Regional Sales Manager - San Francisco

ifm efector, inc. - Walnut Creek, CA

Company Description

ifm electronic is a global company with over 5,000 employees in 70 countries. Our core business is to develop and produce sensors and controls for industrial automation and process applications. ifm efector, inc., a subsidiary of ifm electronic, is headquartered in Malvern, PA.

"Exceptional success can only be achieved when the employees believe in the company and when they know that they are treated in a fair and honest way." -ifm philosophy

We have a fast paced and collaborative work environment. ifm believes in openness to ideas and a culture where employees are defined by their capabilities and contributions rather than title or tenure.

Regional Sales Office (Walnut Creek, CA) Description

ifm continues to grow its US sales force and branch sales locations, including the recent signing of a lease for a new, regional sales office in Walnut Creek, CA. As a result, we are seeking a Regional Sales Manager who will initially lead 4 experienced ifm sales people and grow the business annually with double-digit growth.

This newly created, regional sales office is a significant part of the company’s west coast growth strategy. The new, regional sales office is supported by the company’s sales support resources (i.e. technical sales, inside sales, marketing, senior sales leadership, etc.), located in Malvern, PA. This is one of the most exciting strategic actions taken by ifm so far in 2018.

This highly visible leadership opportunity is organizationally positioned to greatly leverage ifm efector to meet long-term vision for safe growth and significant sales. The position, which reports to the National Sales Manager, requires a self-confident, servant leader to coach an already very successful and knowledgeable branch sales team to the next level of achievement.

Position Description

The rate of change across the industry is incredibly fast, not just for ifm, but also for their customers. This has led to new and ever-changing challenges. ifm provides solutions to both business and technology issues. Therefore the sales team at ifm needs to possess the skills to understand all types of challenges customers face not just the technology involved. As the Regional Sales Manager, your primary role is to lead your sales team by coaching and mentoring them on how to approach and manage customers, situations and work colleagues alike.

Specific to the Walnut Creek office, there is a great deal of complexity and variety in their customer base and its’ challenges. Historically Michigan was at the forefront of factory automation, but the emergence of Silicon Valley in a number of spaces, such as self-driving cars, electric vehicles, winery automation, robotics, internet of things (IoT), and a multitude other disruptive technologies has led to an exciting new business landscape.

Coach, develop, hire & train your team, leading by example
Coach field sales team on how to maximize sales effectiveness in an environment where buyer behaviors and expectations continue to evolve.
Develop customer strategies with field sales engineers to understand and leverage the human dynamics between multiple decision makers in strategic accounts.
Drive a sales branch team that exhibits world-class sales behaviors in providing perspective, conscious collaboration, and performance accountability to customers and the internal ifm organization.
Increase ifm efector sales to machine builders, system integrators and manufacturing plants.
Develop new strategic accounts while motivating sales team to hit double-digit, annual sales growth for branch office.
Establish and strengthen relationships with top strategic customers in the branch.
Participate on joint sales calls to stimulate customer growth and mentor Field Sales Engineers.
Partner with National Sales Manager and ifm business intelligence department to evaluate market opportunities, customer needs and sales potential to maximize ifm's return on investment.
Assign sales territories and list accounts for branch.
Coordinate training, support and follow up with ifm Technical Trainer. The Regional Sales Manager will create career development plans for new sales people, and reinforce the training in the field during customer visits.

Five plus years of proven field sales experience working directly with newly acquired and existing customers in the industrial automation and/or process industry marketplaces.
Experience working with distributed sales and leadership teams.
Verifiable, proven coaching success as a sales leader growing direct report sales success and career development.
Successful track record of balancing one’s own responsibilities to develop new business accounts while motivating branch sales team to hit double-digit annual sales growth. Skilled in executing and leading simultaneously.
Collaborate with senior leadership, inside sales, product management, customer service, and order fulfillment to add additional customer accounts to the ifm portfolio in this branch.
Excellent communication, negotiation, organizational, coaching and presentation skills.
Willingness and ability to travel 15-20% of time out of local region and attend sales leadership meetings.
Bachelors degree in engineering, business or related discipline with strong mechanical aptitude required.
High level of abstract reasoning ability.
Knowledge and proficiency with technology to credibly engage with all levels of an organization from engineers to the engineering director or CEO.

Scenario Planning Experience:
The growth opportunity for this role is tremendous. ifm efector is specifically seeking a leader who has been exposed to a decentralized organization that sells cutting edge technology. The Regional Sales Manager will have to understand the growing pains experienced by ifm efector and be able to offer strong alternatives and solutions.

The position engages in discussions and decisions regarding Key Performance Indicators (KPI), talent acquisition and development, and overall challenges tied to rapid growth.

The Regional Sales Manager will play a role in the internal communication, advocacy, and alignment of the Walnut Creek sales office within the business, and will act as a form of PR for the branch and their value add to the organization. The key to success will be introducing an effective communication style with the branch sales team and greater ifm USA. The position will be responsible for managing communication by promoting an open and transparent environment.

The Regional Sales Manager will communicate a sales strategy and tactical plan that is aligned with ifm’s goals. It will be the Manager’s responsibility to drive this communication behavior within the team and as an example for the organization.

Team Building:
ifm efector is seeking a successful leader with a strong history of effective management skills in an everchanging environment. The change leadership process and experience of the incoming Regional Sales Manager will be discussed with candidates during the vetting process.

There is also an excellent opportunity for the Regional Sales Manager to provide strong mentorship to very experienced field sales engineers. The team is seeking a leader who can further take them on a path to future success, while at the same time, balancing execution of the many deliverables required in driving substantial growth.

ifm efector, inc. is an Equal Opportunity Employer and does not discriminate on the basis of race, color, religion, gender, national origin, age, disability or handicap, marital or protected veteran status, genetic information, sexual orientation, gender identity, or any other category protected under applicable federal, state or local law.

To learn more about ifm, go to

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