Under the general direction of, and reporting to, the Domestic Sales Manager in Wisconsin, the Regional Sales Manager is responsible for managing all aspects of regional equipment and part sales for Telsmith, Inc. using both direct and distribution channels to achieve performance goals in the Texas, New Mexico & Louisiana markets.
Essential Duties and Responsibilities
This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.
Primary markets covered: construction aggregates, recycle concrete/asphalt and industrial crushing and screening applications.
Increase market share for all products and parts while maximizing profit margin.
Ensure customer satisfaction throughout life cycle of Telsmith product. Including the coordination of services and part support as needed. Customer satisfaction starts with a proposal and continues with a successful installation and start-up but never ends.
Recommend a path to market that provides best success for Telsmith in each state or province.
Hold dealers and representatives accountable for performance levels and items within dealer agreements.
Schedule and perform periodic sales training sessions with dealers and representatives.
Travel to all states/provinces regularly within the defined territory calling on customers directly or with representatives or dealers.
Promote new products, parts and services with existing and potential customer base.
Qualify potential opportunities and define initial needs using tools like Agg-Flow to confirm application criteria prior to proposal.
Assist with planning and preparations for regional trade shows.
Prepare formal presentations to customers using Microsoft PowerPoint.
Prepare price quotations, terms of sales, delivery dates and prepare orders subject to the approval of the company.
Investigate and expedite product claims and complaints in accordance with company policies and assist to resolve problems and recommend corrective action.
Keep the company informed on competitive products, promotional matter, sales techniques, pricing and market policies.
Prepare and submit periodic reports on sales pipeline, activities, sales volume, expenses, etc.
Maintain a well-organized laptop file database to ensure current and past proposals can be retrieved and tracked.
Make suggestions to management for changes to equipment and development of new products.
Stay current with technology affecting aggregate and mining equipment.
Attend various meetings and participate in company initiatives to improve the profitability and efficiency of the company.
Actively follow, support and enforce company policies, rules and core values.
Maintain a professional image and demeanor around customers, employees and the general public.Additional Requirements
Requires working knowledge and application of crushing equipment in the construction aggregate and recycling industry, and the desire and energy to grow new business. Excellent communication skills required. Strong technical background and mechanical aptitude required. Polished prospecting and qualification skills required. Frequent travel is required. Must have valid driver's license and clean driving record.
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
Requires education generally equivalent to a bachelor's degree from four-year College or university with courses in Engineering, Mining, Metallurgy, or Business Administration; plus broad sales experience of five or more years preferably in mining equipment. Must be able to effectively supervise others. Must be able to work as team member, Must be strategic in thinking. Language Skills
Ability to read, analyze, and interpret general business periodicals, professional journals. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from groups of managers, executives and other employees of the organization. Mathematical Skills
Ability to apply advanced mathematical concepts. Reasoning Ability
Ability to define problems, collect data, establish facts, and draw valid conclusions of customer requirements. Ability to interpret an extensive variety of technical instructions and deal with several abstract and concrete variables. Other Qualifications
Requires the ability to operate various office equipment to include a computer, voice mail, copier, fax, calculator, and projectors. Requires the ability to operate with various software such as word processing, spreadsheets and database. Requires ability to operate a motor vehicle. 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 frequently required to sit. The employee is occasionally required to stand; walk; use hands to finger, handle, or touch objects or controls; and talk or hear. Will occasionally climb stairs on equipment to observe product. Specific vision abilities required by this job include close vision and the ability to adjust focus. Occasional lifting of up to 50 lbs. may be necessary. Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While working with customers or dealers you will be exposed to the outside elements in the territory including but not limited to: high elevation, below freezing temperatures, wind, rain, dust from crushing process and icy conditions. All person protective equipment will be supplied by Telsmith Inc along with company and federally mandated safety training.