District Sales Manager / Sales Engineer
Exegistics
- Sturtevant, WI
- Permanent
- Full-time
- No people / team management or oversight
- Will manage a $6M - $8M book of business for the GA, AL, and FL markets
- Will have a team of CS Reps to support you
- Work from home with some travel required
- Primary contact for customers within an assigned territory, nurtures customer loyalty, and represents the company.
- Collaborates with all the company's departments, in particular with Marketing, R&D, Logistics, Quality, Accounting.
- Maintain regular relationships with customers, regional distributor partners and significant stakeholders within its scope.
- Analyze and define the size of the accessible market (sandbox) and define any strategic intents for the territory.
- Prepare and execute the commercial action plan and maintain all required information in the customer relationship management (CRM) tool.
- Qualify Leads, prospect new customers, develop new applications/machines accessible to existing or potential customers, in line with a focused market targeted by the subsidiary, to grow opportunities pipeline.
- Understand customer needs and provide them with appropriate solutions, working closely with application engineering and every other department to propose value offer solution.
- Conduct commercial negotiations, develop offers and conclude sales after validation with the subsidiary manager according to the delegation rules set.
- Establish offers to maximize margin in line with group pricing policy.
- Establish sales contracts and documents necessary for managing commercial transactions.
- Apply value selling principle for all opportunities defined with SBU manager.
- Coordinate company departments to ensure customer satisfaction (Quality, Delivery...).
- Estimate sales forecasts and market trends to support overall demand management.
- Secure customer account receivables within the credit insurance limits and guarantee payments.
- Manage his/her customer portfolio by establishing contacts and maintaining lasting relationships both existing and prospect.
- Manage distributor partnerships including annual goal setting, target account list development, identify training needs, promote participation in distributor training.
- Participate in quarterly and year end performance agreement reviews.
- Travel to key distributor accounts and ensure joint distributor visits.
- Promote distributor partner use of eSHOP and digital tools.
- Manage the transfer, action plan development and follow-up for Company opportunity leads.
- Negotiate price developments and keep the price list in Stratos up to date.
- Pilot Phase In / Phase out processes at his/her customers.
- Apply the methodology of account plan and scheduled interaction for his/her major customers.
- Meet and exceed sales targets and objectives.
- Participate in the achievement of the subsidiary Key Process Indicators.
- Produce and analyze visits and activity reports,
- Maintain accurate record of sales, customer interactions and pipeline activities
- Support the Key Account Manager in the creation & the successful deployment of the account plan in coordination with the core team.
- Contribute to development of the relationship with the Top Management and the complete organization of the customer.
- Manage the local scorecard of its Key Account with the support of its core team
- Excellent communication skills and possess a result driven approach
- Ability to develop and maintain deep customer relationships.
- Full knowledge of the company products.
- Ability to understand customer applications and their specific needs.
- Expert in Value selling.
- Expert in negotiation
- Good knowledge in problem solving & scorecard animation.
- Good knowledge of new product development process.
- Good knowledge of the companys Sales Playbook.
- Knowledge of the fluid power* mobile industry and fluid power distribution channel
- Proficient in MS Office and CRM software.
- Ability to work independently and as part of a team