Regional Sales Manager, Midwest

Littelfuse•Chicago, IL

1d•Hybrid

About The Position

The Regional Sales Manager leads sales efforts for the Energy and Industrial Infrastructure Business Unit, managing third-party representatives and distribution channels across a large territory. This role demands strong product knowledge, sales expertise, and team leadership to achieve business objectives and revenue targets exceeding $29 million. The role involves overseeing sales activities across 12 or more states, managing nine or more representatives with full accountability for team performance and development. It also includes developing annual growth plans for third-party representatives, defining sales initiatives, assessing agency performance, and coaching representatives. Additionally, the role focuses on creating mutual growth plans with strategic distribution partners, training distributors on products, leading customer negotiations, and managing sales pipelines and forecasts. The position requires maintaining up-to-date knowledge of industry trends and competitive intelligence, collaborating with cross-functional teams, and effectively addressing customer needs.

Requirements

Requires a bachelor’s degree, preferably in mechanical or electrical engineering.
7-10 years of technical sales experience.
Proficiency in data analysis, MS Office, and basic SAP knowledge is essential.
Knowledge of the market, channels, customers and product lines.
Able to handle multiple tasks efficiently and shift priorities as necessary.

Nice To Haves

Experience with global manufacturing companies is preferred.
High attention to detail
Strong analytical skills
Self-Starter
Team Player
Organizational skills
Excellent follow-up skills
Good communication skills both written and oral
Results oriented
Problem solving skills
Attention to detail

Responsibilities

Oversees sales activities across 12 or more states, managing nine or more representatives with full accountability for team performance and development.
Develops annual growth plans for the 3rd party representative network.
Defines sales initiatives within geographic area that support the short-term operational plan.
Assesses the performance of each agency and provide feedback and collaboration.
Coaches and manages the work activities and may have full management accountability for the performance and development of team.
Provide support.
Make organized and professional presentations demonstrating product knowledge and applicability to products and services to customer needs and requirements.
Optimize Distribution Channel to Market.
Develop Mutual Growth Plans for strategic distribution partners.
Train distribution on products.
Grow and maintain an effective sales pipeline for opportunities and Mutual Growth Plans.
Leads customer negotiations.
Provide a Quarterly Sales Forecast.
Negotiates with other parties to explore and articulate a valued solution.
Build strong customer relationships with strategic distribution partners.
Create new forecasts and revise as needed.
Convert Distribution from competition by developing and performing conversion presentations.
Analyze the market to determine where channel partners are needed.
Maximize the offering of LFUS products through distribution channel.
Promote and facilitate EDI and Celerity set ups and POS feedback.
Train existing or new distributors on new products.
Persist as an industry, application, and product expert.
Keep abreast of worldwide industry and business developments and competitive intelligence.
Leverage internal marketing resources to ensure objectives align and support the Strategic Plan.
Develops and maintains a positive working relationship within own team and cross-functional teams including marketing, product management, research and development, Customer Support, and others as necessary.
Consistently listens to (External and internal) customers/partner’s needs and conveys knowledge of their issues and addresses questions and concerns in a timely manner.
Assimilates and synthesizes technical information quickly from multiple sources and demonstrates ongoing curiosity about technical developments in the field.
Communicates those within the organization.