What are the responsibilities and job description for the Southeast Regional Sales Manager - Material Handling & Auxiliaries position at WITTMANN USA INC?
Description:POSITION PURPOSEManage Auxiliaries (Dryers, TCU’s, Chillers, Granulators, Blenders, and Central Loading equipment) in territory marketed by Wittmann and ensure that budgeted sales and margin revenues are achieved or exceeded. Direct marketing and sales of the assigned products through existing and new distribution channels (OEM and Independent Sales Representatives). ESSENTIAL DUTIESDevelop annual business plan for product line including sales goals, margin targets, and marketing plan. Supply forecasts and sales trackers on a regular basis. Marketing segments to develop and manage include print media, market shows, direct mailing campaigns, telemarketing, etc. Develop yearly target account lists, for each representative, and end-of-year target account penetration analysis. Develop OEM relationships. Manage existing and potential customer market databases. Evaluate individual products/groups in each line and determine market share. Research competitive products and perform analysis vis a vis Wittmann offerings. Generate feedback with regard to strengths and weaknesses of Wittmann items as well as competitive pricing analysis’. Sign-up and conduct technical seminars and papers to drive “Wittmann as the Auxiliaries Expert”. Aid in the development and monitoring of inventory stocking plans. Adjust stocking requirements as applicable as market or financial conditions change. Periodically evaluate effectiveness of selling tools, design and implement changes/improvements as appropriate to sales organization. Provide product development groups with input for creating new products to enhance the existing product line. Make recommendations for modifying existing products to improve features, reduce cost, and/or extend useful service life. Conduct Auxiliaries training classes for new Wittmann hires, sales representatives, and customers. Oversee and participate in the generation of proposals for products and costing sheets in response to customer initiated RFQ’s (Request for Quotation). Support sales efforts for managed products by making sales calls and presentations at potential customers. Participate in Auxiliaries seminars and selected shows and exhibitions where Wittmann products are featured and presented. Track quotations, proposals and perform appropriate analysis to identify opportunities for growth and areas where improvement is required. Close sales. Track opportunities and shipments in order to determine ultimate destination, customer, industry segment served, etc. Manage units shipped to field as loaners and trials. Periodically review units under evaluations. Review requests for warranty shipments and/or warranty repairs for managed product line. Maintain a "Customer Friendly" attitude whenever dealing with customers internally and externally. Travel 65%-80%. Manage sales representatives. Manage and qualify new sales / project opportunities. Responsibilities include marketing in the market segments. Embracing the Wittmann entire auxiliary’s product range. Support inside sales and product management, always maintain accurate costing. Active involvement in the sizing of applications. Use Wittmann’s CRM system including: maintaining customer database and creating/updating opportunities.Expense reports due in legible, professional manner, within the month (4 weeks of travel). Weekly customer visit reports are due on Monday of every week. Perform other duties as assigned.Requirements:MINIMUM POSITION QUALIFICATIONSCandidate must have a minimum of five years of experience in a comparable engineering or a sales position in the plastic auxiliary’s equipment industry. Also, they need a basic understanding of mechanics and common electrical circuitry. Education: Bachelor’s Degree in an engineering or business-related field preferred Experience: Five to seven years of experience auxiliary equipment sales for the plastics industry. Certifications/Licenses: None KNOWLEDGE, SKILLS, & ABILITIESThis position requires knowledge of Microsoft Office products, mechanical aptitude, and engineering skills. Candidate must be able to work effectively independently and as a team player. Excellent organizational and communication skills. Manage priorities and work efficiently to keep up workloads on a timely basis. Candidate must possess a working knowledge of operation and application of products managed. Demonstrate ability to conduct product training and sales training for managed product line.