The Regional Sales Manager is responsible for driving new customer sales, developing new business within existing key customers, developing and managing Independent Manufacturers Representatives and an array of national and local distribution partners for Amphenol Piezo Technology Products group (Wilcoxon Sensing Technologies & Piezo Technologies). This position will prospect for new clients through networking, cold calling, researching or other means of generating interest from potential clients and is the primary point of contact for new and existing customers within the defined customer base and geographic area of responsibility to identify and develop new applications within the defined customers.
Maintain confidentiality in all areas of responsibility as required.
Promote the company’s development of a cogent work ethic, loyalty, integrity and proper business philosophy.
Maintain consistency in all interactions with associates.
Stay abreast and updated on current trends and opportunities that could impact the company.
Adhere to company procedures and guidelines.
Stimulate maximum efficiency, productivity, and quality.
ESSENTIAL JOB DUTIES & RESPONSIBILITIES
Highly skilled in strategic selling, follows a systematic and defined process that ensures a high level of conversion to long term consistent revenue production.
Prospect for new customers, identify key decision makers, develop strong application understanding and recognition.
Develop a robust pipeline of New Business Opportunities (NBO) within assigned market and geographic area through networking. Grow and maintain network to meet customer targets.
Manages Independent Manufacturers Representative organizations. Evaluates, trains, hires and terminates Independent Representatives. Assess needs and holds Reps accountable for meeting regional performance objectives.
Develops and manages network of authorized distributors. Assesses needs and holding distributors accountable for meeting regional performance objectives.
Conduct regular joint sales calls with Reps and distribution sales teams. Trains on application recognition and solution selling. Ensures effective product knowledge and product positioning.
Regularly visits prospects and existing customers to develop and maintain a personal presence and engagement throughout the customers organization.
Conduct regular meetings with key decision makers within engineering, manufacturing, quality, procurement and effectively present technical solutions, product advantages and performance specifications as they relate to the customers application.
Work with internal engineering, finance, and product management teams to develop proposals that address to the client’s needs, concerns, and objectives.
Maintain accurate records and files for all leads, quotes, and programs. Fully utilize the sales database for all proposal, NBO and customer activities.
Skillfully handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.
Monitor engineering and production schedules and assuring excellent communication with customers.
Support company forecasting and business planning requirements, creating monthly and quarterly reports.
Determine the best method to resolve complex customer issues and ensure strong voice of customer in every aspect of business management.
Lead in trade show planning, attend industry functions, such as association events, tradeshows, and conferences, provide feedback and information on market and technical trends.
Perform all other duties as assigned.
Minimum 10 years of experience calling on a diverse sales territory consisting of commercial, military/aerospace, industrial, HORV, test instrument accounts and distribution.
Ability to travel up to 50-60% of the time to meet the requirements of the position.
Must be a U.S. Person within the meaning of ITAR. ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee.
Ability to understand and implement piezo ceramic theory and ultrasonic transducer design
Ability to understand and implement vibration monitoring concepts
Ability to interpret engineering standards as they pertain to applications
Ability to assimilate and understand information within the company and piezo ceramic crystal and transducer field
Excellent interpersonal skills to develop and manage relationships with Reps and Distributors.
Team player, self-directed and highly motivated
Well-developed organizational skills and ability to manage multiple priorities
Excellent written and verbal communication skills
Ability to research/gather data and compile information to prepare reports and quotations
Proficient with Microsoft Applications and database management tools
Ability to prepare and present oral presentations
Bachelor of Science Degree, Electrical or Mechanical Engineering preferred
Equivalent combination of relevant education and work experience (technical sales, field application engineering, or sales support of technical products) that will allow successful performance of job expectations will also be considered.
ENVIRONMENTAL & PHYSICAL REQUIREMENTS
Office / Sedentary Requirements:
Incumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment but also requires extensive travel via car or airplane to meet with customers. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.
ADDITIONAL INFORMATION REGARDING JOB DUTIES AND JOB DESCRIPTIONS
Job duties include additional responsibilities as assigned by one’s supervisor or another manager related to the position/department. This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. Wilcoxon Sensing Technologies & Piezo Technologies reserve the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities, subject to applicable law. Wilcoxon Sensing Technologies & Piezo Technologies shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.