Job Description

Under the direction of Vice President of Sales and Marketing , the Regional Sales Manager is responsible for the company achieving its growth goals in its assigned region. The Regional Sales Manager acts as the key contact for all assigned customers in the region. The role is responsible for all regional business development, inquiry solicitation, and new order acquisition. The Regional Sales Manager also collaborates with the VP Sales and Marketing and the Inside Sales Manager on price negotiations, tracking of inquiries to orders, and supervising after-sales service including product/service claim resolution. The Regional Sales Manager will develop and maintain an expert understanding of Andritz products, customer needs, and advanced sales skills to allow the individual to make thorough and informed recommendations to the customer on Andritz products. Also, the individual will provide guidance to the management team on growth opportunities in their assigned region.

Requirements

Essential Duties, Responsibilities and Key Result Items

• Achieve the annual sales plan
• Maintain and grow existing top line sales with key accounts in the region
• Perform direct selling by engaging with account decision makers
• Generate new business opportunities by utilizing consultative selling techniques and skills to engage customers
• Differentiate the Andritz product portfolio by promoting its unique focus on advanced technologies and application engineering.
• Achieve objectives defined in sales and marketing plans
• Grow the business top line; expand market share
• Using segment-based market strategies, develop sales and marketing goals; financial and non-financial
• Measure and report customer satisfaction
• Negotiate pricing, delivery conditions, and execution of sales contracts
• Secure purchase orders. Achieve and exceed plan sales numbers for assigned product groups
• Work with other members of the Sales Team to create, develop, and maintain relationships with key accounts
• Work with the VP Sales and Marketing to develop segment-based marketing strategies & sales programs
• Follow market developments, research market trends and maintain knowledge of industry developments throughout the market geography from both a customer and technology basis
• Collaborate with other Regional Sales Managers in information exchange, and education; contributing to the effective coordination of sales and best practices between and within business units
• Propose the sales forecast and the departmental expenditures required for achieving the annual budget
• Provide management reports pertaining to ongoing quotations, order entry, and sales development for the assigned region

Technology

• Strong data and information organizing skills. Above average Microsoft Office skills and ability to grasp company IT system quickly. Use IT tools to support sales efforts and outside sales representatives.

Knowledge

• Experience working remotely and covering a regional sales territory
• Goal oriented person who approaches sales tasks with intensity and aggressively pursues short term goals. Able to connect to tasks that ultimately lead to the main goal of securing purchase orders from customers.
• Able to employ empathy in the sales process to get potent feedback from the customer and use acquired feedback to advance sales efforts.
• Excellent memory and easy mastery of detailed information across many customers and products
• Experience with consultative selling and/or Dale Carnegie style training.
• Able to read engineering drawings and technical specifications.
• Good sales communication skills both written and oral. Quickly recognizes the required elements of an elevator speech and can effectively deliver them.
• Recognizes the importance of balancing the achievement of sales volume targets and maintenance of acceptable profit margins.
• Able to build strong interpersonal relationships alongside technical sales support.

#1AndritzWay Core Behaviors

• Customer Focus
• Ownership for Performance
• Shared Commitment
• Openness

Job Specific Competencies

• Ability to travel up to 80% of the time in the assigned region.

Education and Experience

• Experience with the “complex” sale of industrial engineered products (involvement of multiple customer departments)
• Experience working in a manufacturing environment preferably in outside sales, inside sales or customer service role.
• Experience selling a made to order MRO product.
• Knowledge of industrial materials such as tool steels, ceramics and tungsten carbide.
• Comfortable speaking in front of groups of people in business and industrial settings.
• Experience working with traditional corporate structured divisions such as engineering, maintenance, purchasing, and quality departments.
• Skilled business traveler.

Physical Requirements

As required to individually perform Key Result items

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