Regional Sales Manager

Position Summary

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The Regional Sales Manager is accountable for the direct management and interaction with Enercon Customers for Narrow Web, Wide Web, Cap Seal, and Object Treatment. These roles have key responsibilities in achieving new business, identifying market trends, and communicating with internal staff on necessary developments for our industry-leading products.

Through a wide variety of functions, these individuals directly lead the sales process for all customers in their territory.

Core Functions and Responsibilities

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Sales Process:

• Responsible for directing each opportunity through the sales process including coordination of activities with agents.
• Enercon sales personnel are expected to be the lead in all active projects.
• Follow up with customer in a timely and professional manner to assist with questions or concerns.
• Maintains status of each project in Salesforce, including the following key items:

+ Anticipated close date

+ Next action with responsible party

Customer Relationships:

• Maintains contact with customers; frequency determined by level of business customer has provided or looks to provide in coming year.
• Sets next action/contact after each contact.
• Along with inside sales assistance, maintains minimum of one call per year.
• Documents emails, calls, and conversations into Salesforce pertaining to market info, competitive info, technology needs, etc.

Inbound Calls:

• Serve as primary inbound call recipient for territory.
• Assist in supporting other sales territories when other Sales Managers are traveling or on the phone.

Representatives:

• Communicates with representatives on a regular basis coordinating sales process to ensure most effective results.
• Objectively evaluates representatives on yearly basis.
• Closely monitors sales and quote volume of representatives. Reviews reports with representatives at least on a quarterly basis.
• Understands rep’s future plans and prepares for future changes, for example the rep’s plans to retire.
• Actively participates in goal setting with each representative in the autumn of each year.

Lead Follow-Up

• Sales managers are expected to personally follow-up on all pre-qualified leads from any source.
• After at least 3 unsuccessful attempts to contact customer, lead is to be turned back over to inside sales.
• Responsible for setting next action after completing lead activity.

Tradeshows:

• Prepares key contact lists prior to show for personal invites and scheduled appointments.
• Creates itinerary of exhibitors to visit during show.
• Actively participates in booth activities.
• Asks questions which properly qualifies candidates & reports on resulting lead accordingly as to quality of lead & next action to be taken.
• Actively attempts to be in the office the week before & after a tradeshow.

Tradeshow Leads:

• Directly responsible for contacting all qualified leads resulting from tradeshows in territory.
• Timeframe in which leads are followed-up is directed by priority level assigned at tradeshow.

Proposal & Order Process:

• Creates all standard proposals for customers.
• Writes up orders for territory ensuring vital information including the following is present:

+ Voltage

+ Shipping preference

+ Date required

• Review orders weekly, confirming those scheduled to ship have needed down payment and shipping information.

Order Follow-Up:

• Responsible for completing entire process including:

+ Verifying shipping address

+ Confirming billing info

+ Determining shipping method

+ Confirming payment has been received

+ Monitoring when the system has been tested, packaged and shipped

• Expected to aid in execution of Enercon’s post sale follow-up process.

Lost orders:

• Reports detailed information on each order which is lost to a competitor within Salesforce opportunities.
• Investigates the lost order to understand and provide insight into future competition:

+ Why we lost the order

+ Who we lost the order to

+ Suggest how we can prevent or overcome in the future

+ Follow up with customers who we have lost orders to within 6 months since order was lost.

CRM Salesforce

• Salesforce CRM serves as manger’s primary vehicle to capture and maintain accurate picture of relationships with customers and prospects.
• Activities to be documented and updated

+ Each call with a customer

+ All opportunities tracked through sales cycle

+ Activities are to be maintained, updated, and documented

+ Appropriate team members copied in chatter or activities

• Sales managers are expected to properly maintain Salesforce to ensure records are kept current, accurate & duplication is eliminated when uncovered.

Samples:

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• Provides customer with RMA number and shipping information.
• Cap Seal

+ Tests and records results from customer sample runs within 3 days of delivery. If out of the office reaches out for help from team member who is in the office when required.

+ Properly disposes of samples or saves if needed once tests have been run.

+ Responsible for ensuring lab remains organized.

• Object Treating

+ Responsible for RMA document request information and communication

Trip Planning:

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• All sales trips are expected to be driven off of & focus on visiting customers with active projects that we need to close.
• Each day your goal should be the following by product type:

+ Wide/Narrow Web 2-3 (domestic)/2-3 (international)

+ Cap Seal 4 (domestic)/2-3 (international)

+ Object Treating 2-3 (domestic)/2-3 (international)

+ Interactions should be meaningful, face-to-face (which will be further defined in the metrics) visits, 50% of which should have active projects.

• Key customers in territory should be visited while on trips to generate new business.
• Managers are expected to review activity list & determine which activities can be completed while traveling. Those which will not be able to complete should be reviewed with appropriate inside sales personnel.

Trip reports:

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• Responsible for providing details of visits during trips within 3 days of returning to office from a sales trip.
• When completing visit reports, indicate the next action in completed activity & schedule in Salesforce.
• Submit expense reports in a timely manner to receive reimbursement.

Metrics:

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• Each employee will be provided with employee-specific performance expectations from the Sales Director.
• Specific key performance indicators are measured on a regular basis.

Vitality of the Organization:

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• Actively participate in department staff meetings by providing an update on activities, strategic ideas that help grow organizational capacity.
• Peers for this role include Regional Sales managers/Specialists/OEM Sales managers/International Sales Managers/Inside Sales Support. This position has no direct reports.
• Primary working relationships for this role include Inside Sales Support and Sales Director.

Other Tasks:

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• Performs other tasks as required.
• Responsibilities include, but are not necessarily limited to, the duties listed on this job description

Other Expectations:

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• See Appendix A for standard work practices and expectations including

+ Sales efforts

+ General expectations

+ Travel

+ Meetings

+ Salesforce

+ Teamwork

+ Remote Work

+ Sales personnel’s expectations of leader

Education and Experience

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To perform this job successfully, an individual must be able to perform each core function satisfactorily. The duties above are typically fulfilled through a Bachelor’s degree in Business or a related field with experience in sales and/or marketing functions of packaging equipment and/or industry.

Additional Knowledge, Skills, or Qualifications

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• Ability & willingness to travel up to 50% and meet demands of various time zones. Travel amounts are established annually and are based on territory needs and position responsibilities.
• Exhibits high standards of performance, pursues aggressive goals, and works diligently to achieve them.
• Strong written and verbal communication skills.
• Ability to work under deadlines and set priorities for diverse range of projects including managing multiple projects at any one time.
• Capacity to work efficiently in a team oriented environment and independently from start to finish on select projects.
• Extremely detail oriented with superior organizational skills.