Sales Manager

2 weeks ago

Hopkinsville, United States White Full time

We empower employees to create a better future by upholding safety standards, solving complex problems, continuous improvement and fostering inclusivity. Every part and every voice matters.


JOB DESCRIPTION:


The mission of the Manager of North American Sales is to implement the company sales strategies by applying tactics to achieve annual net bookings for North America. (Net bookings are defined as unit orders received less cancellations, less any units returned, and are measured in units and dollars. North America includes Canada, Mexico, and the USA.) This position oversees North America's Regional Managers' staffing, training, and development. It is responsible for recommending and seeking commitment for the resources necessary to develop long-term customer relationships and product solutions.


JOB DUTIES & RESPONSIBILITIES:


• Exceed planned units and dollar net in North America

• Develop and implement the sales tactics necessary to maintain sales to existing customers and capture new customers with current and new products.

• Recommend appropriate strategies for the long-term growth of net bookings in North America to the Director of Sales.

• Supervise the Regional Sales Managers, facilitating open communications and problem-solving in a team environment and fully implementing the CRM system, recognizing one goal: total customer satisfaction.

• Develop monthly, quarterly, and annual net booking forecasts for North America.

• Sustain and implement Sales Incentive programs to achieve company objectives.

• Manage relationships to effectively plan, develop, negotiate, and increase revenue, profitability, and market share targets assigned. Align growth objectives and key action drivers to deliver mutual sales growth.

• Apply sales tools to develop and monitor strategic plans and activities within assigned accounts to execute and manage performance.

• Provide monthly product forecasts to enable supply chain and production efficiencies.

• Achieve a minimum forecasted net booking. (Net bookings are defined as unit orders received less cancellations, less any units returned).

• Collaborate with internal resources using a consultative selling approach to determine customer needs, support requirements, and service offerings to develop and grow accounts to meet and exceed profitability targets.

• Verify purchase orders regarding terms and conditions and pricing/implementation dates and inform relevant functions about deviations.

• Monitor timely issuing of purchase orders and payments, including reconciliation management.

• Escalate topics to assigned personnel if requirements are unmet or critical deviations occur.

• Comfort with ambiguity and ability to meet situations responsibly.

• Achieve as a minimum forecasted unit and $ net bookings for the assigned area of responsibility.

• Be accountable for and the focus point of communication to ensure that customers and prospects are satisfied in every aspect of the business.

• Develop monthly, quarterly, and annual net bookings forecasts for the assigned region.

• Communicate verbally and in writing to customers and prospects on critical issues and track to a complete and satisfactory closure.

• Maintain accurate call reports and correspondence records.

• Control all expenses and submit timely and accurate reports with appropriate receipts.

• Stimulate and maintain a close working relationship with all company departments, emphasizing an integrated team environment, particularly with the Customer Service and Technical Support departments.

• Manage and maintain data in the customer database system for the region. Accountable for customer, distributor, and competitive phone and meeting updates, data accuracy, and reports generated from required field data.

• Identify and recommend incremental product sales opportunities and fully support the implementation of new growth.


REQUIRED SKILLS:


• Proficient sales knowledge, presentation, and interpersonal skills

• Professional business skills to facilitate good sales management.

• Expert knowledge of the fluid power industry and a strong understanding of hydraulic motor technologies and applications.

• Ability to work under pressure and meet internal and external deadlines.

• Requires long hours and frequent travel in North America.

• Highest integrity, strong drive, work ethic, polite assertiveness, and a positive can-do attitude

• Excellent listening skills and attention to interpersonal details

• Strong written, verbal, presentation skills

• Outstanding ability to sort through complex mechanical data and information, diagnose problems, and be clear and concise in meeting and catering to the customers’ needs.

• Analytical, purposeful, and successful in managing multiple tasks.

• Strong customer need-driven selling skills with an elevated level of numeric skills

• Able to effectively communicate at all levels.

• Extraordinarily strong initiative-taker and motivator of people

• Intermediate to advanced knowledge of Microsoft Office Applications (Word, Excel, PowerPoint, Outlook), Salesforce, and SAP

• Solid ability to effectively prioritize critical tasks.


REQUIREMENTS:


• Bachelor’s degree.

• Five years in marketing and sales.

• Five years of sales management experience.

• Demonstrated track record of sales growth and success in achieving challenging objectives.


CRITICAL SUCCESS FACTORS:


• Minimum five years of management experience.

• Bachelor’s degree in engineering, business, marketing, or a related field.

• Instead of a degree, ten years of experience working in industrial fields.

• Motors and steering account management experience is considered a plus

• Demonstrated sales experience and consultative value selling process.

• Proven team and project management skills to perform well in unpredictable environments.

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