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Regional Sales Manager

4 months ago

Bayonne, United States AP&G Full time
Job DescriptionJob DescriptionSalary:

Company Overview


Atlantic Paste & Glue Company, Inc. is engaged in the manufacturing of professional and consumer related pest management products under the well-known and global brand, Catchmaster.  AP&G is a third generation, family-owned business with production and headquarter facilities located in Bayonne, NJ.  The Catchmaster brand is highly respected by industry professionals everywhere for its quality and proven effectiveness even when up against the toughest pest invaders.    


Catchmaster is a dominant glue-products brand in the United States and continues to gain recognition throughout the world.  While glue-products represent AP&G’s core line, the company offers a diverse and growing line of other non-glue products related to pest control.  The Regional Sales Management Team is expected to contribute to our global expansion, and to maximize our North American dominance by executing on profitable and sustainable business strategies designed and supported by management leaders.


The role of the entire AP&G Team of employees and owners, from the factory floor to the CEO’s office is to produce, promote and deliver high quality products that will yield positive results in any pest management program, and by doing so, we will also strengthen our reputation as the Preferred Industry Supplier.  Our people make things happen for our customers and for AP&G.  At AP&G, teamwork and delivering results are vitally important to us.  We encourage input at all levels, and everyone’s ideas and opinions related to continuous improvement, safety, growth, product development, customer satisfaction and market presence are important to us.


The Regional Sales Manager (RSM) is a critical member of our Sales Team and must embrace and promote AP&G’s Company Purpose: "Protecting Environments and Improving Lives"


The role requires a high level of self-direction, high attention to customer service, and high results in gaining new and maintaining existing customer relationships.



Role Overview:


The RSM is expected to focus on the development of new opportunities in the AG Market (Agriculture, Greenhouse, Cannabis, Horticulture) and review other new markets in the assigned territory.  The RSM is expected to develop their assigned sales region by maintaining a dynamic list of potential customers, establishing an effective contact frequency that will eventually gain new business, meeting quarterly and annual sales and profit goals by proactively pursuing enough new customer contacts in the previous quarters that will lead to the desired sales and profit outcomes.   


The RSM will serve as a conduit for feedback and ideas from the marketplace to the executive leadership team with the intent to improve AP&G’s position in the marketplace by planning to address competitive advantages, by enhancing AP&Gs strengths against competitors, and by supporting and advancing new product launches.  The RSM will constantly enhance our strengths, mitigate our weaknesses, identify our opportunities, and eliminate the threats that are within AP&G’s control.  A key part of their role is to provide market intelligence to the Director of Business Development.


The RSM will take the lead in the planning and operations of all Regional Trade Expositions and Training Seminars offered to the industry.


The RSM will fulfill requests for support from end-users and Distributors alike.


The RSM will conduct ride-along days and counter days with the key distributor partners within their assigned territory.



Job Specifics & Expectations:


Sales Effectiveness:

 Sales Objectives

  • Must meet or exceed annual sales objectives (Goals will be set by VP of Sales)


Growers Community

(Goal is to pull-through sales and negate blocks within the selling channel)

  • Develop and maintain a viable contact list of existing customers with a schedule for goodwill calls and product update visit, update list quarterly.
  • Develop and maintain a potential target list to include opportunities where AP&G has no presence, as well as customers who only purchase a small volume of Catchmaster products with the ability to buy greater volumes, update list quarterly.
  • Identify all Key Industry functions, events and marketing initiatives that require AP&G and seek budget approval prior to each new Budget Year
  • Support Key Industry functions and events in accordance with pre-approved sales/marketing support budgets.
  • Initiate and support events, training and co-shared marketing efforts that are mutually beneficial to AP&G and the Customer.
  • Create a pull-through demand for Catchmaster products by making sure all Key Customers fully understand the features and benefits of the product lines offered.
  • Ability to create enthusiasm for Catchmaster brand products.


 Distribution Channel

(Goal is to gain partnership with distribution in push-through effort)

  • Work with all industry distributors in territory on a scheduled basis to include activities such as conducting warehouse counter days, conducting training seminars, riding with distributor sales reps on customer visits, calling on key people at distributor HQ, and attending co-sponsored events.
  • Serve as a customer advocate for the distribution channel to help with issue resolution to ensure proper and timely delivery in the order fulfillment process and to maintain good relationships.
  • Assist distributor purchasing agent with methods to improve the ordering and fulfillment process so that the distributor partner has ample stocks available to meet customer needs.
  • Assist the key personnel of the distributor partner in the understanding of all AP&G programs and special offers, always making sure the distributor hears programs and specials directly from AP&G
  • Assist the distributor partner with their push efforts to sell more Catchmaster products.
  • Assist the distributor partner with seasonal ordering to ensure they meet end user demands.
  • Train distributor key personnel on all new products launched by AP&G to gain their buy-in to push to their customers.
  • Develop sponsored distributor events to assist in their push effort of new and core Catchmaster product lines.



 Industry Associations

(Goal is to provide support, goodwill and grow awareness & sales of AP&G product offerings)

  • Provide support to the Key Associations throughout the assigned territory.
  • Attend Key Association Events and Exhibitions with the intention to gain greater interest in Catchmaster products.
  • Participate at the Board Level of Key Associations within the territory when opportunities are available.


Technical Support:

 Solutions Provider

    • Must be viewed as a key technical resource by customers throughout the assigned territory.
    • Must show competence in providing assistance to customers when solving difficult pest problems.
    • Must be viewed by customers throughout the assigned territory as the “go to person” for technical solutions.
    • Ability to field demonstrate the proper and effective use of Catchmaster products.
    • Must be proficient in detailing the features and benefits of Catchmaster products.
    • Must be knowledgeable of local and state regulations in assigned territory.

Trainer

  • Must be viewed by customers as a preferred educational resource in providing technical training seminars.
  • Must have an engaging stage presence and the ability to present messages and information effectively to audiences.


Customer Care:

 Customer Relationships

    • Understand the needs of the 20% of customers who drive 80% of sales at both the PMP and Distributor levels and cater to those needs.
    • Must have a strong working relationship with all Key Decision-Makers in the assigned territory.
    • Intervene & show flexibility where necessary to prevent key customer defection to competitors.
    • Gain intervention from a higher authority if customer resolution is beyond rep’s level of empowerment.
    • Always represent AP&G with the highest level of professionalism and customer care
    • Provide customer care and support above the competition and beyond customer expectations.
    • Show a high level of responsiveness to customer requests for information and problem resolutions.

 


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