Industrial Sales Manager

Since 1952, Vostermans has developed, produced, and distributed high quality axial fans, motors, impellers, and accessories for the agricultural, commercial, and industrial marketplaces. Beginning as a small family-owned business, we have grown into an organization known internationally for its ventilation products.

We are seeking a highly skilled sales professional, with extensive experience and consistent sales achievement in industrial and OEM sales, to further increase our market share in the United States.

The person selected for this highly visible position, will begin their journey with Vostermans by demonstrating their personal ability to plan, penetrate and sell to new industrial, OEM markets and customers. Over time, our goal would be for this sales professional to hire and supervise additional sales professionals to further increase our industrial and OEM sales.

Vostermans offers a very competitive base salary and incentive package. Our benefit plans are also top notch (free health insurance for family, excellent time off benefits, 401(k), etc.)

Please read the job description below. If you are qualified, please provide a resume and a cover letter.

Industrial Sales Manager

Department: Sales FLSA Status Salaried, Exempt; also Incentive Eligible

Location: Open in the US % Travel 60% to 100%

Reports to: General Manager

Job Overview:

The Industrial Sales Manager is primarily responsible for the development, planning and personal execution of strategies to increase industrial OEM and independent sales representative organization sales. The Industrial Sales Manager develops and executes daily, weekly, and longer-term sales related plans, communicates same, related needs, opportunities and concerns to the General Manager, and other personnel to ensure proper coordination of effort. The Industrial Sales Manager also recommends sales goals, maintains all appropriate records, compiles data for, analyzes and develops required and ad hoc reporting, in addition to performing a wide range of other tasks.

When volume, other factors justify and after approval of the General Manager, the Industrial Sales Manager will recruit, train, appraise, direct the work of Industrial Sales Representatives.

Primary Responsibilities (Essential Functions):

The following areas of responsibility represent Key Results Areas (KRA’s) for which performance will be measured:

1.0 Sales Management

1.1 Perform market research, analyzes same, develops appropriate, detailed reports to recommend, for review and potential approval by the General Manager, appropriate stretch, industrial sales goals, and targets.

1.2 Initiate, through cold calling and other effective, approved methods, contacts with prospective industrial sales clients, sets appointments, makes sales presentations, and performs related pre- and post-sales activities.

1.3 Appropriately respond to contacts from customer and potential customer base, independent sales organization, and potential independent sales organization base, sets appointments, makes sales presentations, and performs related pre- and post-sales activities.

1.4 Research, recruit, train, monitor, direct independent sales representative organizations and personnel to meet or exceed applicable sales goals and targets.

1.5 Make, document joint sales calls with authorized industrial distributor representatives.

1.6 Review customer and independent sales organization needs, researches same, develops options and recommendations to meet those needs, communicates same to customers, industrial sales representatives, and General Manager.

1.7 Communicates, coordinates, and cooperates with the General Manager, Global Sales Manager and the Netherland’s based Vostermans Research and Development support team on product based opportunities to sell more, product development and modification, product concerns, shipments, and a range of other sales related issues.

1.8 Maintains appropriate quote, sales, customer, distributor sales representative, complaint, lost sales and other records, updates system and sales, customers, Vostermans personnel (sales indicating production needs, etc.) on an as scheduled and ad hoc basis. Overrides system loaded pricing as necessary to comply with agreed upon, and General Manager approved, customer pricing.

1.9 When Industrial Sales Representative are hired, responsible for training, directing, communications with, appraising,

correcting, disciplining, safety, optimally utilizing and maintaining appropriate records for assigned personnel.

1.10 Monitor order status to ensure proper order fulfilment, notes and corrects deficiencies and concerns.

1.11 Intake customer and independent sales representative organization concerns and complaints, researches same, makes or directs response or directs appropriate Vostermans personnel to do so, documenting same.

1.12 Assist sales, sales support, technical service, distributor sales representatives and other personnel with questions, concerns, to resolve needs.

1.13 Attend, participate in sales related meetings, tradeshows and other sales related meetings and events; leading them, when appropriate.

1.14 Immediately advises General Manager, other appropriate Vostermans personnel of opportunities, unresolved concerns, complaints, shortfalls, or problems.

2.0 General Responsibilities

2.1 Compile data for, analyze, output various sales related reports on an as scheduled and ad hoc basis.

2.2 Ensure optimal staff, capital, inventory, and other asset utilization, minimizing waste while ensuring that quality standards, other company policies and procedure, federal, state, and local laws and regulations are consistently met.

2.3 Proactively engages in problem, opportunity research, diagnosis, solution/action plan generation, documentation, and implementation activities.

2.4 Complete tasks in an efficient, effective, and quality manner.

2.5 Acquire and maintain/retain training to develop/maintain the skills

required to perform all tasks in an efficient, effective, and quality manner for self and assigned personnel.

2.6 Completes all records of inventory used, work completed and related

customer, distributor, order, or shipment records in accurate, timely, and professional manner.

2.7 Follow all related procedures, policies, and directions of the General Manager.

2.8 Maintain strict confidentiality of pricing and other Vostermans confidential, proprietary, or sensitive information.

3.0 Continuous Improvement

3.1 Review work and safety processes, submits ideas on how these processes can be further improved (efficiency, reduction in waste, etc.) to General Manager.

3.2 Fully and appropriately leads and participates in continuous improvement

activities, training, and meetings.

4.0 Interpersonal Relationships

4.1 Maintain consistently professional, productive relationships with each person to whom you come into contact with while working. While disagreements do occur, employees are required to resolve them amiably, quickly, and effectively.

4.2 Consistently treat others with respect. Support others in a positive, helpful way. Do not spread rumors, talk badly about another employee (except when specifically authorized by applicable policy, law, or regulation) or, in any way, negatively impact teamwork and esprit de corps.

5.0 Participation

5.1 Work extra hours, as needed or required, to meet/exceed sales goals, other requirements, and responsibilities.

5.2 Fully and appropriately participate in any Vostermans sponsored training, meeting, activity, or event.

6.0 Other Duties as Assigned

6.1 Given the ever-changing needs of our customers, the needs of Vostermans and each person’s responsibility to assist in meeting those needs, other tasks, duties, assignments, and responsibilities may be added, on either an ad hoc or longer-standing basis, to an employee’s job description at Vostermans’ discretion. Tasks, duties, assignments, and responsibilities may also be modified, reduced, temporarily or on a longer-term basis eliminated from an employee’s job description at Vostermans’ discretion.

Required Education and/or Work Experience

A four-year college degree in Business Administration or related field. A degree is Engineering would be a plus. This position requires the established ability to understand and deal with technical issues.

A minimum of 10 years of industrial sales experience, with verifiable history of sales achievement within the last 4 years.

A stable, consistent job history during the last 10 years, with no more than three jobs during this period. The most recent position must have lasted at least 3 years.

Significant knowledge of industrial and OEM markets including existing, positive relationships with industrial and OEM clients, the ability to recognize and take full advantage of sales opportunities in new markets.

Sales supervisory experience is considered a plus.

Experience sourcing, selecting, working with, directing, monitoring, performing joint sales calls, providing necessary information and support, measuring performance, troubleshooting, training, and, when appropriate, terminating independent sales organizations is considered a plus.

Experience with a fan, ventilation or motor manufacturer is considered a plus.

Ability to research, analyze market opportunities fitting Vostermans’ manufacturing abilities, develop action plan and timeline, execute plan to take full advantage of new industrial and OEM clients and markets.

Required Knowledge, Skills, and Ability

The personal sales and sales related skills (research, cold calling, sales presentation, negotiating, documentation, troubleshooting, problem resolution, etc., etc.) to consistently hit or exceed industrial sales goals and targets.

Ability to understand complex written, spoken instructions, questions, other documentation, and forms (in English).

Ability to develop detailed, well researched and well written responses/documentation on complex issues, questions, research, or other matters (in English).

Ability to perform research, analyze same, output recommendations, action plans, and timelines, executing same as approved.

Excellent listening, analytical and communications skills, with the proven ability to interact, even under pressure, with grace and tact.

Ability to learn, retain and effectively use production, policy, product, quality, and other job-related information at the mastery level.

Capable of working independently as well as in a team environment.

Must be diligent, purposeful, solution-focused, personable, positive, forward-thinking, and extremely organized. Must consistently demonstrate emotional intelligence, proper professionalism, courtesy to others and related team building characteristics.

The ability to plan, develop training, administer same and ensure full transference of learning to those trained.

The ability to hire, train, coach, develop, direct, communicate with, appraise, correct, discipline assigned personnel to maintain optimal sales, quality, and working conditions in area of responsibility.

The ability to concept, research, develop and publish necessary sales goals and targets, technical troubleshooting policies, rules, procedures.

Possess advanced customer service and people skills to effectively and positively interact with internal and external work-related contacts.

Must have extremely good attention to detail.

Must be willing to immediately inform the General Manager and designated others of product, sales or other work-related concerns or opportunities.

Must be willing to fully and appropriately participate in continuous improvement, other trainings, meetings, and events.

Must work safely and promote safe work with others.

Previous experience with MRP system. Ability to operate Microsoft software programs (Word, Excel) and other required software programs and

computer technologies/products.

Excellent technical knowledge, troubleshooting abilities.

Must be extremely dependable with excellent attendance.

Ability to operate computer and software at the job-required level.

Must be able to compile, analyze data, prepare, and present detailed, thoughtful, well documented reports and presentations.

The ability to work productively, efficiently either in Normal office or remotely, as required.

Must be able to travel internationally as needed.

Requirements (Physical Demands)

Visual acuity to determine the accuracy, neatness and completeness of the work assigned. The ability to see typical technical plan colors.

Ability to sit for long periods of time.

Ability to bend at the waist, kneel repetitively as required by job duties.

Ability to type 35 words a minute without mistake.

The ability to remember, utilize complex information and effectively communicate same orally and in writing.

Ability to communicate to be easily and clearly understood on the telephone.

Ability to travel by plane and car, and to travel outside of normal business hours and days, to remain away from home overnight 60% to 100% of the time.

Ability to operate a motor vehicle during, before and after normal business hours.

The ability to effectively, productively work over 9 hour days, when required or needed.

The ability to lift and carry up to 50 pounds for short distances.

The ability to walk up to 500 yards without stopping.

Job Type: Full-time

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Travel requirement:

• Up to 100% travel

Application Question(s):

• Do you have an Engineering degree or otherwise have the ability to fully understand technical data, information and specifications?

Education:

• Bachelor's (Required)

Experience:

• successful Industrial and/or OEM sales achievement: 10 years (Required)

Willingness to travel:

• 100% (Required)

Work Location: On the road