Regional Sales Manager

4 days ago

michigan, United States ML6 Search + Talent Advisory Full time

The Opportunity:

Our client, an international manufacturer of material and component testing machines, instruments and solution packages, has partnered with ML6 in their search for a Regional Sales Manager to join their team in the Michigan area. As a Regional Sales Manager, you will drive market success by expertly navigating sales of top-tier products and services within your territory. You will collaborate seamlessly with application engineers and our sales support teams both overseas and in the US, as well as our service department, to craft and execute compelling sales strategies. Your vital role will spark significant growth in both volume and profitability, marking a milestone in our journey towards market leadership.

What You'll Be Doing:

  • Develop and execute an annual Territory Management plan to achieve specified sales volume, ensuring all prospects and customers receive the level of attention appropriate to their business potential. Regularly monitor progress against the plan and make modifications, as required, throughout the year.
  • Generate and develop new accounts and effectively manage existing accounts.
  • Presenting to small and large audiences including C-suite executives, production managers, and technicians.
  • Qualifying opportunities, developing proposals, and closing business.
  • Make at least 16 on-site customer visits per month.
  • Use CRM daily for all lead, contact, activity, forecasting, account management and time management monitoring, recording, and reporting functions.
  • Respond promptly to inquiries and seek out and call upon potential customers to identify their needs for products or services and qualify leads.
  • Partner with Application Engineers as needed to develop consensus with customers on customer value propositions (CVPs) prior to solution building. Ensure proposals meet customer needs and clearly present the company's value propositions.
  • Build successful relationships with key decision-makers and influencers in existing and prospective customers.
  • Develop and maintain knowledge and expertise in the following areas to enhance sales effectiveness: Company's capabilities, products, components, and services and how they apply to customer needs. Test applications, methodology and test technologies, and how to apply company's offerings to satisfy specific customer requirements. Customer base, customer organizations, customer needs and market trends affecting customers.
  • Continuously monitor and respond to competitor's activities at prospects and provide timely reporting on competitive activity to sales management and marketing.
  • Performs administrative responsibilities in connection with sales accountabilities, as required.

What You'll Need to Be Successful:

  • A minimum of 3-5 years of experience in outside technical sales of capital equipment (preferably in test & measurement, analytical instrumentation, or industrial controls).
  • Post secondary education in technical discipline (e.g., materials science, mechanical/electrical/biomedical/chemical engineering, physics, or chemistry).
  • Knowledge of common ASTM/ISO standards in mechanical testing of materials is preferred.
  • Willingness to travel domestically 30-70% of the time, depending on the assigned territory.
  • Must possess a valid driver's license and be able to obtain automobile/liability coverage.
  • Strong oral and written communications skills.
  • Presentation skills and ability to interface and work directly with customers.
  • Ability to build relationships and build consensus among diverse stakeholders.

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