Outside Sales Manager
1 month ago
Position Overview
Join our team at Ralston Instruments as an Outside Sales Manager and play a pivotal role in driving sales growth for our company. You will be responsible for managing and growing sales with an assigned list of distributors, creating and maintaining strong relationships with key distributor contacts, supporting end user requests, understanding the customer’s needs, and effectively presenting our products as solutions to meet those needs. This is an exciting opportunity to contribute to the company's expansion while working closely with our dedicated team.
Experience and Qualifications
- Minimum 3 years of successful experience as an outside sales manager
- Proven success in outside sales to meet/exceed goals and quotas, preferably in a manufacturing or industrial setting
- Strong communication skills with the ability to articulate technical information clearly and persuasively
- Excellent interpersonal skills and the ability to build rapport with customers
- Results-oriented mindset with a track record of meeting and exceeding sales targets
- Proficiency in using CRM software and other sales tools
- Intermediate level in using Microsoft Office products. Especially Excel, Word, and PowerPoint
- Self-motivated and organized with ability to multi-task, prioritize and manage time effectively
- Prior experience successfully working in a metrics driven environment
- Technically oriented with good mechanical aptitude
- Knowledge of instrumentation, electronics and measurement products in the oil and gas industry is valued but not required
- Problem-solving skills to address customer concerns and tailor solutions
- Represent the company by consistently demonstrating the mission and values
- Clean driving record and has a valid driver’s license
- Ability to travel up to 50% of the time
- Sales training for value based selling process is appreciated (i.e. Sandler method)
- High school diploma required; Bachelor's degree in Business or a related field is a plus
Primary Sales & Customer Support Responsibilities
- Manage and grow sales to meet growth goals with a defined group of distributor accounts
- Set goals, strategy and action plans to achieve personal and company objectives consistently year over year.
- Sell the value proposition of Ralston Instruments to be the manufacturer of choice in the marketplace
- Effectively sell our products on value and service, not on price
- Provide support to other customers and prospects when needed
- Create and implement an efficient and productive travel strategy
- Travel regularly to meet and work with distributors
- Ride alongs with distributor sales staff
- Provide ongoing product training
- Serve as product expert to support the selling process with key opportunities
- Teach their sales staff how to position Ralston with customers
- Build and implement annual and quarterly plans to achieve mutual goals
- Build and nurture strong relationships with distributors and end users
- Understand their requirements
- Ensure our products meet their needs
- Learn other opportunities and solutions we can provide
- Manage end to end sales process (using Zoho CRM)
- Answer customer or prospect questions
- Create and maintain Zoho CRM database of current and potential customers
- Create opportunities in CRM once leads are qualified
- Suggest and validate product solutions to solve customer problems
- Route opportunities to the correct distributor
- Follow up on opportunities and manage status to completion
- Become an expert on the products and services Ralston provides
- Gather and provide insights to the sales team regarding customer feedback
- Maintain accurate, up-to-date records of customer interactions, sales activities, and outcomes in Zoho CRM
- Generate regular sales reports and forecasts to track progress against targets and goals
- Collaborate with the sales manager to develop strategies for achieving and exceeding sales targets
- Outreach to Ralston’s distributors
- Notify of new products, functionality and upgrades
- Set quarterly or yearly goals for sales and other expectations
- Facilitate web-based training of distributors
- Outreach to leads and contacts in CRM database via phone calls, emails, virtual and in person meetings
Secondary Responsibilities
- Market Research and Analysis
- Participate in Voice of the Customer process
- Stay updated on industry trends, market competition, and customer preferences
- Identify new market opportunities and potential end user segments for business expansion
- Attending trade shows as needed (5-6 per year)
- Provide Web support to our distributors
- Help distributor users log into our system
- Provide training on how to access certain parts of the system
- Learn cross-functional skills as a backup resource when needed
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