Sales – Regional Sales Manager – USA East Coast
The position of Regional Sales Manager maintains and expands relationships with strategically important large channel customers (dealers/distributors). Assigned to a number of customers, the RSM is responsible for achieving sales quota and assigned strategic account objectives. The RSM may represent the entire range of company products and services but likely a targeted market to be discussed, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company. In addition, the RSM will prospect new customers in support of new business development to drive company revenue goals and meet assigned quotas.
Location: USA – East Coast
Essential Duties and Responsibilities:
- Business development building new dealer channel for the machine control product line.
- Maintain existing accounts in defined territory and as assigned, to meet and exceed forecast revenues while maintaining appropriate account satisfaction.
- Follow up on new sales leads.
- Meet or exceed margin targets developed by the Business Unit Director on business generated
- Ensure full compliance with Corporate Credit Policy including timely credit review, credit monitoring and accounts receivable collection when called upon.
- Update and submit product forecasts monthly, as requested by Sales Ops Manager.
- Assist with development of company’s strategic plan and budgets for markets, products, marketing and sales, to the extent agreed by the Business Director.
- Become proficient in demonstrating the software and hardware of our machine control solutions.
- Represent other company business areas as called upon, to the extent agreed by the Business Unit Director.
- Participate as a team member of the company and take a leadership role commensurate with the position.
- Other assignments such as exhibits and trade shows, as necessary.
- Other related duties as assigned by Management and/or Executive Team.
- Ability to travel domestically and internationally.
- Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
- Proactively assess, clarify, and validate customer needs on an ongoing basis.
- Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
Supervisory Responsibilities
This position will not currently supervise direct reports although this may evolve over time.
Education and/or Work Experience Requirements
Requirements to perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
Education and/or Experience:
- Bachelor’s degree in business or related field
- 10+ years of experience in technical sales
- Excellent knowledge of industry and company market segment including competitors, products, channels and industry developments
- Machine Control & Guidance experience a plus
- Thorough knowledge of business planning and development
- Demonstrated previous successful sales track record is desired
- International sales experience desirable
- Background in GNSS and/or Surveying Methodology
Practical/Technical Skills
- Ability to develop and deliver technical presentations
- Field testing and scientific data collection skills
- Sr. level customer interfacing/presentation skills
- Precision GPS, RTK, Communications and Systems integration skills
Computer Skills
- Excellent computer proficiency (MS Office – Word, Excel and Outlook)
- Internet search processes and research abilities
- Specialized software analysis tools as required
Language Skills
- Excellent communication and written skills in English
- Knowledge of additional languages is an asset
Certificates, Licenses, Registrations
