Regional Sales Manager

November 4, 2024

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ZwickRoell

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ZwickRoell is a global leader in materials testing and a trusted partner for achieving reliable test results. The company focuses on providing comprehensive solutions for materials and components testing by developing and manufacturing load frames and main components of testing machines in-house. ZwickRoell offers testing solutions for a variety of test methods, including tensile, compression, flexure, fatigue, and texture analysis, across more than 20 industries. They provide specialized testing systems for hydrogen and battery testing, ensuring that their machines meet the highest standards and guidelines with transparent and traceable results. With a legacy of over 160 years, ZwickRoell operates around the world, providing local service and consulting in 56 countries, and is committed to social responsibility and sustainability, such as being the first CO2-neutral testing machine manufacturer. They support various charitable initiatives and maintain high-quality standards with a guarantee of spare parts availability for at least 10 years after product discontinuation.

1001 - 5000 employees

Founded 1864

🏢 Enterprise

🔧 Hardware

🔬 Science

Description

• PRIMARY OBJECTIVE – Generate sales of ZwickRoell products and services within the assigned territory to achieve volume and profitability growth objectives. • Work closely with application engineers, other sales support functions (in Germany and US) and service department, as needed to effectively pursue selling opportunities. • Develops and executes an annual Territory Management plan to achieve specified sales volume, ensuring all prospects and customers receive the level of attention appropriate to their business potential. • Regularly monitors progress against the plan and makes modifications, as required, throughout the year. • Generating and developing new accounts and effectively managing existing accounts. • Presenting to small and large audiences including C-suite executives, production managers, and technicians. • Qualifying opportunities, developing proposals, and closing business. • Makes at least 16 on-site customer visits per month. • Uses CRM daily for all lead, contact, activity, forecasting, account management and time management monitoring, recording, and reporting functions. • Responds promptly to inquiries and seeks out and calls upon potential customers to identify their needs for products or services and qualifies leads. • Partners with Application Engineers, and ZwickRoell Germany engineering, as needed to develop consensus with customers on customer value propositions (CVPs) prior to solution building. • Ensures proposal meets customer needs and clearly presents ZwickRoell value propositions. • Builds successful relationships with key decision-makers and influencers in existing and prospective customers. • Develops and maintains knowledge and expertise of the following areas to enhance sales effectiveness: ZwickRoell capabilities, products, components, and services and how they apply to customer needs. • Test applications, methodology and test technologies, and how to apply ZwickRoell offerings to satisfy specific customer requirements. • Customer base, customer organizations, customer needs and market trends affecting customers. • Continuously monitors and responds to competitor activities at prospects and provides timely reporting on competitive activity to sales management and marketing. • Performs administrative responsibilities in connection with sales accountabilities, as required. • Other duties as assigned.

Requirements

• Strong oral and written communications skills. • A minimum of 3-5 years of experience in outside technical sales of capital equipment (preferably in test & measurement, analytical instrumentation, or industrial controls). • Good computer and software skills. • A technical bachelor’s or master’s degree (e.g., materials science, mechanical/electrical/biomedical/chemical engineering, physics, or chemistry). • Ability to work with a high degree of personal discipline. • Presentation skills and ability to interface and work directly with customers. • Ability to build relationships and build consensus among diverse stakeholders. • Knowledge of competitive products. • Knowledge of common ASTM/ISO standards in mechanical testing of materials is preferred. • Knowledge of the sales process. • Problem solving and analytical business skills. • Willingness to travel domestically 30-70% of the time, depending on the assigned territory. • Must possess a valid driver’s license and be able to obtain automobile/liability coverage.

Benefits

• Paid time off. • Health insurance. • Dental insurance. • Vision insurance. • Healthcare reimbursement accounts such as HRAs and FSAs. • Dependent Care account. • 401(k) Retirement accounts. • LTD (Long-Term Disability). • Voluntary Group Life Insurance. • Ancillary coverages such as Critical Illness and Off-Work Accident.