Regional Sales and Business Development Manager
Inquire about available jobs here: jobs at heatron.com.
The RSBDM has the responsibility for all sales & business development activities in an assigned region. This includes market research and development of new strategic accounts and markets as well as current business management and growth.
Responsible for strategic direction and account management support to Inside Sales representatives assigned to the region for current business while focused primarily on business development.
Effectively utilize and manage the productivity of manufacture’s representatives in the region to develop, maintain and expand sales at current and new accounts. Working in conjunction with the Director, Sales & Business Development, develop and expand the representative sales channel to optimize Heatron’s local sales coverage and customer support.
Responsible for calling on and developing relationships with decision makers at major accounts and targets within assigned region, in coordination with our Inside Sales representatives and be able to define and utilize a strategic, solution-oriented approach to create interest in our unique value proposition with decision makers and executives at these accounts.
Effectively communicate with application engineering, design, operations, and management personnel at Heatron to drive success to regional business growth.
Responsible for strategic planning and delegation of activities within regional team of RSBDM, Inside Sales team, and representatives to develop new business within targeted markets and to maintain and grow current business.
Prepare annual budget and forecast plans for region and monitor/report progress for each representative within assigned region on a monthly basis.
RSBDM's focus should be heavily weighted on developing new business within the region. Identify target accounts with representatives to penetrate based on company focus on selected markets, engage in marketing research and use other marketing tools to find entry points of contact, and assure progress of next steps to penetrate and define new opportunities within these accounts.
Manage the distribution and qualification of leads for region utilizing Inside Sales team representatives and personnel follow-up as appropriate.
Define the regional strategic and/or key current business accounts to frequently visit with manufacturing representatives and conduct periodic business reviews.
Coordinate and oversee all travel and communication within territory by sales and engineering support personnel.
Take the lead on all major design-in activity within current business, supporting application engineers and Inside Sales as needed, and at new, developing accounts to generate new business to drive growth and diversification.
Develop relationships with the top decision makers at strategic accounts in coordination with Heatron Management Team and representatives. Push for extended relationship ties at these accounts with Heatron Sales and Executive Management, Applications Engineering, and Operations personnel with site visits to Heatron when possible to provide a closer partnership between Heatron and our key customers.
Utilizing our internal CRM funnel and forecasting systems to monitor and drive new prospects to closure. Provide accurate, monthly updates to the forecast.
Lead representative reviews monthly to monitor progress and to set next step goals for all design-in funnel activity, review ongoing new business development strategies, update forecasts, and discuss general business issues. Support Inside Sales as needed to resolve any internal operational or project status issues to support regional customers. Identify and contribute to an ongoing improvement of our processes to further streamline our response to Heatron customers.
Review pricing and design proposals on major opportunities to optimize Heatron's chances of profitable closure of new business and/or facilitate further negotiations and qualifications where needed.
Direct and support Inside Sales team with methods to identify value added and new business opportunities within current business accounts.
Provide trip reports on a timely basis on all visited accounts to drive key action items and provide advance travel itineraries per department guidelines.
Effectively plan travel within region to control travel expenses and assure productive, efficient itineraries.
Provide regular updates on business development, account activities and travel plans in region to Director, Sales & Business Development, preferably in weekly one-on-one meetings.
The Regional Sales & Business Development Manager must possess:
Excellent communication skills, both written and oral.
Consultative selling skills to sell custom, value-added engineered solutions.
Ability to work well within a team environment in a leadership role.
Excellent relationship building skills.
Ability to manage complex projects and coordinate resources.
Attention to detail and disciplined follow up.
Ability to travel up to 60% of time.
Ability to work with Microsoft Outlook, Word, Excel and PowerPoint effectively.
Presentation Skills to be used both internally and externally.
Strategic selling skills for large accounts.
4-year college BA degree related to Business or Marketing, or a 4 year BS degree in Engineering or BSET degree in Engineering Technology required. Other extensive, related work or military experience will be considered as an alternate. MBA a plus.
Minimum of 3 years outside sales and/or sales management for a manufacturer, representative or distributor of OEM products or engineered services experience is required. Electrical Engineering and/or Electronics Technology background and previous management or manufacturer’s representatives are preferred.
Inquire about available jobs here: jobs at heatron.com.