Regional Sales Mgr-OHIO-Crane Indus. Electrification - VAHLE INC

Electrical and Crane background- Regional Sales Manager

*No Commission-base + bonus- 75% travel

The Regional Sales Manager represents and promotes the entire range of VAHLE products and services including conductor bar systems, festoon systems, positioning systems, data communication systems, vPOWER systems and VAHLE technician services.   The position holder pursues, monitors, and wins bids for major projects within the market and maintains relationships with defined key market customers. The role demonstrates a strong sales engagement through new system orders, parts and value-added relationship building with regards to assigned region/ territory and customers to meet defined revenue goals and realize profitable sales and growth via existing and new customers as defined by KPIs. The Regional Sales Manager continuously develops the VAHLE network and acts for the benefit of VAHLE in relation and support of customer needs. 

General

• Strategic development and management of the assigned region, in close cooperation and coordination with the Outside Sales Director with regards to the expansion of existing clients as well as the acquisition of new clients (across all industries, entering new markets)
• Represent and promote the entire range of VAHLE products and services including conductor bar systems, festoon systems, positioning systems, data communication systems, vPOWER systems and VAHLE technician services (though may primarily focus on a specific solution or application within the designated market) 
• Daily manage and demonstrate strong sales engagement with regards to assigned region/territory and customers to meet defined revenue goals (goal setting in conjunction with Outside Sales Director) and realize profitable sales and growth via existing and new customers as defined by KPIs
• New clients | Prepare and execute a development plan to win new customers as defined via sales strategy by
  • analyzing and identifying customer potential
  • actively promoting VAHLE services and product solutions highlighting technical specifications, performance data and benefits
  • executing sales initiatives (considering competitor marketing and pricing activities)
  • applying state of the art measures e.g. cold-calling, site visits, lobby work, trade fairs, lunch and learns etc. with a view to growing sales or margin or both, identifying key priorities
  • acting for the benefit of VAHLE in relation to and in support of customer needs
• Existing clients | Further develop long-term partnerships with existing customers as defined via sales strategy by
  • proactively assessing and understanding current and future customer needs
  • exploring new opportunities within the customer (this includes after sales activities)
  • developing and enhancing the quality of our company’s relationship with the customer
  • actively promoting VAHLE services and product solutions highlighting technical specifications, performance data and benefits
  • executing sales initiatives (considering competitor marketing and pricing activities)
  • applying state of the art measures e.g. cold-calling, site visits, lobby work, trade fairs, lunch and learns etc. with a view to growing sales or margin or both, identifying key priorities
  • acting for the benefit of VAHLE in relation to and in support of customer needs
• Responsible to maintain defined key accounts (accounts will be discussed and agreed with the Outside Sales Director)
• Analyze existing/new markets through interactive dialog with customers, sales personnel, industry links and stream partners
• Proactive realize of (potential) opportunities e.g. by
  • pursuing, monitoring and winning bids
  • creating on site quotations in interaction with customer (see standard sales process)
  • following up on quotes within given timeframe (see standard sales process)
• Create high caliber presentations to various groups within the customer’s organization and within VAHLE, Inc. as needed
• Utilize CRM and SAP software 100% to capture sales stages, manage quotations, and other deliverables for accurate status of orders, sales, projects in progress, and orders lost and won and the root cause for lost orders
• Analyze sales activities, pipeline flow, achieved outcomes as defined by KPIs and prepare weekly reports
• Solve customer complaints and disputes in accordance with VAHLE`s customer service philosophy
• Frequently coordinate with Market and Industry Manager as well as Marketing Manager to enhance knowledge, share best practices, provide feedback and deliver best possible solutions to customers
• Continuously develop existing VAHLE network and extension of sales network across the U.S. and strategic boarder markets in relevant/target industries 
• Effective, professional and timely, ongoing communication and intricate coordination with related departments managers and staff to accomplish goals (e.g. Inside Sales, Outside Sales – Markets & Industry)

Summary of critical goals and key successes the position holder is held accountable for. The accountable person takes responsibility for everything that happens as a result of the actions that were taken.

• Accountable for the development and implementation of the regional/territorial sales strategy in conjunction with Outside Sales Director derived from VAHLE Group`s global strategy addressing sales and growth via existing and new customers
• Accountable for the results of the regional/territorial sales strategy, respective the achievement of revenue goals, EBIT targets, product/application turnover in respective market segment which are measured by defined business goals and KPIs
• Accountable for the continuous improvement of operational quality
• Accountable for the CRM data quality with regards to region/territory of responsibility
• Accountable for the current state of knowledge about VAHLE products and systems
• Accountable for handling customer complaints in accordance with VAHLE`s customer service philosophy Accountable for completion of accurate and detailed expense reports following VAHLE Inc.’s reporting guidelines

Educational Background:

Professional Experience:

3+ years of experience in a sales related field in a medium-sized wholesale, distribution or manufacturing company ideally with international business relations

• Proven ability to successfully drive sales processes for complex electrical engineering products and systems from plan to close (including ability to assess and evaluate technical requirements and specifications)
• Proven development of sustainable partnerships with strategic customers in at least one of the relevant industries including development of client-focused, differentiated and achievable solutions
• Ability to produce creative and positive solutions through negotiation, resulting in the creation of offers and contracts
• Demonstrated strong analytical skills to collect and interpret sales data by analyzing different markets, products, services, gross revenues and profit, and demographics of the purchasing customer Pronounced experience in dealing with KPIs

Highlights:

We’d like someone who has an engineering/Technical knowledge and background.

Technically savvy with the basics in electrical knowledge who can bring our products to various industries and markets. 

Salaried position- not commission based