Regional Sales Manager, Systems

Description JOB SUMMARY The Regional Sales Manager, Systems (RSM) is responsible for the development and performance of all sales activities in the assigned region. The RSM provides leadership towards the achievement of maximum profitability and growth in line with company's sales strategy and marketing plan. The RSM establishes market plans and strategies to expand the customer base and ensures development of training and educational programs for Channel Partners and clients. This position is full time remote or located in our facility in Accident, MD. This role will report to the National Sales Director, Systems. ESSENTIAL JOB FUNCTIONS Sales Strategy Develops a business plan and sales strategy for the market that ensures attainment of regional and company sales goals and profitability. Initiates and coordinates development of action plans with the Channel Partners to penetrate new markets. Assists in the development and implementation of marketing plans as needed. Reporting Gathers appropriate information to create monthly sales forecast. Provides timely feedback to senior management regarding performance. Maintains accurate records of all pricings, sales, and activity reports submitted by Channel Partners. Sales Support Activities Creates and conducts proposal presentations and RFP responses. Assists in the preparation of proposals and presentations. Represents the Phenix line of products at exhibits and conferences. Make sales and retention calls on key accounts. Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin. Routinely evaluates pricing provided to customers, bid results and evaluates the competitive environment and provide feedback to the marketing and sales organization to help develop sales strategies and ways by which to defeat the competition. Documents all sales activities in the CRM tool. Budget Controls expenses to meet budget guidelines. Legal Compliance Ensure that staff remains in compliance of the legal requirements of laws and policies such as Foreign Corrupt Practices Act (FCPA), Sarbanes-Oxley Act, polices of the US Office of Foreign Assets Control ("OFAC"), US sanctions policies and localized trade laws and/or polices. Review all sales contracts to ensure legal compliance and that Doble and the client will be able to fulfill all obligations of the contract. Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team. Perform related duties as assigned by the VP of Sales and National Sales Director. DECISION-MAKING LATITUDE Determine and lead strategic sales direction by country Set strategic direction for accounts and opportunities in sales pipeline Ability to direct, manage and utilize Doble resources to advance partnerships and sales opportunities Proven ability to manage time, priorities, travel, and management and company requirements QUALIFICATIONS EDUCATION: Bachelor's Degree in Business, Marketing or equivalent field or a technical bachelor's degree in Electrical Engineering, Power Engineer or equivalent field. Equivalent related experience and education may be considered in lieu of a degree. REQUIRED EXPERIENCE: At least 8 years of successful direct solution sales experience, preferably in the High Voltage Electrical Engineering industry. Knowledge of, and experience in electrical test and measurement industry and/or applications. Knowledge of modern sales management tools (CRM, computer-based training, Internet, etc.) A successful working experience with Channel Partners, distributors, or agents. Experience with using a CRM tool, preferably . Industry knowledgeable in some or all key markets in the region: Energy, Power Equipment, Utilities, electrical equipment manufacturers, test laboratories, etc. Experience in the High Voltage, High Power Test equipment and service industry. Ability to express ideas clearly in both written and oral communications in English. Ability to independently plan and organize one's own activities. Experience or ability to manage and direct the work of others. Strong services orientation and attention to detail. The ability to travel domestically & internationally up to 50%. Must maintain a valid passport. Ability to work in a team environment. Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting, and discussing solutions with C-level and other decision-makers. Working knowledge of Microsoft Office Suite. PREFERRED EXPERIENCE (Not Required): MBA preferred. Previous experience with an ERP tool, preferably MS Navision. Experience in selling or marketing high technology products and services. Electrical Engineering degree preferred. Miller Heiman or equivalent sales training. KNOWLEDGE, SKILLS & ABILITIES: Creativity: ways of articulating value to users and differentiating the Phenix/Doble against competitors Industry Knowledge: use depth of industry knowledge to determine the product strategy and positioning while monitoring industry developments closely and translating those into the overall sales strategy. Analytical Skills: Work with channel management and solutions management to collect and analyze market data from internal and external sources to produce quantitative analysis covering market size, growth rate, competitor information, and key success factors. Analyze competitive product offerings, internalize market dynamics, prioritize customer needs, and translate into a tactical roadmap for sale Energy: must thrive in a sales-driven, fast-paced team environment Self Management: Proven ability to drive and manage initiatives with management input as needed. PHYSICAL REQUIREMENTS: While performing the duties of this job the employee is often required to stand, sit, use computers, read, write, type, use copy machines, file paperwork, use telephones, and utilize written and oral communication to interact with clients, co-workers, and customers. Reasonable accommodations may be made to enable individuals to perform the essential functions of this job. Must be capable of lifting 30 pounds. Must use assistance when lifting 50 or more pounds. Actual base salary offered to the hired applicant will be determined based on their work location, level, qualifications, job related skills, as well as relevant education or training experience. Salary Pay Range Minimum $122,154.91 - Midpoint $152,693.64 Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities We are an Equal Employment Opportunity employer that values the strength diversity brings to the workplace. All qualified applicants, regardless of race, color, religion, gender, sexual orientation, marital status, gender identity or expression, national origin, genetics, age, disability status, protected veteran status, or any other characteristic protected by applicable law, are strongly encouraged to apply. The Americans with Disabilities Act of 1990 (ADA) prohibits discrimination by employers, in compensation and employment opportunities, against qualified individuals with disabilities who, with or without reasonable accommodation, can perform the "essential functions" of a job. A function may be essential for any of several reasons, including: the job exists to perform that function, the employee holding the job was hired for his/her expertise in performing the function, or only a limited number of employees are available to perform that function. Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)

Created: 2024-11-08