DUTIES AND RESPONSIBILITIES

• Directs and coordinates the performance of assigned Territory Sales Managers; ensure maximum sales effort and achievement. Appraises performance of sales team; assesses training and development needs, and recommends personal and professional developmental programs, as indicated
• Coordinates, with distributor or customer account, the development of new customer accounts by identifying and establishing new customer bases, disseminating product information (including quality control, warranty, and credit policy / procedure), building rapport with Territory Sales Managers through telephone communication and field sales calls, and assisting Field Sales with the design of sales programs / presentations to ensure optimum sales and profits from all areas
• Analyzes market potential within a given geographical area, including competitive cost information, activities, market trends, and other relevant facts, and reports findings to the Senior Sales and Marketing or Pricing Leadership
• Establishes annual and regional sales projections by product, and recommends programs to ensure level sales volume (within practical limits) based on Territory Sales Managers’ feedback
• Assists with the formulation of annual departmental budgets, including forecasts for capital equipment, manpower requirements, etc., and provides appropriate cost / payback justification for recommended alterations / expenditures
• Direct accountability for regional accounts (annual)
• Maintains (through recruiting, hiring, training, evaluating, developing, and replacing personnel) a sales force capable of achieving annual sales goals
• Arranges sales meetings for assigned personnel
• Plans and organizes, directs, and controls assets and personnel of the department toward the achievement of departmental / Company goals
• Informs, through reports as appropriate, the Sr. Sales leadership of the actions and accomplishments of the department, including : Current projects, future goals, and their status, actual activity of personnel, sales statistics showing past and current performance versus budget, etc.
• Maintains adequate care and supervision of all associates reporting to the department to motivate associates and to ensure maximum utilization of the human resource factor in accomplishing departmental / Company goals. Evaluates associate performance and provides coaching, counseling and corrective action to personnel as required by the Company policies and / or as indicated by circumstances presented on an individual basis
• Enforces budgetary controls over all departmental expense categories including : selling, travel and entertainment, advertising, commissions, warranty, etc., to adhere to planned budgetary levels at all times, and minimize expenses wherever possible
• Formulates, offers, and implements ideas concerning terms of sale (discounts) allowances, commissions, etc. (with respect to customers versus competitive conditions) within a framework supporting continual profit and efficiency improvement
• Develops and offers new product / marketing ideas to the Product Implementation Team and / or Product Manager for consideration, with presentations to include all available market data (volume, overhead, cost data, profitability, trend analysis, etc.)
• Cooperates with the Credit Department, when needed, to assure that new customers and programs are adequately screened to increase the paying quality of customers while decreasing credit risk
• Participates in strategic planning and provides leadership and guidance in carrying out Action Plans relative to accomplishment of Corporate goals / objectives
• Performs other duties as assigned

Qualifications