Summary:
The associate will report to the Vice President of Sales and will lead the sales effort of the West Coast team in close cooperation with the VP of Sales and in particular the individual product managers. Also responsible for building and delivering a regional sales strategy which aims to increase and maximize sales volume in the West territory based on building and maintaining customer relationships. This position plays a key role in both the development of the regional sales team capabilities, and collaborates with peers to bring new processes, tools, technologies, and solutions to the business.
Essential Duties and Responsibilities include the following (other duties may be assigned):
- Develop and implement sales strategy to achieve corporate objectives for product sales. Design and execute sales driven programs to enhance customer base and increase brand awareness.
- Support, manage and motivate field sales team members across all product lines (Mondini, RAMA, Robotics & Automation, ULMA and any other products in the future).
- Travel with all Harpak-ULMA field sales team members to promote all Harpak-ULMA equipment and offer new applications.
- Assist in closing sales at key customers or at accounts that have been identified as strategically beneficial.
- Work closely with the support groups in Taunton, Ball Ground and Costa Mesa to accomplish the goals of the Company (Sales, Administration, Technical Group and Other support groups).
- Monitor and control sales expenses.
- Monitor and manage Sales Representative’s activities.
- Communicate the sales goals of the company to each sales representative and hold each accountable for their individual goals.
- Recruit, hire/onboard new RSM’s for your territory as needed.
- Monitor and improve utilization of Hubspot CRM.
- Work with RSM’s to deliver key metrics, pipeline, # quotes and orders.
- Extensive travel is required. You will be expected to also be proactive in finding projects independent of the sales force as well as generated by the sales force.
- Stay abreast of pertinent changes within the industry.
- Maintain confidentiality of critical or competitive information.
- Collaborate with the sales team to generate high-quality leads and implement lead nurturing strategies to convert leads into customers.
- Oversees commercial account relationship management for strategic accounts. Accountable for partnering with customers and teams to understand customer core initiatives, identify opportunities for growth, and create plans to address customer goals and capture market share.
- Accountable for overall strategic professional development of regional sales team. Partner with external and internal resources to identify development needs, create content, identify new tools and technology, and deliver training and change management plans to expand team capabilities.
- Accountable for overseeing the design, execution, and administration of the Regional Sales Commission Plan in partnership with HR, Finance, and regional leadership team members. Ensures plan components are aligned to business and customer goals, drives appropriate sales behaviors, and is effective at attracting, motivating, and retaining critical sales talent.
- Responsible for developing and managing talent to support current and future business needs. Oversees execution of cyclical and ad hoc talent processes in the areas of goal setting, performance management, coaching, employee development, compensation, talent planning, and employee engagement.
- Monitor and analyze sales data and metrics.
- Manage other related projects as required/assigned.
Education/Experience: Bachelor’s degree from an accredited educational institution and over ten years of industry related experience; related service or support experience; or equivalent combination of education and experience preferred.
A leader who has the ability to set clear priorities, delegate, and develop people and systems with sound decision making skills.
Excellent coalition building skills with an ability to communicate and work effectively with a variety of internal and external stakeholders; a persuasive negotiator able to achieve consensus amongst differing opinions. A strong relationship builder.
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