Manager, Dealer Account Sales

Description of Essential Job Functions:

• Monitor performance of each Dealer Account and act to correct deficiencies. 
• Devise sales strategies to cultivate, add, and grow new and existing Dealer Account  sales volumes.
• Represent the organization with existing and targeted Dealer Account where such contact is critical to the achievement of sales objectives.
• Travel as necessary to customer locations to perform sales calls, site surveys, customer satisfaction visits, installation supervision, etc.
• Contact existing and targeted Dealer Account customers to determine their needs and degree of interest and satisfaction with company products. 
• Monitor competitor sales efforts and strategies ensuring market intelligence is passed to the Marketing function.
• Prepare complete project proposals including equipment, installation, freight, & tax.  Is responsible for accurate and competitive proposal delivery in a timely manner to the customer.

• Review and approve non-standard quotes or bids.

• Provide liaison with production and engineering functions to ensure on-time delivery and resolution of any technical related problems.
• Coordinate sales efforts with architects, consultants, developers, distributors, general contractors, etc. 

• Coordinate projects from start to finish, including quoting, order entry, submittals, installation, and final inspection.

• Responsible for the management and coordination of the installation portion of capital equipment sales projects, with the help of the customer service team, and working in conjunction with subcontractors.

• Develop and ensure implementation of policies, procedures and quality standards and monitoring systems to track issues and compliance.
• Plan and ensure optimum use of resources with distributors to attain assigned targets and objectives.

Other Qualifications, Experience, or Requirements:

• Ability to travel up to 50%+ if necessary.
• Requires a valid passport and motor vehicle operator’s license and the ability to operate a motor vehicle while carefully observing all traffic rules and regulations.
• Requires the ability to use a variety of office/production related equipment such as a telephone and photocopier.
• Work beyond the traditional 40 hours per week may be required as workload or projects dictate, including weekends and holidays.

Education and Experience:

• Bachelor’s degree in marketing, sales, business administration, or related discipline preferred.

• 3-5 years of experience in selling capital equipment, industrial goods, or related products.

• Proven success record in exceeding revenue and margin budget goals.

Other Skills, Abilities, or Competencies:

• Ability to “solution sell”.

• Superior communication skills. 

• Working knowledge of competition.
• Strong network of industry contacts.
• Ability to maintain customer database.
• Skills in time management and organization.
• Proven track record of achieving sales goals.
• Ability to use the internet to research potential customers.
• Knowledge of selling skills, practices, techniques, and tools.
• Communicates with customer sensitivity and sense of urgency.
• Ability to analyze and interpret specifications and prepare quotations.
• Working knowledge of contracting, negotiating, and change management.
• Ability to be responsive and timely to customer requests and expectations. 
• Ability to work well under pressure and have the confidence to make decisions.
• A strong desire to exceed customer expectations as it relates to customer service.
• Working knowledge of key accounts, sales region/territory, and market awareness.

Physical Demands: The employee must occasionally lift and/or move up to 10 pounds while performing duties such as moving files or records.  Specific vision requirements of this job include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.

Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• The employee occasionally works in proximity to moving mechanical parts, outdoor weather conditions, and is exposed to fumes or airborne particles.  
• The employee must frequently travel on company business.
• The employee must occasionally wear a hard hat and eye protection while working in manufacturing areas.
• The noise level in the work environment is moderate while working in the office but may be loud while working in manufacturing areas.