Regional Sales Manager

SUMMARY

The ideal candidate, in addition to the responsibilities of day-to-day sales management, will be tasked

with building the presence of our client in the assigned territory including driving sustainable sales growth

via distribution acquisition and fostering existing key distributor relationships representing our client’s

mobile crushing and screening line.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Develop, implement and manage sales and marketing initiatives for dealer and direct customer

accounts within the territory

• Identify, appoint and assist in the development of new stocking dealer accounts

• Develop and align annual distribution business plans for each dealer and direct customer

account, providing regular documented feedback on progress throughout the year

• Establish dealer sales targets and provide forecasts for equipment sales, in line with annual

distribution business plans

• Develop a clear understanding of territory-distributor activity and end customer needs

• Effectively communicate and document sales prospect activity to management via submission of

weekly target reports

• Travels through assigned territory to call on regular and prospective customers to secure sales

orders for equipment in line with agreed targets while maintaining and improving sales margins

• Uphold a thorough commercial and fundamental technical knowledge of our client’s products and

the ability to meet dealer and direct customer demands

• Quotes prices and credit terms and prepares sales contracts for orders obtained

• Train and advise dealer staff (or end users) on company products, machine applications,

services, warranties and aspects of fundamental technical sales

• Develop and maintain a complete understanding of marketplace products; concepts, product

enhancements, competitor product offerings

• Monitor and evaluate sales and distribution trends for the different products, carrying

out market analysis to identify potential, opportunities, and variances

• Report on all market movements, trends, competition activities, lost sales activity etc.

• Carry out ongoing research of local market and business activity and identify new

opportunities for current and future products

• Receive feedback on existing products and services as well as changes, enhancements, and new

products and convey information to engineering and market team members for research and

development improvements

• Communicate dates of delivery to customer, based on knowledge of our client’s production and

delivery schedules

• Coordinate and assist in customer and dealer visits to the factory as necessary

• Ensure all dealer accounts are formally contracted, current and aligned to our client’s standards

• Participate in national/regional trade shows and trade association meetings

• If necessary, participate in the formulation and implementation of remedial actions with existing

partners and distributors

• Make joint sales calls with dealers customers and direct customers

• Proactively liaise with other company functions to ensure distributor accounts have access to

engineers, service and other team members as necessary

• Endorse, participate and execute on inter-departmental initiatives to help achieve corporate

objectives

SUPERVISORY RESPONSIBILITIES

This position has no supervisory responsibilities

QUALIFICATIONS

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.

Reasonable accommodations may be made to enable individuals with disabilities to perform the

essential functions.

Education and/or Experience:

• Technical degree with in-depth commercial understanding, or commercial degree with in-depth

technical understanding

• Minimum 5 years of experience in technical B2B sales with own territory and accounts selling to

large and small-scale accounts and distributors

• Minimum 3 years of experience in developing new markets

• Familiarity with the aggregate crushing & screening industry, portable/mobile equipment

experience a plus

• Understanding of core recycling processes and equipment is an advantage

• Sound sales and distribution management expertise, good customer relation skills, ability to

work within a team environment, mechanical aptitude, creativity, innovation, and ability to see

the larger picture

• A high level of self-confidence and the ability to make decisions

• Understanding the distributors and end user business, their decision-making processes and

operating principles to ensure that there is a fit between all organizations involved

• Strong relationship building skills, a bias for action and detail-oriented behaviors are required

• Highly motivated individual with the ability to work under pressure and meet the deadlines

• Ability to work in a team atmosphere despite being home office based with frequent travelling

• Client skills including building and managing relationships, negotiation skills and understanding

of customer needs and market requirements

• Capable of effectively and accurately working on several projects at one time in an organized

manner, prioritizing tasks and working in a fast-paced environment

• Strong communication, co-operation, interpersonal and presentation skills to manage internal

and external interfaces

• Proficient with MS Office tools (Word, Excel, PowerPoint & Outlook), and IT in general

• Must have valid driver’s license and passport; record in good standing

Language Skills

• Ability to read and interpret documents such as engineering drawings, safety rules,

operating and maintenance instructions, and procedure manuals

• Ability to write routine reports and correspondence

• Ability to communicate clearly with employees, external vendors, and management

• A strong motivator with excellent communication skills

• Fluent in English (both oral and in writing), Spanish is an advantage

Mathematical Skills

• Ability to add, subtract, multiply and divide in all units of measure, using whole

numbers, common fractions and decimals

• Ability to compute feet into inches

Reasoning Ability

• Ability to apply common sense understanding to carry out instructions furnished in

written, oral, or diagram form

• Ability to deal with problems involving several concrete variables in standardized

situations

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to

successfully perform the essential functions of this job. Reasonable accommodations may be made to

enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to stand; use hands to finger,

handle, or feel; and reach with hands and arms. Specific vision abilities required by this job include close

vision, distance vision, peripheral vision, depth perception and ability to adjust focus.

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