Regional Sales Manager- Nuclear
2 months ago
JOB SUMMARY: The Regional Sales Manager provides management and coordination of domestic nuclear utility and OEM accounts and manages regional agents as applicable to meet or exceed product volume, mix and margin objectives. Additionally, the candidate is responsible for sales growth for all nuclear power generation activities in North and South America and Mexico and is expected to travel extensively throughout the assigned territory, calling regularly upon known customers and prospective customers.
DESCRIPTION OF DUTIES:
1) Establish and achieve sales and profit forecasts for the region on an annual, quarterly and monthly basis.
2) Constantly evaluate the Region's potential and performance. Make recommendations to the VP Sales or VP/GM on the changes in selling strategy needed to reach that potential.
3) Administer regional budget by monitoring expense reports, office budgets, participation at trade shows, travel frequency, etc., in order to provide overall administration of field sales activities.
4) Recommend policies and procedures to assure uniform practices in field and reinforce company selling philosophy and guidelines.
5) Visit all sales districts regularly and work with field sales personnel and/or agents to monitor performance, help individuals identify and improve selling weaknesses (personal selling skills, territorial management, coverage of all applicable markets and product lines, closing orders, working with home office, product technical knowledge, etc.). Coordinate and assist selling efforts where field sales staff and/or agents may require additional home office support.
6) Expand product knowledge and develop account depth with key customers in order to assure continued support and to protect the Company against customer loss if regional sales coverage changes.
7) Conduct and document performance appraisals providing feedback to field sales personnel and/or agents along with assistance on how to improve areas of weakness.
8) Determine selling approaches in remote portions of country where direct sales force may not be able to practically cover. Recommend agents, distributors, part-time sales representatives, "consultants," etc.
9) Recruit, evaluate and select candidates or agents to fill open positions; terminate sales representatives, regional office personnel or agents when performance is below desired levels.
10) Plan and coordinate periodic regional sales meetings in order to meet training, status reporting, morale building, and selling coordination goals.
11) Guide management and participate in strategy planning so that field conditions are realistically taken into account during home office decisions.
12) Participate in formulating annual company sales plans.
These are the general duties required to fulfill the Regional Sales Manager job description, not a detailed description of all work required. New duties and responsibilities may be required to meet the changing demands of the business.
REQUIREMENTS:
- Candidate must have at minimum a Bachelor's degree, preferably in a Business Administration, Engineering, or Marketing related field.
- Must have ability to effectively utilize and interpret technical data, engineering concepts, product performance and industry standards to achieve sales objectives.
- Candidate must have technical sales experience with at least 5 years preferably in the cable industry or nuclear industry experience.
- 2-3 years experience in a supervisory/management capacity.
- Candidate must have expense control and budgetary experience, as well as be computer/PC literate in common business related programs such as Word, Excel, PowerPoint, Zoom, and Microsoft Teams.
- Candidate must have strong interpersonal and communications skills, coupled with a proactive, high-energy style. Must be able to interact with high level customer senior management as well as engineering and supply chain personnel. Should be able to quickly assess changes in the market and effectively formulate an alternate sales approach/strategy to offset problems that may develop with the initial plan.
- Candidate should have good planning and organizational skills, coupled with effective management of time.
- Considerable travel and large geographic sales coverage. (North and South America and Mexico)
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