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Regional Sales Manager

4 months ago

San Jose, United States Lincoln Search Consultants Inc Full time
REGIONAL SALES MANAGER - Northern California

Your responsibility will be to develop and expand business opportunities with OEM, distributor and strategic end-user accounts in Northern California.

The Regional Sales Manager is responsible for meeting and exceeding targeted sales volume for the entire portfolio of power transmission products, with emphasis on high-precision servo and gearmotor solutions .

This strategic position requires the ability to manage and grow a large geographic region, and to influence buying decisions at different levels of an organization.

As business expands, you may be responsible for hiring and managing direct (Sales Engineer) and indirect (Manufacturer's Rep) sales personnel.

YOU MUST RESIDE IN Northern California to do this job (e.g., San Jose, San Francisco)

Essential Duties and Responsibilities:
  • Promote sales of the high precision gearing product line in a defined geographical territory, with emphasis on finding and developing new machine builder accounts. Travel roughly 40% of the time.
  • Increase market share and exceed established sales targets by calling select OEMs, distributors and strategic end user accounts. Maintain a high level of activity through phone, email communications and in-person meetings in order to retain visibility throughout the assigned region.
  • Establish and grow relationships within prospective clients' engineering, purchasing, sales and management organizations. Continuously assess and communicate how can meet their needs.
  • Develop and implement a strategic sales and marketing plan for the region. Determine appropriate channel strategy for short-and-long-term projects based on size and scope. Prioritize accounts based on present and potential dollars of revenue/profits, cost to sell and service and probability of success.
  • Identify and qualify legitimate sales opportunities. Negotiate pricing, delivery, warranty and other contractual terms and conditions as part of a commercial sales proposal. Collaborate with internal engineering resources on opportunities requiring a solution outside of the standard offering.
  • Responsible for learning all, 3rd party and competing products and their target applications as needed for conducting effective sales activities
  • Represent the company at various trade shows, conferences and distributor events. Provide training where necessary.
  • Evaluate major issues and opportunities relative to products, quality, service and performance, offering alternative solutions for both directing and support functions. Manage channel conflicts within the region.
  • Assist in the development of marketing materials, including presentations, product literature and web content to obtain maximum exposure to the target market.
  • Advise the channel and company management on market conditions.
  • Complete timely and accurate reports, including key account activity, sales forecasts, quote pipeline and expenses.
  • Utilize CRM heavily to track accounts, contacts and opportunities.
  • Properly train and travel junior personnel. Set sales goals and monitor activity. Delegate tasks as needed.
Minimum Qualifications:
  • Bachelor's degree in Engineering (Mechanical or Electrical or related) OR Marketing/Business Administration, combined with at least 3 years of industrial automation sales experience.
  • Demonstrated success in developing a territory and achieving sales goals with 3+ years of direct sales to large OEMs and motion control distributors.
  • Strong technical background in the motion control industry, including the function and usage of servomotors, precision gearboxes and/or other ancillary motion control products.
  • Solid understanding of servo system sizing (mechanical and electrical), with the ability to guide a customer to the best solution.
  • Eagerness and desire to work with the startup of a fairly new product line.
  • Dedication to increasing sales and improving profitability by developing positive business relationships
  • Strong planning and organizational abilities utilizing modern technology-preferably a paperless approach to organization. Ability to multitask and prioritize customer requests, completing them in a timely manner
  • Fluent English both spoken and written; good communication skills. Ability to interact with persons of all levels of staff and management and diverse backgrounds.
  • Excellent attention to detail and consistency.
  • Proficient with Microsoft Office Suite. Willing to learn new software (CRM, ERP) as needed.
  • Use of discretion, judgment and confidentiality as required.