DUTIES AND RESPONSIBILITIES:
* Maintain, support, and grow sales of regional distribution accounts based on AOP and growth initiative objectives.
* Conduct regular and extensive contact and follow up with existing distribution partners and target potential partners for additional regional growth.
* Conduct regular sales calls with end user partners to drive customer VOC and potential NPD opportunities for future growth opportunities.
* Develop and execute a Time & Territory Plan that will enable contact with all distributor and representative locations within the assigned geography.
* Maintain an active sales growth funnel within CRM including defined projects that contribute to overall sales pipeline.
* Prepare and present presentations about company capabilities and solutions to customers and prospective customers.
* Maintain an understanding of companies technical, service, support and product capabilities, and products, and communicate same to customers and prospective customers.
* Understand and report on end-user applications, problems to be solved and opportunities, then propose and present product solutions to customers.
* Identify, document, and follow up sales leads and new customer opportunities.
* Participate in communicating and resolving customer complaints and product returns and issues within assigned geography. All such complaints and product issues to be documented and tracked through the appropriate processes.
* Use “value selling” approach and tools as available and present s value versus competitive or alternative solutions.
* Recommend, prepare and secure approval for pricing and quotations when necessary.
* Recommend and attend / participate in approved customer events such as supplier shows, field sales meetings, conventions and events within geography, utilizing additional internal resources as required.
* Travel up to 50% of time.
Requirements
* Passionate in pursuing pro-active solutions for customers and the company.
* Proven ability to work remotely in alignment with company guidelines, policies, processes, and plans.
* Ability to handle high stress situations and respond and communicate in a calm and professional manner.
* Thrives on the challenge of identifying, developing, and closing new business opportunities.
* Proficient in “value selling” concepts and tools. Must be able to develop and effectively present value-added solutions as sales proposals to a variety of stakeholders / decision makers in the target companies.
* Adept at building and maintaining a pipeline of opportunities.
* Demonstrated ability in successful relationship building, both internally and externally.
* Demonstrated track record of consistently achieving or exceeding sales targets using a value-selling, solution-provider, customer–focused approach