Direct Sales Managers direct and manage all sales activities within an assigned region to achieve revenue, market share, and profitability objectives through direct sales efforts and distributor partnerships. Lead the regional sales organization by establishing sales strategies, territories, quotas, and performance expectations while fostering strong customer and distributor relationships, driving business growth, and ensuring exceptional customer satisfaction.
Scope and Responsibilities:
Essential duties include, but are not limited to the following:
- Proactively attains a safe and healthy work environment for all employees.
- Lead and develop a high-performing sales team that effectively differentiates MAZAK products and services, follows established sales processes, and achieves regional sales objectives.
- Develop, manage, and maintain strategic relationships with assigned distributors and direct sales staff to achieve regional sales, market share, and profitability objectives.
- Review & understand sales territories, quotas, goals, and performance expectations while monitoring progress toward regional objectives.
- Secure, review, and facilitate orders from existing and potential customers, ensuring accuracy, compliance, and profitability.
- Analyze customer needs, market conditions, and competitive activity to identify growth opportunities and effectively position MAZAK products and services.
- Utilize Salesforce to update and review forecasts and pipeline activity. Review operational records, market share, lost order reports, and sales performance to evaluate profitability, identify trends, and drive continuous improvement.
- Communicate sales goals, quotas, market share objectives, performance expectations, and incentive programs to sales representatives and distributor organizations, conducting regular business and performance reviews.
- Train and support direct and distributor sales representatives on MAZAK products, applications, competitive positioning, and sales processes.
- Coordinate and facilitate pre-sale and post-sale activities among customers, distributors, Engineering, Applications, Product Management, Sales Administration, Marketing, and factory personnel to ensure a seamless sales process.
- Work directly with sales representatives and their customers to understand customer requirements and develop accurate, competitive solutions and quotations.
- Deliver sales, technical, and product presentations on MAZAK products, applications, service capabilities, aftermarket support, and technical advantages as required during the sales process.
- Assist in negotiating pricing, delivery schedules, terms and conditions, and payment terms in accordance with company guidelines.
- Resolve customer and distributor concerns while evaluating customer satisfaction and implementing improvements to enhance the overall customer experience.
- Establish new customer accounts and maintain professional relationships with customers, distributors, vendors, and key stakeholders.
- Determine appropriate sales and closing strategies based on customer needs and business objectives.
- Prepare and submit monthly forecasts, sales reports, market share analyses, lost order reports, pipeline reports, and other required business updates.
- Meet monthly, biannual, and annual sales, quota, market share, and profitability objectives.
- Submit expense reports and commission requests in a timely manner (within 3 months, and not past the end of a fiscal year period).
- Host customer and distributor visits to MAZAK Technology Centers, U.S. and Japan factories, and vendor facilities, as appropriate.
- Travel to customer locations, distributor facilities, trade shows, industry events, and networking functions as required.
- Represent MAZAK at local, regional, national, and international trade shows, trade associations, and industry events to promote products, strengthen customer relationships, and expand market presence.
- Inform executive leadership of significant sales opportunities, major customer activities, market trends, competitive developments, and regional business performance.
- Provide product performance feedback and market intelligence to Engineering, Product Management, Manufacturing, and other departments to support continuous product and process improvement.
- Contribute to the overall success of the regional and national sales organization through collaboration, knowledge sharing, and support of company initiatives.
- Maintain professional and technical knowledge by:
Reviewing professional publications.
Participating in professional organizations and industry associations.
Establishing and maintaining internal and external professional networks.
- Entertain customers and business partners in a professional and business-appropriate manner.
- Adhere to company policies and the Corporate Code of Conduct.
Education/Certification:
- Bachelor’s degree in engineering or technical discipline.
Experience:
- Five to seven years’ experience in a fast paced, highly technical capital good environment.
Skills:
- Overall knowledge of entire product/service portfolio.
- Knowledge and application of value selling techniques.
- General business finance.
- Knowledge of capital goods financing and leasing.
- Project Management.
- Ability to develop and implement sales strategies.
- Ability to read and understand blueprints and drawings.
- Effective negotiation.
- Written and interpersonal communications.
- Advance presentation skills.
- Knowledge of principles and methods for showing, promoting, and selling products or services – including marketing strategies and product demonstration.
Environment:
Travel up to 75% of the time; driving for medium-to-long periods; could be exposed to unsafe driving conditions due to weather, road conditions and crowded traffic patterns. When not traveling, working in an office setting, typically home based. Visits Customer sites including factory shop floor tours; could be exposed to intermittent loud noises, quite often wearing PPE.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
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