Manager, Technical Sales - Astec Industries

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Astec is a global, environmentally focused infrastructure and manufacturing company of asphalt road building and aggregate processing. Our mission is to design and build the most innovative products for the industries we serve. Leveraging innovative solutions and technologies, we serve customers all over the world.

ABOUT THE POSITION
This position will focus on sales, marketing, training, and support of specific Company products within defined territory.  Also, will assist with or directly execute sales activity of these products between the company and its customers.  The TSM is accountable for understanding customer requirements and satisfying those requirements over the short/long term in a professional manner that assures the successful execution of the territory sales plan. 

Key Deliverables

• Actively pursue new business accountants in target markets.
• Develop attainable annual goals through all market channels.
• Provide technical support to customers on the use of products purchase from Astec.
• Prepare formal and informal quotations to customers for selected products.
• Represent the organization at trade shows, events, and demonstrations.

Key Activities & Responsibilities

• Main responsibility is to sell specific Company product in defined territories that have been targeted as high-volume opportunities or require additional sales development to increase market share and acceptance. 
• Defined target market for this TSM role will be primarily towards aggregate, mining, recycling, construction, energy, industrial & other material processing markets. 
• Assist Sales Direct and/or Regional Sales Manager(s), along with other sales related personnel on sales & rentals within their defined target market as required. 
• Help set goals and attain them on an annual basis through all market channels as required.
• Must be able to effectively negotiate with end-users in all areas of Company sales business as necessary.
• Assist with management of all market channels, to include direct sales, distributors, OEMs, Inter-Company, etc.…to successful sales goals as required.  This area should be included in business plan for territory where applicable. 
• Promotion of Company technology, products, quality, and services.  This requires networking with sister companies, customers, and all avenues of reaching targeted prospects, including cold calling. 
• Expected to travel accordingly to fulfill job requirements successfully.  Up to 4 days per week will be necessary. 
• Strategically position the company to be the preferred supplier of the products and services Company provides.
• Assist with territory plan specific to Company products and services targeted for review with Sales Director on annual basis for upcoming year by final quarter of current year.  This will be reviewed quarterly for update and tracking purposes with Sales Director.  The territory plan will cover market potential, key prospects and customers, market channels and individual plans, along with written sales goals and strategies for the year. 
• In this role, product sales initiatives may go change from year to year in and/or go beyond current year.
• Directly assist Sales & Marketing personnel on maintaining current files on competition that shall cover but not be limited to products, selling prices, strength and weaknesses, market strategy and activity.
• Must be or have the ability to become recognized as a technical expert in our field within a reasonable period of time to handle all duties of position.
• Must become a “consultant” to customers, learning their business and working to fill their needs so they can become more successful.  Responsible for quantifying economic benefits of our equipment and showing all areas of value to customer and/or prospect.
• Responsible for preparation of formal and informal quotation to customer/prospect, except when ability is diminished by Company or other Astec Industries senior staff.  This shall include but not be limited to the selection of equipment, options offered, effective cover letter as required, as well as terms for payment and shipment to ensure processing a “clean order” for the Company.
• Arranges, secures, and administers all financing, letters of credit, wire transfers, etc.…prior to shipment.  Down payments required for any order. Exceptions must be approved by Sales Director.
• Responsible for being resourceful to customers/prospects.  This will require close contact with customers/prospects through all channels in order to be FIRST on deals and ahead of competition.
• Must be proficient in presenting ideas and have proven ability to close deals.
• Responsible for aggressively presenting and supporting each customers/prospect need before and after every sale, in regard to Company products.
• Expected to prospect a minimum of 5 customers per day.  Ideally meeting with a minimum of 3 prospects in person per day.
• Must directly assist in maintaining accurate and current files on all accounts and all orders within assigned territory.  This includes, but is not limited to, key personnel, accounts payable status, warranty issues and future projects. 
• Timely follow up is expected on all issues both internally and externally.  Return all forms of communication the same day if at possible.  Leave clear and direct messages in follow up.
• Required to keep proper Company management informed on territory activity.
• Weekly Sales Report updates are required every Monday morning before 9:00 AM CST.  These are to be updated into Customer Relationship Manager (CRM) system in proper format, unless otherwise instructed by the Sales Director.
• Monthly Equipment Dealer Inventory Reports for specified equipment are required on the first day of every month by 9:00 CST.  These reports shall include all rental and sales activity by serial number, along with city/state location in territory.  These are to be sent to Sales Director by email in proper format.
• Sales Planning Reports are required by the end of November each year.  These reports shall include all regional sales and market initiatives, as required for the upcoming year.  These are to be sent to the Sales Director by email in proper format.
• New Contact Reporting is to be updated into CRM system on a timely basis.
• Daily contact with Company office is required.

Other Requirements

• Assist with order entry and changes as required.  May include going to customer for additional sales dollars, as well as other market channels as required.  Attend trade shows and other industry meetings as required.
• Work with other groups such as D.O.T., associations and other market channels.
• Assist with advertising strategies.  Submit requests to Sales & Marketing personnel for mailers and ads.
• Participate in sales meetings and/or training seminars as required.
• Network with other Company and Astec Industries’ Sales Personnel as required.
• Assist in sales forecasting, planning and budgeting as required.
• Maintain expenses within budget as set forth by Sales Director.
• Must assist in collection of payables as required.
• Arrange customer visits to Company facility.
• Responsible for coordinating all startup service for equipment sold to customers.
• Visit each customer as equipment is delivered to them or during installation.
• Make suggestions for changes to equipment, new products, etc… to management.
• Coordinates and interfaces with Company’ service when required for all territory customers.  Liaison with other departments as required.
• Keeps customers informed about factory training and parts specials available.
• Support the Sales & Marketing Department by providing a professional image and high level of support.  Maintain a professional dress code and proper etiquette at all times with customers and fellow associates.  The Sales Director can answer any questions in this area.
• Must reside in or be willing to relocate to designated territory at his/her expense if necessary.
• Must be able to obtain a passport if necessary.
• Must have financial means to travel when required.  Approved expenses will be reimbursed.
• Must have a valid driver’s license in your resident jurisdiction and an acceptable driving history and obey all laws at all times.  Do not perform tasks that distract you while driving.  Comply with state/provincial and local laws regarding mobile phone usage.  The Company prohibits employee use of mobile phones or similar devices, with the exception of hands-free and/or Bluetooth-enabled devices, for Company-related purposes while driving. 
• Practice company’s Core Values, Purpose, Future Vision, Principal Goals and Core Strategies every day.
• Other responsibilities as assigned.

To be successful in this role, your experience and competencies are:

• Bachelor’s degree from a four-year college/university preferred.
•  5+ years of field sales management experience with capital equipment sales through distribution channels, and in a large territory.
• Must possess the ability to concurrently handle multiple tasks in a high paced environment, manage a geographical territory, set strategic objectives, and meet specific deadlines. 
• Must be skilled in Microsoft Word, Excel, Power Point and Outlook.
• Must be able to save and organize files on computer in folders for each of retrieval, as well as send any Word or Excel files to the factory and/or management for sales reporting, quote request purposes and territory analysis.
• Must be able to download digital pictures from your phone/camera and save, attach and email them to factory. 
• Must be able to work satisfactorily as a team member.
• Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures and governmental regulations required.
• Ability to write reports and business correspondence required. 
• Ability to effectively present information and respond to questions from customers, groups of managers, associates, clients and the general public required.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume required.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.  Ability to interpret a variety of instructions furnished in written, oral, diagram, or scheduled form.

Supervisor and Leadership Expectations
None

Our Culture and Values
Employees that become part of Astec embody the values below throughout their work.

• Continuous devotion to meeting the needs of our customers
• Honesty and integrity in all aspects of business
• Respect for all individuals
• Preserving entrepreneurial spirit and innovation
• Safety, quality and productivity as means to ensure success

NOTE: This position responsible for certain internal control responsibilities.  These internal control responsibilities are verbally communicated to the incumbent and periodic feedback is provided as it relates to the performance of these internal control responsibilities.

WORK ENVIRONMENT
Office
While performing the duties of this job, the employee is regularly exposed to risk of injury in an office environment and occasionally a manufacturing shop plant environment.  Duties include a typical office setting including extensive computer work, sitting or standing. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EQUAL OPPORTUNITY EMPLOYER
As an Equal Opportunity Employer, Astec does not discriminate on the basis of race, creed, color, religion, gender (sex), sexual orientation, gender identity, marital status, national origin, ancestry, age, disability, citizenship status, a person’s veteran status or any other characteristic protected by law or executive order.