Job Description

CANDIDATE PROFILE:

Listed below are the required experience and desired attributes for all new candidates applying for the position of Territory Sales Manager. This position will be specifically targeting the telecom market by specifying parts with the OEMs in the area.

EXPERIENCE:

• Minimum of seven (7) to ten (10) years of strategic business development and account management experience. Business to Business environment to the telecom market.
• Must have prior experience promoting mechanical or electromechanical components like fasteners, stampings, wire forms, heat sinks, cable assemblies, antennas, or other similar engineered components.
• Proven successful management of communications and program management with internal and external customers in Asia
• Proven success specifying parts at the OEM customer
• Familiar with manufacturing environments and is comfortable within a plant atmosphere.
• Ability to travel
• Stable work history.

PRINCIPAL RESPONSIBILITIES

• Owns the customer relationship for the company

  • Thoroughly knowledgeable of all key personnel and decision makers/process
  • Must be comfortable to be able to communicate with all various personnel within customer, i.e., plant personnel to executives
  • Has ability to strengthen existing relationships
  • Can creates new relationships
  • Maintains high level of customer satisfaction
  • Conducts regular Quarterly Business Reviews (QBR)
  • Utilizes Corporate Executive Staff members when appropriate to maximize customer relationships
  • Manages and knowledgeable of all contractual agreements
  • Understands financial aspects of the account

• Entrepreneur

  • Takes ownership of the customer relationship, i.e., “their business”
  • Creative approach to customer relationship
  • Innovator
  • Can identify opportunities to assist customer that they haven’t identified

• Market Expert

  • Knowledgeable of all products & services offered
  • Understands customers & market trends:
    • Market
    • Market share
    • Competitors
    • SWOT Analysis

• Project Management Skills

  • Has the ability to coordinate internal departments on major activities to support customer/drive business

PERSONAL ATTRIBUTES

• Competitive
• Strong personal character and integrity.
• Good interpersonal and analytical skills.
• Professionally aggressive, competitive nature – wants the opportunity to succeed.
• Ability to develop customer relationships.
• Strong presentation and verbal communication skills.
• Knowledge of financial aspects of selling process and accounts, i.e., profitability.
• Must have demonstrated ability to work across interdepartmental lines, i.e., operations, sourcing, etc.
• Organized with the ability to manage him/her and several key projects at the same time.
• Strong attention to detail.
• Must have a professional and confident presence.
• Successful track record in similar sales functions.
• Strong work ethic. Self-starter with a high energy level.
• Ability to travel as required and works independently with minimal supervision.
• Positive, winning attitude.
• Sense of humor.
• Ability to “think outside the box” and identify opportunities
• Can set specific objectives and develop actions to achieve.
• Potential – Individual possesses the capabilities to potentially assume greater responsibility within the organization based on personal development and performance.

RESPONSIBILITIES

• Achieve Sales, Gross Margin and New Business objectives that are established.
• Activity - 70% of time should be dedicated to actual field sales calls. A minimum of 60% of sales call activity should be in the pursuit of NEW BUSINESS at either existing customers (account penetration) or at new prospects.
• Professionally performs assigned and assumed duties relating to the selling of designated company products and services to targeted prospects and customers at both the plant and corporate level as required.
• Promote teamwork and cooperation across internal departments.
• Understand and apply appropriate quality assurance and improvement processes.
• Practice positive customer relations and constructive problem-solving techniques.
• Conduct regular customer reviews.
• Recognize and evaluate the impact on others when making any decision.
• Continuously upgrade skills and knowledge to improve personal effectiveness.
• Provide training and guidance to less experienced/skilled personnel as warranted.
• Contribute to the development of customer and territorial marketing plans as required.
• Provide on a timely basis appropriate administrative reports regarding project updates, forecasts and competitive information.
• Assist in the resolution of the following as required (but not limited to): Past Due Accounts, Slow Moving/Obsolete Inventory.
• Directly accountable for independent judgment and discretion in decisions with direct impact to performance.
• Escalates issues/opportunities to appropriate management personnel in a timely manner. Information to be provided in an accurate, detailed, unbiased manner.

PERFORMANCE MEASUREMENTS

• Sales and Gross Margin dollar revenues vs. established objectives.
• Account Retention
• New Business Development
• Account Profitability
• Expense Management

EDUCATION AND FUNCTIONAL REQUIREMENTS

• Bachelor's Degree (preferably in Sales/Marketing, Industrial Distribution, Industrial/Manufacturing Engineering or Business Administration). Exceptions may be made for an individual with the equivalent combination of education and related experience.
• Experienced in managing major accounts and developing strategies to penetrate targeted customers and market segments.
• Strong written, presentation and communication skills as well as ability to understand the financial aspects of the selling process to make intelligent recommendations regarding proposals.
• Proficient PC skills, i.e., E-Mail, Excel, PowerPoint, etc.
• Must have excellent team-building skills and demonstrated ability to work across interdepartmental lines.
• Ability to manage several key projects simultaneously.

Company Description

This is a US-based manufacturer of manufacturing equipment.