Regional Sales Manager, Rescue

Summary/Objective

The Regional Sales Manager (RSM) is responsible for driving sales, and delivering profitable revenue to the company through the development of business opportunities for Rescue Tools within their territory of the Northern American market They are accountable for managing their Regional Dealer Network, and establishing and Maintaining End User relationships. 

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Lead all sales aspects with all Holmatro dealers & channel partners assigned within the region
• Generate customer interest in Holmatro products
• Develop a growth strategy to increase sales in the region
• Develop expert level product and category knowledge, be a true consultative partner to our dealers and end users
• Resolve any customer issues that come up by providing world-class customer service
• Manage relationships with distributors
• Build lasting, long-term customer and partner relationships
• Supply information to customer service to effectively serve your customers; customer service generates quotes and processes orders
• Work with Holmatro engineers and product managers to develop new products based upon customer need or request
• Submit reports, data requests, and fulfill other assignments from management as needed in support of your territory
• Travel to customers within the territory on a regular basis, to the Glen Burnie head office occasionally, and to any industry events that impact your region
• Develops annual sales targets for each dealer / channel partner in the assigned region with a reasonable incentive plan to drive a fanatical sales focus for each dealer.
• Responsible to report each week on progress toward meeting sales goals; develops action plan to course correct when not meeting sales goals.
• Utilizes Customer Relationship Management (CRM) tool to manage opportunities and track and move leads through the pipeline towards a sale.
• Advises dealers, concerning sales and advertising techniques.
• Analyzes sales statistics to formulate policy and assist dealers in promoting sales.
• Meets with key clients, assisting dealer with maintaining relationships and negotiating and closing deals.
• Delivers sales presentations to current and potential customers and end users in coordination with dealer sales representatives.
• Physically demonstrate and explain the operation and use of products.
• Emphasize product features based on analyses of customers’ needs, and on technical knowledge of product capabilities and limitations.
• Follow up on new leads and referrals resulting from field activity.
• Provide direct support to dealer sales personnel such as training on product use and company approved demonstration.
• Quote bid specifications and prices in accordance with company policies.
• Provide dealers with ongoing product and technical support.
• Complete expense reports, sales reports and other paperwork as required.
• Represents company at trade association meetings to promote product.
• Participate in marketing events such as trade shows.
• Attend sales meetings, read related publications in order to obtain information about market conditions, trends, and industry developments.
• Other duties as assigned

Competencies

• Strong communication skills – Communicates with all levels of organizations appropriately.  Knows when written or verbal dialog is most efficient and effective.
• Ability to influence – Persuades others in positive ways to see different and varied points of view. 
• Active listening skills – Gives full attention to what other people are saying, takes time to understand the points being made, asks questions as appropriate, and does not interrupt at inappropriate times.
• Relationship building – Develops constructive and cooperative working relationships with others, and maintains them over time
• Social & Cultural Perceptiveness – Is aware of others' reactions and has empathy towards why people may react in certain ways.
• Negotiation skills – Considers the needs of Holmatro and the customer and brings them together to create solutions that work for all parties.
• Critical Thinking – Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Teamwork – Knows that things can turn out better when you work as a team.  Contributes to building a positive team spirit; Supports everyone's efforts to succeed.
• Attention to Detail – Demonstrates accuracy in all matters.  Is timely, precise, and efficient with commercial communication and documentation. 

Supervisory Responsibility

This position has no supervisory responsibilities.

Work Environment
This job largely operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.  At times this position will be required to work in the field in remote locations such a junk yards and other car demolition sites.

Physical Demands

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 and hear. The employee will be required to demonstrate tool use to dealers & End users.  This involves lifting, holding and/or moving items over 50 pounds. Long periods of standing and light booth construction will be required for trade shows.

Position Type/Expected Hours of Work
This is a full-time position, and hours of work and days are Monday through Friday, 8:30 a.m. to 5:00 p.m.

Travel

This position requires 60% travel.  Some of the travel may be on the weekends, and involve international travel.

Required Education and Experience

• B.A or B.S. degree in business discipline
  • In lieu of a Bachelor’s degree, a high school diploma and a minimum of 8 years of sales experience will be considered.
• Technical knowledge of and/or affinity with hydraulics, mechanics, and other industrial equipment
• Key Account Management experience
• Excellent communication skills.  Bilingual speakers are a plus.
• Knowledge of CRM & ERP systems with the ability to review and analyze sales data related to assigned territory, understanding of reporting on items such as Accounts Receivables, Sales History
• Knowledge of MS Office, including but not limited to; Word, PowerPoint, Excel, Outlook.
• Minimum of 5 years of professional experience within sales of technical products

AAP/EEO Statement

Holmatro Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.