Regional Sales Manager


Note: Work and Manage sales from Home based office

Manage the Dealer relationships within a defined geographic region to grow sales volume and market share while strengthening company profitability and increasing product line representation through the dealer network.


Duties and Responsibilities:

Manage dealer relationship to promote sales growth
Support through dealer visits, supplemental reports, and other modes of communication
Deliver sales, systems, and product training to appropriate dealer staff
Manage region inventories to ensure adequate availability and stocking of product
Regional and dealer tactical marketing planning and engagement
Develop and establish regional and dealer tactical marketing plan
Ensure dealer engagement in national marketing programs
Corporate support and insight through participation in sales and marketing events and reporting
Sales forecasts to assist in proper planning for inventory and program planning
Monthly reporting required to provide insight into competitive landscape, product performance and reliability, market trends, marketing and promotional activities
Improve dealer and distribution network to achieve short, mid, and long term objectives
Work with Dealer Development to create and execute dealer network strategy
Improve overall customer satisfaction to ensure high levels of customer retention
Protect company assets
Support internal departments to ensure dealer compliance to rules and regulations

Requirements:

Degree in Business or Marketing, or combination of education and related experience
5+ years of experience in working with a dealer distribution required
Experience in developing marketing and sales plans within a dealer network required
Experience and understanding of trade shows and customer experience required
Experience as a coach, mentor, negotiator, and business advisor required
Excellent verbal and written communication skills required
Structured report writing skills
Excellent computer skills (Power Point, Excel, Word) and on-line fluency
Time management skills to manage multiple tasks
Able to work with minimal supervision and make decisions based on sound decision making approach
Problem solving aptitude

Job Description:

Regional Area Sales Manager

Managing existing account and Cold-calling new customers OEMs and Distributors and closing technical sales
Recommending and specifying new products and services
Maintaining and expanding existing customer base thru direct sales and distribution sales channels
Identifies market potential by qualifying accounts.
Initiates sales process by scheduling appointments; making initial presentation; understanding account requirements.
Closes sales by building rapport with potential account; explaining product and service capabilities; overcoming objections; preparing contracts.
Expands sales in existing accounts by introducing new products and services; developing new applications.
Contributes information to market strategy by monitoring competitive products and reactions from accounts.
Recommends new products and services by evaluating current product results; identifying needs to be filled.
Meets regional sales objectives.
Establishes sales objectives by creating a sales plan and quota for each state in support of regional objectives.
Maintains and expands customer base by expanding and training distribution channels; building and maintaining rapport with key customers; identifying new customer opportunities.

EXPERIENCE

A minimum of 3-5 years of outside sales experience with a proven performance history.
Ideal candidate will possess strong technical skills (electrical / mechanical) and hold a technical diploma/degree
Experience with Technical product (Sensors, Motion systems, control systems, RFID, Machine Vision, Industrial Networking process control and factory automation solutions)
Able to work in a fast paced environment.

SUMMARY:

Area Sales Manager is responsible for greater Toronto West area, including Muskoka region and environs. The Area Sales Manager will be responsible for growing sales of comprehensive offering of automation products and solutions with a focus on defined key industries.

KEY RESPONSIBILITIES:
 Develop and maintain value-based relationships across the customer’s organization to include operations, engineering, sales, marketing, estimating and executive management
 Gather and assimilate knowledge of the customer’s business, competitors, and internal processes.
 Utilize strong sales processes including account planning, sales strategy development and execution to generate/develop strong consistent growth from assigned account list
 Focus on high-tech product offering and solve sensor applications where necessary
 Develop and maintain value-based relationships across global organization to include business development, operations, engineering, sales, marketing, and executive management to aid in global coordination of projects
 Leverage the strengths of the appropriate fulfillment channel to maximize value and minimize cost
 Generate cost-saving ideas and document their impact on the customer’s business objectives
 Effectively present the total cost of ownership for integrated architecture
 Maintain knowledge of competitors' strengths and weaknesses to include both product and channel.
 Fully comply with expectations for the use of all internal business systems: SAP, Business Warehouse (BW), C4C (cloud for customer). etc.

KEY REQUIREMENTS/QUALIFICATIONS:
 Technical, post graduate degree with 3 - 5 years of industrial automation sales experience and solid, local market knowledge; Hunter/Qualifier sales profile.
 Proven track record of successful, complex, high-level negotiations
 Familiarity with all levels and functions of current and future plant-floor automation architectures
 Solid proficiency with MS Office and virtual meeting tools, such as MS Teams, Zoom, etc.
 Excellent written, verbal and presentation skills (to include both large and small groups)
 Must be able to effectively function in a team environment.
 Candidate will be expected to travel throughout the territory visiting with customers & distributors
 Overnight travel is required (approximately 10-15%, including HQ Training & Meetings).
 Occasional travel to the U.S. for training, sales meetings may be necessary. All applicants must be legally eligible to enter the U.S.
 Resides in the above defined geographic area.

Provide Product Support to the dealer network. Keep dealer sales teams updated on current market trends and assist in sales training on all new products. Supports Dealer relationships to grow volume and market share while strengthening profitability and increasing product line representation.

Requirements:

• Improve Dealer Product and Market knowledge
• Deliver sales, systems, and product training to appropriate dealer staff
• Provide training and support for dealers on New and Existing Products.
• Assist in managing region inventories to insure adequate availability and stocking of product
• Ensure that the dealer sales staff receives the necessary training to be competitive in the marketplace; product knowledge, competitor comparisons, benefits and disadvantages, application specific information, growth areas, opportunities
• Review history and recommend ordering quantities to dealers
• Overcome resistance to ordering what is needed to achieve growth and Operating Plan.
• Monitor Inventories to ensure dealers are prepared for seasonal variations
• Provide insight, through monthly activity reports
• Be involved with dealer promotions, facilitating the dealer and training how to best demonstrate our products.
• Customer support as required by the dealer
• Monthly Field Intelligence report and Demonstration Reports


Qualifications:

• Degree or Diploma , or combination of education and related experience
• Background in Agriculture equipment industry Setup, Demo Walkarounds, Sales Process
• Experience working with a dealer distribution network - 5+ years’ experience
• Experience in developing marketing and sales plans within a dealer network
• Experience and understanding of trade shows and customer experience
• Experience as a coach, mentor, negotiator, business advisor and or trainer
• Excellent computer skills and on line fluency – PowerPoint, Excel, Word