Regional Sales Manager

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ZwickRoell

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1001 - 5000

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.