Regional Sales Manager - NE

Terex Corporation•Fort Wayne, PA

About The Position

The Regional Sales Manager manages an assigned outside-sales territory in the Northeast and sells the company’s manufactured equipment. The role provides product demonstrations, customer and distributor support, financing assistance, and coverage where there is no sales presence when requested by the Director of Sales. It also coordinates with sales and service personnel, supports customers before and after the sale, and participates in trade shows. The position requires travel throughout the sales district and ongoing communication with the office, customers, dealers, and management. The manager maintains strong commercial and technical knowledge of the product line, competitive products, customer applications, financing resources, and manufacturing processes. They identify customer equipment needs and job conditions, recommend suitable equipment and attachments, develop estimates and formal quotes, facilitate sales contracts and order documentation, and support delivery and service resolution. The role also monitors territory performance, forecasts sales, reports lost sales and competitive activity, and submits regular customer, expense, and territory reports. Travel may reach 75% of the time.

Requirements

High school diploma or GED.
5 to 7 years of experience marketing and selling industrial equipment similar in scope to heavy equipment products.
Ability to travel up to 75% of the time.
Ability to work independently and manage a large sales territory and priorities.
Ability to read, write, and use mathematical skills.
Proficient computer skills, including Microsoft Outlook, Word, and Excel.
Strong communication, organizational, customer service, time-management, and attention-to-detail skills.
Professionalism in building and maintaining business relationships.
Ability to meet the stated physical requirements: constant sitting; occasional lifting of 10 pounds and frequent lifting of 1–2 pounds.

Nice To Haves

Knowledge of a technical field.
A degree in engineering, business, or marketing.
Knowledge of direct sales practices to construction contractors.
Demonstrated ability to initiate, cultivate, and maintain relationships with personnel at all levels of end users of concrete equipment similar to the company’s products.
Heavy mechanical ability or a service background.
Ability to contribute information and ideas to project-plan development.
Experience operating equipment.
Experience selling heavy equipment.

Responsibilities

Provide product demonstrations and customer support and service.
Provide distributor support and assist customers with financing pre-qualification.
Manage an assigned outside-sales territory and provide coverage where there is no sales presence at the Director of Sales’ discretion.
Support sales of front- and rear-discharge products and communicate with sales coordinators and administrators regarding quotes.
Facilitate field service manager activities as required.
Set up and attend trade shows and maintain open communication with coworkers.
Maintain current commercial and technical knowledge of products, new products, enhancements, applications, modifications, financing resources, and manufacturing processes.
Understand competitive products and use relevant competitive information in sales presentations.
Travel throughout the assigned district to educate existing and prospective customers about products, assess equipment needs and job conditions, and promote products.
Anticipate customer needs and recommend productive machines and attachments.
Protect the confidentiality of customer communications and contribute ideas for cost reduction and improved sales techniques.
Prepare estimates and formal quotes, seek management assistance or tools needed to close deals, and produce or facilitate sales contracts and order checklists.
Prepare required reports and photographs for used-equipment trades or sales and take responsibility for used-equipment sales.
Coordinate customer visits to the factory as needed.
Follow up after sales to help ensure timely delivery and assist Service and Warranty departments as needed.
Become involved promptly when customer problems arise, track persistent issues, coordinate resolution, and communicate operational or maintenance concerns to customers and management.
Provide the office with a daily communication, weekly itinerary and updates, customer and dealer contact information, and required reports to the office and Sales Manager.
Plan travel schedules and transportation according to territory needs and control expenses.
Maintain customer sales contact reports, monthly reviews, expense reports, and other required written reports.
Provide monthly, quarterly, and yearly forecasts, updating the forecast on the first of each month.
Report lost sales and competitive activity in the territory.
Submit quarterly territory evaluations covering lost sales and reasons, marketplace position, competitor profiles, dealer evaluations and suggested changes, product recommendations, and problems or needed changes.
Assist with collection of competitive intelligence, including prices, quotes, and specifications.
Maintain a safe, clean, and professional personal demeanor and work area; detect and report improperly operating equipment.
Assist new employees with orientation to their roles, support systems, policies, procedures, and personnel.
Follow general safety requirements and procedures and use protective safety equipment when required.