Regional Sales Manager – Southeast US

Position Purpose

The primary purpose of this position is to drive revenue growth in defined target markets/customers by identifying, prospecting and securing new business opportunities. This position will focus on creating new customers by developing and qualifying new leads, developing and executing territory and account strategies to achieve sales and growth targets with new business, as well as deepening DWFritz relationships in key strategic accounts to develop further opportunity with established accounts. They must clearly and convincingly articulate DWFritz offering and value proposition and overcome initial resistance from prospects.

Responsibilities

• Employ strong prospecting and cold-calling skills and networks in assigned territory to establish themselves as a valued resource to existing and potential customers.
• Develop, implement and execute an account territory plan; prospect and identify new opportunities within account and territory while protecting core revenue
• Experience in selling complex technical automation solutions to customers.
• Manage the entire sales process from prospect initiation to securing commitment with customer(s) by identifying new opportunities and filling the new product
• Own customer relationship; communicate the DWFritz business offering by demonstrating alignment of DWFritz capabilities with customer
• Maintain regular and timely communications with key customers within territory/account. Ensure corrective actions are in place and communicated to management or other key DWFritz functional areas.
• Develop relationships with critical decision makers in the prospecting phase through regular face to face customer engagements, understanding needs and continued follow up to ensure new quoting
• Expand knowledge of customer business trends and markets by creating and maintaining an account profile, developing an account strategy and detailing a tactical execution plan.
• Take ownership of all strategic quotes and contracts, serve as a key negotiator and utilize sales processes to solicit and to coordinate feedback
• Work in partnership with the Technical Sales Engineer to understand customer requirements and needs, present winning solutions and execute commerical strategies.
• Create and present a business case for new opportunities to DWFritz management
• Understand industry and market trends as well as sales analytics related to customer and translate into targeted
• Attend and engage with customers at trade shows, conferences, and industry
• Demonstrate strong computer skills and update CRM (Salesforce) daily based on sales
• Serve as an advocate of DWFritz by being able to clearly define DWFritz from a high level to the detail of a specific product

Knowledge, Skills and Abilities

• Strong prospecting and cold-calling
• Must possess an active network of contacts to help with prospecting
• Business acumen to understand how to qualify an opportunity based on customer business case, ROI, budget, and strategic fit.
• Strong sense of personal accountability, self-directed, process focused and performance
• Experience dealing with multiple deadlines and working in a fast-paced environment.
• Demonstrated ability to generate revenue growth using strategic account management
• Strong sales call planning/execution skills and sales opportunity development and management skills.
• Ability to deal effectively with pressure, recover quickly from setbacks, and remain optimistic and competitive even under adversity.
• Demonstrated customer focus and orientation to creating value for the
• Strong work ethic, high results oriented and high tolerance for
• Curious and constantly looking to improve professional and personal
• Must be able to work with and lead teams both internal and externally.
• Excellent verbal and written communication skills, influencing, analytical, and problem solving skills.
• Contract negotiation and project management experience.

Education and Experience

• Bachelor’s degree required.
• 4-7 years of direct sales experience required.
• Demonstrated experience in prospecting and growing a new leads and territory.
• Selling automation solutions and capital equipment required.
• Experience selling automated metrology and multi-process assembly solutions highly

Interpersonal Contacts

We are an ITAR protected facility and due to the nature of your role, you may encounter ITAR related project information. Your citizenship status will determine what access you have within the facility.

External to DWFritz

• Customers and prospects, external consultants, agents, marketing service firms, attorneys.

Internal to DWFritz

• Sales team, project managers, executives, peer managers.

Work Environment

• This job operates in a professional office environment. The ability to work under pressure to meet project deadlines in a multi-tasking environment is a must.

Physical Demands

• The physical demands listed here are typical for the role and may be modified upon request for reasonable accommodation. The employee may be working at a personal computer workstation for most of the workday, both in a professional office environment and on the shop floor. The position requires the employee to communicate with others including talking and hearing, sometimes in environments with significant ambient noise. The employee must be able to wear personal protective equipment and gear for much of the workday. The employee must be able to ascend and descend ladders, work in confined spaces, and be mobile / working on their feet for much of the day. The employee may occasionally lift up to 50 pounds; bend, stoop, kneel, and grasp.

Salary Grade: 13

Equal Opportunity Statement

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

The above description is intended to identify the essential functions and requirements for the performance of this job. It is not to be construed as a complete statement of duties, responsibilities, or requirements. All jobs require behaviors consistent with our Core Values and Culture.