Western Sales Manager – REMOTE PLUS TRAVEL

The Regional Sales Manager utilizes sales and management expertise to increase sales within their assigned geographic territories leveraging manufacturer’s reps, distributors, and direct sales channels.

***5 YEARS OF EXPERIENCE IN TELECOM INDUSTRY IS REQUIRED***

In conjunction with the appropriate departments, the RSM contributes to refinement of the product offering, educating external customers on usage of product, assisting in development of technical literature and marketing collateral, assisting with execution of successful trade shows, and providing field demonstrations. In addition, other projects, and responsibilities (temporary or permanent) may be assigned, as needed.

To accomplish the above, the Regional Sales Manager is responsible for each aspect outlined in the following pages. In addition, he/she is expected to work as a collaborative, team-oriented member of the Sales & Marketing department. Many of the tasks listed require the contribution to an end rather than direct responsibility; however, the Regional Sales Manager will be evaluated by positive influence, willingness to contribute and the quality of output.

The Regional Sales Manager position does not directly supervise staff; however, coordination of some aspects will require leveraging the assistance of both internal and external human resources. This position is remote plus 60-75% travel.

Salary: $90,000 – $110,000/year

ESSENTIAL RESPONSIBILITIES

SALES MANAGEMENT

• To provide – and execute – an annual and ongoing sales plan for each rep territory outlining strategic methodology for meeting annual sales target
• To work with Manufacturer’s Reps to evaluate and approve new distributor candidates based on strategic objectives, current territory coverage and increased revenue potential
• To identify and work with Director, Sales & Marketing on special pricing/ programs to assist distributors in combatting competitive market pressures
• To provide annual written Rep evaluations per standards outlined by Director, Sales & Marketing
• To update and distribute annual Rep contracts per standard protocol

DIRECT SALES

• To work with distributor partners to foster brand loyalty and encourage to stock and promote products exclusively
• To work with end user customers and prospects to provide value proposition for purchase and utilization of products within the arsenal of tools required

CRM MANAGEMENT

• To input all relevant customer interactions into CRM (saleforce.com) on timeline directed by Director, Sales & Marketing

TRADESHOWS

• To attend/work national trade shows as directed by Sales/Marketing personnel – including building and dismantling of stand/booth
• To identify and suggest regional trade shows conducive to promoting product
• To attend & assist w/coordination of regional tradeshows – including leveraging local resources for booth assistance, as appropriate
• To build, tear down and coordinate return shipping of regional tradeshows
• To record and assist w/entry of trade show leads into database, as well as, recording information in salesforce describing post-show contact and results
• To assist in selection of products to be shown at trade shows

TECHNICAL SUPPORT

• To provide technical assistance and support via telephone, e-mail and in person (as required) for customers and channel partners
• To assist Product Management in development of new, and maintenance of existing, technical literature (manuals, brochures, spec sheets, new product announcements, etc.) including updates to manuals as product revisions are completed

PRICING

• To provide relevant, up to date market data to Product Management regarding pricing intelligence to assist in competitive analysis and reaction to significant pressure / discrepancies from alternative brands

NEW PRODUCT DEVELOPMENT

• To provide ideas/concepts for new products or extensions of existing product lines to better position company within current markets or markets worthy of exploration as potential revenue generators
• To collaborate, as needed, with Product Management to develop methodology to thoroughly test and prove new product offerings relevant to geographic market needs & conventions
• To collaborate, as needed, in development and execution of appropriate training for new product releases
• To collaborate in testing of new product prototypes, and provide feedback, to address deficiencies or enhance the offering
• To assist with research to obtain information in order to provide competitive market matrices used to educate internal customers, as well as all aspects of the sales channel

TRAINING

• To provide training to sales channels at all levels – Manufacturers Reps, Distributors and End Users on appropriate application and operation of equipment
• To collaborate w/training team to constantly improve, modernize and maintain factory training in order to remain highly relevant and provide a high ROI for attendees – under the direction and oversight of Training Manager/Director, Sales & Marketing
• To assist, if requested, in execution of training program at factory

SALES & DEMONSTRATION SUPPORT

• To provide on-site field demonstrations, to support Manufacturer’s Rep and Distributors
• To provide on-site field training for purchased products, related to after-sale support

KNOWLEDGE, SKILLS, AND EXPERIENCE

• Industry experience is necessary
• Must have at least a 4 Year Undergraduate Degree and/ or equivalent work experience
• Management experience of direct sales force/ Manufacturer Reps. and Distribution
• Must have the ability to travel 60-75%

MENTAL DEMANDS

• Ability to simultaneously address multiple complex priorities and problems
• Work under high pressure and safety sensitive situations
• Ability to exercise independent judgement and make decisions
• Analyze, interpret, and utilize data and technical information

Job Type: Full-time

Pay: $90,000.00 – $110,000.00 per year

Benefits:

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

Schedule:

• Day shift
• Monday to Friday

Supplemental Pay:

• Bonus pay
• Signing bonus

Work Location: One location