Summary of the role:
The Regional Sales Manager (RSM) is responsible for the overall sales management, support and guidance of the Sales Engineers. The Regional Sales Manager will plan, direct, and monitor the activities of the Sales Team within a specified geography, products mix, and market segment to achieve established sales targets. The focus is the direct sales channel.
Tasks and Responsibilities:
The primary function of the Regional Sales Manager (RSM) position is one of sales management, to support the strategy of various segments as well as our general sales support, and guidance of the Sales Engineer Team to achieve sales and profit ambitions The Regional Sales Manager will also be responsible to promote and sell Trelleborg products and services within an assigned geographic area, market industry, product range or list of customer accounts in order to achieve sales and profit targets.
Sales Strategy
- Assist in developing the Americas Business Plan for the region assigned, inclusive of segment growth plans coordinated with Regional Director, Segment Managers and Marketing
- Works in collaboration with ServicePLUS, and helps create business cases to develop ServicePLUS business within their assigned region to allow for exceptional growth
- In collaboration with Segment Management and Marketing identify, research, and contact new prospective target growth customers that will generate future sales and repeat business.
Sales Management
- Work with the Regional Sales Director to Attract, Hire, Develop, Coach, Retain and Lead a professional and well organized team of Sales Engineers.
- Direct, Coordinate, and Motivate a team of Sales Engineers to attain sales and profit growth objectives. Establish and foster a positive, goal driven working environment.
- Coaches sales team using pre-call planning to ensure sales call objectives are met to accelerate sales growth.
- Utilizes reporting from C4C and other centralized sources of reporting as the "truth" in what is being achieved to measure success of team.
- Accountable for the usage of C4C, training, change management activities as new releases
- Set's expectations for Sales Engineers for sales, pipeline, visit reporting and future business development, and holds the team accountable as such, as aligned with strategy and upper management.
- Assist Regional Director in management reviews, business reviews and business plans.
- Develop and implement procedures to ensure that customer projects and quotations are processed efficiently, correctly and in a timely manner, following DOA guidelines, and in collaboration with Customer Success for new product offerings.
- Reviews growth plans of sales team and is apart of the approval process.
- Reviews commission for sales team and is apart of the approval process; including ensuring any commission put forward to be paid, is eligible;
- Recommends development plans, and other forms of action to ensure sales growth and polices are enforced
- Performs annual review, and calibrates team across the region, performs at least quarterly PEP reviews per employee and develops plan for their professional and personal development
- Performs the execution of NDA's and T&C's in accordance with Trelleborg legal requirements
Execution
- Make joint sales visits with SE's in order to pursue and qualify new sales leads, visit existing and new strategic customers with the focus being Total Customer Satisfaction and Generation of Projects for Sales Growth.
- Coordination of all sales activities within the region in order to meet segment sales objectives, gain market share and increase overall profits as defined by each territory strategic plan and Americas business plan.
- Develop and implement KPI's and tracking method for sales team specific to the SE and territory to help achieve targets.
- Provide the required business reporting documents to the Regional Sales Director in a timely manner. Reviews monthly reports on sales trends, sales performance and takes corrective actions as necessary.
- Assist in building customer relationships and strategic partnerships, assess customer needs and recommend appropriate products and services; respond to complex customer inquiries; negotiate prices and delivery times, and win sales orders to meet sales targets. Utilize Trelleborg resources where appropriate and needed.
- Demonstrates customer relationships via ability to take Executive level management to visit strategic and growth customers in assigned region
- Work with Regional Director and Marketing department to increase Trelleborg Brand Awareness and identify Marketing needs and opportunities for territory.
- Provide market feedback and intelligence for use by local Director of Customer Advocacy, Marketing Department, Segment/Product/Lead Group personnel
- Promote standard products, custom engineered products and ServicePLUS where needed. Be a total solution provider to set Trelleborg apart form the competitor.
- Assist in value pricing, provide feedback on market pricing and profit margin utilizing market research, tools and methods as provided by Pricing Excellence; ensuring the sales team is documenting feedback in C4C.
- Develop short and long-term strategic sales plans for key territories utilizing Sales Excellence Tools. Meet and review progress on execution with Regional Director quarterly.
- Ensure that sales team is properly communicating customer requirements to Customer Success team to ensure service levels and expectations are clear
- Provide proactive communication, analysis and problem solving
- Provide innovative solutions and continuous improvements with collaboration with Technical Management/Application Engineering team
- Work with the right sense of urgency: Response times, flexibility and accuracy
- To maintain a professional attitude and appearance at all times when dealing with customers, and colleagues
Results:
- Success is achieved through demonstrated strategic customer relationship development and the RSM network with their Sales Engineers Growth Accounts
- Success is achieved through the growth of assigned region
- Success is achieved through working as OneTSS mindset and being able to demonstrate this by putting the overall organizations goals ahead of ones own
Education & Experience:
- 7+ years work experience in sales, and or sales management related field
- Minimum of 4 Year College degree. (Business or Technical Engineering preferred. MBA a plus)
- Strong Technical aptitude beneficial. Must be mechanically inclined.
- Must be able to read and understand technical prints
- Strong knowledge of OEM and MRO business sales and marketing practices
- Knowledge of rubber/plastic products is beneficial
- Familiarity with ISO quality requirements is beneficial
Competencies:
- Ability to coach and motivate others
- Sales and Marketing experience
- Strong business sales and marketing strategies
- Managerial, Motivational and Administrative skills
- Team player with collaborative skills
- Excellent Customer Focus and understanding of Total Customer Satisfaction
- Technical aptitude and or engineering experience
- Ability to work independently as well as in a team environment
- Excellent written and verbal communication skills
- Excellent people and relationship building skills
- Customer driven with a positive, professional, can-do attitude
- Strong organizational skills with the ability to mulit-task with attention to detail and accuracy
- Strong analytical, decision making and problem solving skills
- Ability to think strategically and tactically
- Strong math skills (addition, subtraction, margin calculations)
- Proven proficiency and experience in the use of Microsoft Word, Excel and PowerPoint
- Proven proficiency and experience in the use of business operational software (CRM, Oracle JDE, SAP)
Travel Requirements:
- The RSM position is a local geographic position within the assigned region of coverage.
- Travel requirements (including overnight travel) will be approximately 50% of the work time. Travel will include local, national and international requirements for customer visits, business meetings, and trainings.
- Must maintain a valid Driver's License
Application:
Last Application Date 2022-04-28
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Company:Trelleborg GroupLocation:Toronto ON CAJob Types:Full TimePost Date:March 28, 2022Valid Through:April 27, 2022