Location: Northeastern US – NY, NJ, MA, CT, RI, VT, NH, ME
The Regional Sales Manager is responsible for the retention and growth of truck equipment and trailer business, both with existing customers, as well as the pursuit of new customers and adjacent markets in the Northeast Region. The RSM captures revenue growth, enhances profitability and increased customer loyalty and satisfaction for their assigned geographic sales territory. This critical position will be required to interface extensively with customer service, operations, and the entire Clarience Technologies leadership team.
Principal Duties and Responsibilities:
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Achieves sales and profitable growth above current and target levels within assigned territory and markets segments by effectively selling Clarience Technologies Covering Solutions products and services to Truck Equipment and Trailer Fleets and Dealers.
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Develop and continuously refine a revenue forecast and sales funnel pipeline via Safesforce.com for the territory; to support business unit forecasting, the sales inventory, and Operations planning (SIOP) process.
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Specifies market requirements for current and future products by conducting market research supported by on-going visits to current customers and prospects.
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Drives sales growth to the O.E.M.’s, Up-fitters, Distributors, and small to large regional fleets.
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Prospects and develops new customers, including cold calling, conducting client introductions, and face-to-face client meetings.
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Establishes relationships with current and prospective customers through a variety of selling techniques.
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Reviews fleet inquiry sales leads and nurtures them to sales closure.
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Attends and assists dealers with state and regional trade shows and sales meetings, including providing adequate literature and display materials.
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Maintains and develops a weekly/monthly sales pipeline based upon cold-calling, fleet inquiries, and opportunities with existing customers.
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Ability to gain familiarity with competitor products and pricing and presents a differentiating sales argument.
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Balancing customer requests versus internal capabilities to ensure that unreasonable expectations for cost, lead-time, etc. are not promised to the customer.
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Follows up on customer inquiries that cannot be resolved immediately and responds to customer requirements providing updates related to due dates or product availability.
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Researches market and analyzes territory to identify, prioritize and develop prospective customers.
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Develops and maintains strong customer relationships through telephone and in-person customer visits, timely post-sales follow-up and by serving as a customer resource and problem solver.
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Proactively analyzes customer needs and issues, utilizing problem-solving techniques to drive continuous improvement and communicates needs to Clarience Technologies staff.
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Must be able to demonstrate outstanding time management skills.
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Assisting with service and warranty compliance during and after the sale.
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Maintains basic home office for regional management, which includes but not limited to maintaining Clarience Technologies provided equipment such as computer/laptop, and printer.
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Complies with company expense reporting policy.
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May perform other duties as assigned.
Physical Demands/Work Environment:
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Must reside within assigned region.
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Moderate to frequent travel as dictated by regional demands.
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Work occurs primarily between office and field. However, responsibilities will require time to be spent on the manufacturing floor and/or other manufacturing or up-fit facility environments either company owned or third party.
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Reaching, gripping, standing, stooping, bending, stretching, squatting, walking, and lifting to 50 pounds, as needed for customer interactions and vocational tradeshows.
TEAM MEMBER:
It is the defined responsibility of the Regional Sales Manager to work with the Business Unit Leadership Team, National and Regional Team members to foster open dialogue, develop a team environment and culture, and create strong morale and spirit within the team, promoting the sharing of wins, successes, and challenges. It is important that the Clarience Technologies brand is carried out through all duties and responsibilities. We are a leading manufacturer, distributor and fleet sales expert of premium safety related equipment and end-user tools for vocational markets nationwide. We strive for a pioneering attitude and a focused commitment to innovation in all we do.
BRAND IMAGE:
It is the responsibility of the Regional Sales Manager to always present themselves in their role and in society in a manner consistent with the Clarience Technologies Brand, including maintaining personal appearance, vehicle cleanliness and condition, and follow customer entertainment guidelines. As a leader within the organization, it is expected that the Regional Sales Manager will set an example to their peers/ subordinates and be accountable to ensure a consistent brand image for their team.
PERSONAL DEVELOPMENT:
Using the Clarience Technologies Performance Management process, the Regional Sales Manager will identify and document their personal development short-term and long-term growth objectives and in conjunction with their manager, measure their progress to achieving these objectives on an annual basis.
Clarience Technologies does not discriminate in hiring or employment on the basis of race, color, religion, gender, marital status, national origin, sexual orientation, age, disability, ancestry veteran status or any other status protected by law.
Requirements:
Education and Experience:
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Bachelor’s degree in business, marketing or related field or practical experience (5+ years) of business development, sales, marketing, or related experience.
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Field Sales experience in the industry is a plus.
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Experience working in Microsoft Office required; SalesForce.com CRM system preferred.
Required Knowledge, Skills and Abilities:
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Must possess excellent written, oral, interpersonal, telephone skills, and presentation communication skills.
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Strong negotiating skills with the ability to effectively turn around objections and work around business obstacles.
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Familiarity with the truck equipment and trailer market segments.
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Ability to learn and retain product specific information to advise customers on product selections and requirements.
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Strong self-motivation to drive results.
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Must possess a valid driver's license.
