What are the responsibilities and job description for the Regional Sales Manager position at Pettibone / Traverse Lift?
Drive Business Results:
- Achieve quarterly & annual revenue goals.
- Continually find new customer prospects.
- Develop sales plans for assigned region with detailed actions and timetable for attainment of sales objectives.
- Promote Pettibone’s value proposition and key product features, advantages, & benefits.
- Utilize CRM to manage customer & prospect activities and key metrics/KPIs.
- Submit reoccurring reporting as required
- Expediently communicate territory issues including competitive activity.
- Provide sales forecasts by account on a rolling 12-month basis.
- Manage travel and entertainment expenses within an assigned budget.
Win New Customers:
- Prospecting—maintain a current target list of prospective customers within assigned territory.
- With Heico Marketing, conduct outreach activities which include active & comprehensive cold-calling activities and managing prospects through the sales conversion funnel.
- Quickly and accurately assess customer application, requirements, and priorities to present Cary-Lift’s value proposition.
- Gain initial prospect meetings with key decision makers
- Deliver appropriate presentations, prepare solutions & present proposals
- Overcome customer delays/objections and demonstrate strong closing skills.
Product Knowledge:
- Develop and demonstrate proficient knowledge regarding machine features, benefits, machine operation, warranty, and deliver applicable value proposition.
Experience and Education:
- Experience: Minimum of 5 years of direct sales experience related to selling capital equipment.
- Education: B.A. or B.S. Degree.
- Communication: Excellent communication skills, both written and verbal communication.
- Technology: Strong working knowledge of MS Office, Adobe Acrobat, and CRM/ERP software.
Other Requirements:
- Be highly self-motivated
- Strong attention to detail and ability to work both collaboratively and independently.
- Exceptional organizational, interpersonal, and project management skills.
- Strong technical knowledge.
- Proven relationship-building skills.
Supervisory Responsibility - This position has no supervisory responsibilities.
Position Type and Expected Hours of Work - This is a full-time position. Work hours are Monday thru Friday, 8:00 AM to 4:30 PM or as the job requires.
Travel – This position requires overnight and extended travel up to 75% in North America by various modes of transportation, which includes but is not limited to driving, flying, and navigating airport and other travel facilities.
Work Environment - While a portion of the work can be managed remotely, the role requires a significant amount of time spent in the field meeting with clients and supporting the sales team. The employee is occasionally in an active operating environment and near moving mechanical parts.
Physical Requirements - 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.
- While performing the duties of this job, the employee is regularly required to talk, hear, stand and walk for extended periods during client visits, trade shows, and other engagements.
- Willingness to adapt to varying work environments, which may include offices, client sites, hotels, and event spaces.
- Regular use of the telephone and e-mail for communication.
- Must be able to occasionally lift and carry objects such as presentation materials or other sales-related items, typically up to 25 pounds, though potentially up to 50 pounds depending on the specific item.