Regional Sales Representative: Mid-Atlantic Position Available In [Unknown county], Tennessee

Job Description:

Summary The Regional Sales Representative (RSR) is a consultative sales role responsible for working with end-users and all levels of the Distributor network to drive profitable business with targeted accounts. The RSR is responsible for territory management, identifying and qualifying customers’ needs, developing new sales opportunities, and optimizing existing accounts to increase product market share and new product sales.

Essential Duties:

Responsible for total sales of assigned product segment and SKUs within a defined territory and expected to meet or exceed sales plan for the defined territory for the sales period.

• Industrial MRO Product Lines:

  LPS, Dykem, SCRUBS, Dymon, and Spray Nine

• Develop a distribution partner (regional and branch locations) strategy for the assigned region.

Develop and document a strategic vision to partner with 80 distributor locations to organically grow revenue. Provide appropriate education, engage in ride-alongs, complete business reviews, exhibit at open houses, and develop co-op marketing programs in conjunction with Marketing to promote top-of-mind awareness among assigned distributors.

• Develop and document a strategic vision to grow with end users within the assigned territory. Identify product conversion opportunities, engage in/coordinate product trials, and negotiate commercial terms as necessary.
• Administrative duties:
• Reporting
• Communicate all necessary information, from financial results to strategic intent, within the assigned territory as required by the business.
• Salesforce.com (SFDC)
• Utilize the system for all documentation areas required within the region.

Some examples, but not limited to: 1.

Funnel/Pipeline Management:

Foster all leads and opportunities through SFDC to meet funnel goals, overdrive when possible, and ensure that all funnel opportunities are kept up to date. 2.

Contract Management:

Execute all contractual process requirements and document within SFDC to ensure compliance with all approval requirements. 3.

SPA:

Enter all required SPAs in a timely fashion to ensure proper evaluation and approval of all potential SPAs. 4.

CBI:

Document all opened CBI opportunities and provide information as required from product management and R D to help drive new product development opportunities. 5.

Sales Campaigns:

Enter all required data for sales campaigns as specified by the management team or campaign leaders. 6.

Other:

Any additional requests, reports, or details required by the sales management team.

• Customer Back Innovation (CBI): Make calls, direct questions as appropriate with customers, enter the required number of opportunities, and ensure that any potential CBI opportunity is evaluated properly within the ITWPB business.
• Coordinate and communicate as necessary on open orders, shipping, accounts receivable, etc, to ensure complete account management always.
• Attend business meetings, trade shows, or other required industry/business events as required.
• Execute any ad-hoc or newly introduced projects, plans, campaigns, or initiatives the commercial management team deems necessary to implement. Comply with timelines for all Workday activities, required training,g and any additional necessary requirements such as Dayforce vacation tracking. Education
• Experience
• Qualifications Bachelor’s degree in business, Marketing, or related field preferred.
• Minimum of two (2) to five (5) years’ experience in sales in a manufacturing environment.
• Bilingual and able to read, write, and speak Spanish proficiently, preferred.
• Proficient in Microsoft Office programs (Word, Excel, PowerPoint) and Outlook. Strong written, verbal, and collaborative communication skills.
• Experienced in conducting effective and professional sales/product training via in-person or virtual (Webinar), to groups and various media forums.
• Experience in successful sales strategy formulation and execution.
• Proven experience in meeting sales goals/quotas and ability to prospect and close sales to new and existing customers.
• Knowledge of marketing principles and experience in gathering market intelligence and conducting competitive analysis.
• Business classes/ seminars including organization and time management, Business Administration, and various sales topics.
• Must be able to handle multiple tasks simultaneously, manage priorities, and work independently as well as on a team.
• Must possess a mechanical aptitude. Additional Skills
• Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization, such as operators, executives, suppliers, customers, etc.
• Commitment and willingness to strive for achieving goals and business objectives. Acts with a sense of urgency to drive results.
• Possess an entrepreneurial spirit and are willing to take initiative with a focus on the key initiatives and opportunities for improvement and growth.
• Self-starter, highly motivated, follows directions well, and can work with little or no supervision.
• Able to adapt effectively to changes in the work environment in a positive manner; able to deal with frequent change, delays, or unexpected events.
• Possess an entrepreneurial spirit to drive organizational focus on the key initiatives and opportunities.
• Excellent communication skills with all levels of the company and customers.
• Able to effectively work with and through others in a collaborative environment.
• Takes ownership and drives positive change.
• Excellent verbal, written, interpersonal, communication, and presentation skills with experience in working with all levels of the company and outside resources.
• Able to adapt to changes in the work environment.
• Proficient time management and prioritization skills.
• Knowledge and experience in International business development and sales between the US and Canada, to include export requirements, currency conversion, and business customs.
• Ability to travel 75% or more for business demands; includes overnight.

At ITW, we think and act like entrepreneurs. We embrace autonomy, make decisions and take ownership to create innovative solutions for our customers all over the world. ITW is a Fortune 200 global multi-industrial manufacturing leader. Our seven industry-leading business segments offer career development and learning opportunities in more than 50 countries across the globe. We’re committed to investing in our people and supporting their growth through unique and relevant development opportunities at each stage throughout the employee life cycle. Our decentralized, entrepreneurial culture empowers you to think and act like a business owner. We aspire for everyone to perform to their full potential and value the unique and diverse perspectives, experiences and ideas that make us better together. The ITW Business Model gives us the tools to focus on what’s most important, and we’re grounded in our values of Integrity, Simplicity, Trust, Respect and Shared Risk.