Regional Sales Manager-Great Lakes

3 weeks ago

Yankton, United States Astec Industries Full time
Job DescriptionJob DescriptionBUILT TO CONNECT
Astec is a global, environmentally focused infrastructure and manufacturing company of asphalt road building and aggregate processing. Our mission is to design and build the most innovative products for the industries we serve. Leveraging innovative solutions and technologies, we serve customers all over the world.

ABOUT THE POSITION
The Regional Sales Manager is responsible for achieving sales targets and developing assigned region/territory to maximize and grow market share through existing and new customer relationship sales.

This is a remote working position with heavy travel (80%), visiting customers and dealers in MI, OH, IN, and PA.

Key Deliverables
  • Communicate with new and existing customers to develop relationships to determine customer’s needs.
  • Prepare the proper documentation to sales and special request estimates and quote prices based on sales guidelines and margins.
  • Provide customers with technical support an all equipment purchased from Astec.
  • Deliver accurate sales reports monthly, quarterly, and annually.
  • Meet and exceed top line and profit sales targets as defined annually for the territory.

Key Activities & Responsibilities
  • Manage sales budget for assigned territory or region.
  • Achieve monthly, quarterly, and annual sales and order backlog targets.
  • Establish and manage sales account relationships within the assigned territory.
  • Establish and qualify new leads using resources such as marketing materials, existing product portfolio and trade shows.
  • Develop professional relationships with customers in person, over the phone and electronically. Efficiently call on customers and return customer inquiries.
  • Learn about new products and industry trends.
  • Provide concise on-time sales reports.
  • Knowledge of heavy equipment markets and product lines for both Peterson Pacific and competitors’ equipment.
  • Persuasive with customers to assist in generating, negotiating, and closing sales.
  • Operate equipment to demonstrate for customers or train customer personnel.
  • Instruct customers in proper equipment operation and basic maintenance.
  • Regional/Territory Sales Local Travel 80%, Overnight Travel 20%.
  • All other duties as assigned by the Director of Sales.
  • Proficient in promoting safe and healthy work environment.
  • Adheres to established company policies and procedures paying special attention to safety regulations.
  • Wears personal protective equipment in accordance with training guidelines.
  • Maintain cleanliness in designated workspace by practicing 6S principles to reduce safety risks.
  • Report defective materials, equipment, or questionable conditions to the supervisor/manager to identify and correct the root cause.
  • Attend a weekly department safety meeting.

To be successful in this role, your experience and competencies are:
  • High school diploma or general education degree (GED); some previous work-related experience is a plus; or a combination of education and experience equivalent as deemed sufficient by management.
  • 3+ years heavy equipment sales experience, closely related sales experience, or demonstrated abilities through on-the-job training or education with proven sales track record.
  • 3+ years’ Microsoft CRM or similar customer relationship management software.
  • Communicate Astec’s value to prospects as well as product line advantages/benefits.
  • Knowledge of commonly used concepts, practices, policies and procedures within the forestry and recycling industries, heavy equipment sales; or chipping and grinding applications.
  • Experience with material processing equipment preferred.
  • Sales cycle understanding preferred.
  • Maintain positive, cooperative working relationships by working, acting, and communicating with various personalities getting along with customers, vendors, co-workers, and management working both individually and as part of a team.
  • Demonstrated professional, persuasive communication skills with customers, supervisors, and co-workers.
  • Skill in working efficiently and accurately to keep up with sales territory requirements.
  • Capacity to learn quickly, adaptable, professional, courteous, and self-motivated.
  • Strong Internet research, social media and lead generation skills preferred.
  • Relies on experience and judgment to plan and accomplish goals, cope with pressures, deadlines, and rapidly changing situations.
  • Proven follow through, multitasking, verbal, written, interpersonal and presentation skills.

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