Regional Sales Specialist

 The Regional Sales Specialist (RSS) is responsible for providing direct sales and sales support to sales representatives for the assigned products of Hydraulics and Pneumatics in an assigned geographic territory by performing the following duties.  In addition, the RSS may also have sales responsibility for an assigned list of 5-6 Direct Accounts.  These responsibilities will be carried out in a manner consistent with the goals and standards of the Company.

Candidate must have previous experience selling hydraulic and pneumatic equipment to be considered for this opportunity.
 

SCOPE
Employee:		Department:	Sales
Supervisor:	Regional Sales Manager	Location:	Cincinnati, Dayton, Columbus
Status:	Full-time	FLSA:	Exempt
Minimum Prerequisites:	Bachelor’s degree (B. A.) from four-year college or university; or one to two years related experience and/or training; or equivalent combination of education and experience.
Authority:	This position has no supervisory responsibility.

 
PRIMARY RESPONSIBILITIES
 

1. Sales Responsibilities:
   1. Compile and maintain a list of customers and prospects within the assigned territory derived from anyone or more of the following resources:
      1. customer database
      2. Industrial directories and purchased databases
      3. Sales leads from suppliers
      4. Cross leads from other personnel and strategic partners
      5. Personal research
      6. Referrals from customers
   2. Develop and implement a sales plan to grow the sales in the assigned territory. The plan should include the following:
      1. A list of viable customer targets
      2. A list of product targets
      3. Planned call frequencies
      4. Effective time management plan
      5. A plan for effective use of the resources of the Co. or those of our suppliers.
   3. Fully utilize all company sales process and process tools throughout:
      1. Maintain a current pipeline at all times.
      2. Review sales pipeline with sales managers monthly
   4. Develop weekly call plans with scheduled appointments that include and focus on the following:
      1. Scheduled appointments with selected customers and prospects.
      2. Planned calls that include prepared presentations and/or demonstrations.
      3. Occasional entertainment using approved resources in an appropriate manner to cultivate and deepen relationships with important customer decision makers and buying influences.
      4. Joint calls with Co. management personnel and/or key supplier representatives.
   5. Conduct planned calls on customers and prospects in accordance with the plans developed above.
   6. Provide the following services to customers based upon their needs: application support and product consulting.
   7. Prepare technical proposals and quotations for customers based on their expressed needs.  The sales representative should take steps to properly select and use the most appropriate company resource to support this activity.
   8. Communicate and collaborate with vendor sales and management personnel to promote and coordinate efforts to sell to and support customers and prospects
   9. Make service calls to support equipment and products manufactured by our vendors even if we were not the original sellers of the products.
   10. Pro-actively assist our customers and prospects in the proper application and operation of our products.
   11. Respond promptly and adequately to all customer requests for assistance and service unless specifically excused by the sales manager.
   12. Promptly qualify and follow up on sales lends provided by vendors.

 

2. Product Support Management:
   1. Support the assigned product selling efforts of designated sales representatives in assigned geography by:
      1. Conduct joint customer sales calls with sales representatives as needed to provide product specific sales support.  May include conducting sales presentations and providing technical application and quoting support as needed.
      2. Assist sales rep in determining best technical resource available for given project/application/quote.  Insure that needs are communicated effectively.
      3. Share in sales and gross margin growth responsibility for specific products in regional territory.
      4. Assist Regional Sales managers and Product VP’s in identifying product training needs of sales representatives.
      5. Assist Product VP indentifying customer segments to target in assigned region.
      6. Assist Product VP in identifying target customers in the region
      7. Provide support and visibility to the target vendor relationships in the region

 

3. Miscellaneous:
   1. Work in Company booths at the trade shows that we choose to participate in.
   2. Attend all vendor training schools selected by the Regional Sales Manager in conjunction with VP of Sales.
   3. Attend whatever general technical skills training the sales manager feels is necessary to maintain technical competence in the sales reps area of specialization.
   4. Prepare and submit on a timely basis such reports and plans as are required by the management of the Company
   5. Make good and regular use of all company sample and demonstration equipment to promote our products. Keep all such equipment in good working order and in good condition regarding general appearance.
   6. Maintain and operate company funded vehicles in good working order and maintain the proper appearance of same. See that proper required maintenance is performed on a timely basis. Drive in such a manner as to have a good enough safe driving record so that insurance can be purchased at the usual and customary rates.

 
LANGUAGE SKILLS
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
 
MATHEMATICAL SKILLS
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume, Ability to apply concepts of basic algebra and geometry.
 
REASONING Ability
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
 
CERTIFICATES, LICENSES, REGISTRATIONS
Valid driver’s license with proof of insurability at usual & customary rates
 
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 stand, walk, sit, and talk or hear. The employee is occasionally required to use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; and taste or smell. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.
 
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 performing the duties of this job, the employee is frequently exposed to moving mechanical parts and outside weather conditions. The employee is occasionally exposed to wet and/or humid conditions; high, precarious places; toxic or caustic chemicals; extreme cold; extreme heat; risk of electrical shock; and vibration. The noise level in the work environment is usually loud.
 
Salary - 65K plus commission plan 130-140K OTE