Regional Sales Manager, West – Trade/Industrial

About Us

KNIPEX Tools LP is the North American operations of KNIPEX‐Werk and is located in Buffalo Grove, IL. KNIPEX‐Werk, Wuppertal, Germany, concentrates its efforts on being the best professional pliers manufacturer in terms of quality, innovation and efficiency and its pliers satisfy the highest expectations in terms of performance, ergonomics and service life.

KNIPEX tools are designed for the professional tool user and those that demand the highest quality hand tools available in the marketplace today.

Position Description

Sales Manager – Trade Distribution Channel

The Sales Manager – Distribution position is strategic in the function of developing sales in an assigned geographic area and specific channels of distribution. They will forge relationships with our distribution network, direct independent sales representatives, and establish strategic partnerships with major accounts. The Sales Manager is the primary contact person for the assigned accounts. This individual works closely with KNIPEX Tools LP (KTLP) management and all support departments. This position requires 65% travel within the assigned region and periodic travel to trade shows and company headquarters outside the region.

Position Overview

• The Sales Manager – Trade Distribution Channel, develops and maintains assigned Channel customers and manufacturer representative territories while meeting KNIPEX Tools LP (KTLP) assigned financial objectives.
• Establishes plans and strategies to meet or exceed the assigned financial objectives within the electrical, industrial, construction, HVACR, plumbing, electronics and all assigned channels of distribution.
• Establishes plans and strategies to expand the customer base in assigned channels of distribution.
• Staffs and directs a sales team of independent manufacturer representatives and provide leadership producing the achievement of maximum profitability and growth in line with KTLP’s assigned objectives.
• Develops deep relationships within major customers in assigned channels: Executive, Product Management, Purchasing, Marketing, Logistics etc.
  
  

The Sales Manager – Trade Distribution Channel will lead and manage sales efforts in the field through prospecting orders and setting sales targets that are consistent with the company’s objectives. Sales managers work closely with top management and all support departments. They are responsible for the sales and profitability results of their sales teams. As senior managers, they will direct manufacturer sales representatives towards performance goals, implement assessments and coaching, and perform training as required.

Position Responsibilities

• Manages all aspects of assigned and future accounts within trade channels of distribution.
• Identifies any operational issues that might arise and resolves them with the appropriate internal teams.
• Identifies and develops new opportunities within a current customer base. Examples would include additional locations owned by the customer that have not yet been penetrated.
• Meets and exceeds annual sales budget.
• Develops annual promotional plans focusing on key product categories and new products.
• Meets and exceeds gross margin goals.
• Develops a business plan to identify and acquire new account growth opportunities.
• Provides a timely and effective sales presentation to prospective customers to ensure that the product and services offered are thoroughly explained and understood.
• Plans a sales approach designed to identify the prospect’s needs and wants for the product/services offered, and the investment the prospect is willing to make.
• Frequently contacts current customer base to keep a good working relationship. Ensures that the customer is satisfied with the current service. Works with the appropriate internal team members to resolve any problems (invoices, service, access, etc.).
• Completes requests for information and requests for new product setup implementation.
• Responsible for formulating relevant account pricing strategies, within KTLP’s financial and sales goals.
• Develops and maintains a fully documented sales process for all accounts assigned to the trade channel.
• Originates sales techniques to penetrate markets and combat competitive initiatives.
• Participates in the planning, attendance, and successful management of KTLP’s national and regional trade shows and industry conventions.
• Develops new product suggestions and applications from the trade channel and work with KTLP management for review.
• Miscellaneous duties as assigned.
  
  

Position Requirements

Knowledge

• Bachelor’s Degree or equivalent experience.
• 5-7 years of successful experience in sales management, specifically working with manufacturer sales representatives.
• 2-3 years of successful industrial, electrical, MRO sales experience.
• Proficient in Microsoft Office products; SAP or other comparable ERP proficiency a plus.
• Basic knowledge of business finance.
• Strong understanding of customer and market dynamics and requirements.
• Ability to assess sales and business results.
• Proficiency in marketing, promotion and sales processes.
  
  

Proven leadership and ability to drive sales teams.

Skills

• Excellent written and verbal communication skills.
• Proven interpersonal skills.
• Superior product demonstration skills.
• Above average facilitation skills.
• Time management and organizational skills.
• Detail oriented with strong problem solving skills.
• Ability to work under deadline pressure.
• Excellent follow up.
• Ability and confidence to communicate at all levels, internally and externally in a professional manner by phone, email and face to face contact.
• Strong account management skills.
• Excellent negotiation skills.
  
  

Personal Attributes

• Willingness to travel 65% and work in a global team of professionals.
• Must have a valid US Driver’s license and reliable transportation.
• Sense of urgency mindset with an assertive “let’s get it done” attitude.
• Ability to work occasional weekends to attend tradeshows or other work related events.
• Energetic, dynamic, and friendly personality.
• Strong interpersonal skills and ability to work well with teams.
• Results oriented, self-motivated, and has the ability to meet all deadlines.
• Customer oriented.
• Strong business acumen.
  
  

Physical Demands and Work Environment

• Position requires periodic walking, stooping, bending, reaching, and ability to push, pull, and grasp required.
• Continuous standing or sitting for several hours a day.
• Some heavy lifting may be required, up to 40 lbs. (utilizing safe lifting techniques, assisted lifting, and/or team lifts).
• Continuous keyboard and screen usage for several hours a day.
• Regular, reliable and predictable attendance necessary.
  
  

Company Values

Knowledge:

• Improvement is GREAT. Change is GREAT. Wanting to be better is GREAT.
• Innovate; take initiative and be curious. Learn from mistakes.
• Continue to develop our skills; challenge ourselves and others to achieve possibilities.
  
  

Teamwork:

• First and foremost, we are a team. Our competition is outside these walls.
• We are all role models and lead by good example.
• Our cooperation and communication is characterized by kindness, openness, honesty, and valuing each other’s contributions.
  
  

Loyalty:

• Demonstrate reliability, responsibility, and ownership – not just through words, but through actions.
• Keep commitments; say what you will do, and do what you say.
• Trust each other and continue to earn that trust every day.
  
  

Passion:

• Strive to achieve consistently superior quality, service, performance, productivity, efficiency, and effectiveness.
• Take pride in our product, our company, and our people.
• Embrace sustainable initiatives and give back to the community.
  
  

The annualized base rate for this position is: $105K - $130K. Please note that the specific compensation for this role will be determined based on experience, qualifications, location, and internal equity considerations.

We have other benefits associated with this position which include: Bonus Eligibility, medical, dental, and vision insurance, company funded Health Reimbursement Arrangement Plan (HRA), generous paid time off, 401K, etc. For more detailed information on our complete benefit package, see https://www.knipex-tools.com/company/careers .