Sterling Heights, Michigan
Regional Sales Manager Job Opening in Sterling Heights, Michigan - JOB DESCRIPTION : Responsible for the development of new and potential accounts within the assigned geographic area. Creates and implements sales strategies. Develops, implements and achieves targeted new sales goals by orchestration of the sales process including prospect identification, prospect qualification, organization survey and execution, proposal development, proposal delivery and contract negotiation.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may also be assigned. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
JOB DESCRIPTION
Manage the entire sales process from prospect initiation to securing commitment with an assigned customer(s) by identifying new opportunities and filling the new product pipeline.
Own customer relationship; communicate the Coe Press total business offering by demonstrating alignment of Coe Press capabilities with customer needs.
Develop and implement an account territory plan; prospect and identify new opportunities within account and territory while protecting core revenue base.
Effectively sell the Coe Press story to ensure an intimate understanding of who we are, what we represent and what we can offer. Serve as an advocate of Coe Press by being able to clearly define Coe Press from a high level to the detail of a specific product offering.
Execute account and territory plan to achieve annual quota.
Grow market share within a territory and account base.
Identify and develop new business opportunities within account base and territory.
Maintain regular communications with key customers within territory/account. Ensure timely communication of problems and opportunities to management or other key Coe Press functional areas and ensure corrective actions are in place when needed.
Identify and develop relationships with critical decision makers in the prospecting phase through regular face to face engagements, understanding customer needs and continued follow up to ensure new quoting opportunities.
Assess and develop plans to penetrate the various functions within the customer organization and develop deep and broad relationships with key decision makers. Facilitate expansion of key relationships for critical functions between the customer and Coe Press.
Develop intimate knowledge of customer, its markets, and their business trends by creating and maintaining an account profile, developing an account strategy and detailing a tactical execution plan.
Work closely with the Engineering, Marketing and other critical functions to ensure ongoing execution of commercialization strategies.
Take ownership of all strategic quotes and contracts, serve as the key negotiator and utilize sales processes to solicit and to coordinate feedback internally.
Develop and present a business case for new opportunities to management team.
Work in partnership with the Engineering and Proposal to understand customer requirements and needs, and present winning solutions.
Understand industry and market trends as well as sales analytics related to customer and translate into targeted opportunities.
Engage with customers at trade shows, conferences, and industry meetings.
Update CRM (Salesforce) daily based on sales activities.
Perform calculations to assure correct applications, ie, performance spreadsheets and calculations.
Maintain awareness of project status, changes, delivery, installation and customer satisfaction.
Maintain communication with customer, dealer and Sales Administration throughout project.
The ability to quickly identify viable leads and potential opportunities is a must. In addition, maintaining and strengthening existing long term customer relationships is a key priority.
Attend trade shows and technical meetings as a representative of the company. Generate a report on the event including leads generated, customer contacts, competitive activity, and the overall value of the event for our company
Assist in the development of detailed proposals, follow-up with customers to receive feedback concerning the ongoing development of the offering and coordinate discussions with our internal support team when necessary to qualify details of the system
Interpret customer specifications; develop proposal to meet the project specifications including selection of equipment such as pumps, piping, valves, and controls.
Assist in the review of inquiries and make decisions concerning whether or not to bid.
Assist with pricing strategy to maximize gross margin for each project while providing the best opportunity to win
Reporting clearly and concisely on a daily, weekly and monthly basis and working in concert with the Director of Sales is a core part of this job role.
EDUCATION/ EXPERIENCE
Bachelor?s degree.
10+ years of direct sales experience.
Demonstrated experience in prospecting and growing a new territory
Proven experience in selling high dollar complex technical standard and custom products to customers. Selling automation solutions and capital equipment highly desired.
Ability to effectively present and communicate in both an individual and group setting
Attention to detail and commitment to consistently follow through with customers and fellow employees
Must be willing to travel approximately 50-75% of the time
Strong business acumen
Strategic selling skills
Detail and results oriented
Job Type: Full-time
Required education:
Bachelor's
Required experience:
Direct Sales: 10 years
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