel extensively
- Strong interpersonal skills
- Proven success in territory management role
- Computer literacy (Excel, PowerPoint, Word and contact management or CRM software)
- Excellent communication, writing, listening and presentation skills
- Sales knowledge, direct and through distribution
- Negotiation skills
- Attention to detail
- Basic understanding of customer contracts
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