Regional Sales Manager

Terex Corporation•Mount Vernon, MO

14d•Remote

About The Position

The Regional Sales Manager will be responsible for managing a specific territory of outside sales. This role involves providing product demonstrations, customer support, and distributor support. The position requires pre-qualifying and assisting customers with financing, managing sales, and communicating with team members regarding quotes. The role also includes providing sales coverage where there is no existing sales presence at the General Manager's discretion, and setting up and attending tradeshows. The position demands maintaining open communication with co-workers and adhering to the company's goals, policies, and procedures. The essential functions include maintaining thorough commercial and technical knowledge of products, understanding their applicability, potential modifications, financing resources, and manufacturing processes. The role requires continuous updating of knowledge on new products, concepts, and enhancements, and understanding their application in existing or new markets. A comprehensive understanding of competitive products and their incorporation into sales presentations is also necessary. The Regional Sales Manager will travel a defined sales district, maintain direct contact with existing and potential customers, educate them on the product line, analyze their needs, and promote interest in the company's products. Anticipating customer needs, suggesting more productive machines and attachments, and treating all customer communications with utmost confidentiality are key aspects of the role. The position also involves generating new ideas for cost cutting and improving sales techniques, executing sales by developing estimate sheets and transforming them into formal quotes, and advising management on needed assistance or tools to close deals. Producing sales order contracts and checklists, processing required reports and photographs for used equipment trades or sales, and coordinating customer visits to the factory are also responsibilities. Post-sale, the role ensures timely delivery of goods and services, assists Service and Warranty departments, and tactically addresses customer problems to ensure satisfaction. Tracking persistent problems, interceding with appropriate departments, informing customers of faulty operation or maintenance practices, and advising management on resolving issues are crucial. Daily communication with the office, providing a weekly itinerary, daily customer contact, dealer contact where applicable, and reporting to the office and General Manager are required. Planning and maintaining travel schedules, controlling expenses, and maintaining required written reports (customer sales contact reports, monthly review reports, expense reports) are essential. The role includes providing monthly, quarterly, and yearly forecasts, reporting lost sales and competitive activity, and submitting quarterly territory evaluations. Assisting in collecting competitive intelligence and maintaining a safe, clean, and professional demeanor and work area are also part of the job. The position requires detecting and reporting improperly operating equipment and assisting new employees with orientation to company systems, policies, and procedures. Knowledge of general safety requirements and adherence to safety procedures, including the use of protective safety equipment, is necessary.

Requirements

High School Diploma or GED
5 to 7 years experience in the marketing and sale of industrial equipment similar in scope to heavy equipment products
Proficient computer skills (MS Office- Outlook, Word, Excel)
Ability to work independently
Ability to manage a vast sales territory and set priorities
Ability to read, write and utilize mathematical skills
Excellent communication, organizational and customer service skills
Professionalism in all aspects of building and maintaining business relationships
Superior time management skills and strong attention to detail

Nice To Haves

Knowledge of a technical field
A degree in engineering, business or marketing
Knowledgeable 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 in scope to our products manufactured
Heavy mechanical ability or service background
Contributes information and ideas to development of project plans
Experience with equipment operation
Experience with heavy equipment sale

Responsibilities

Provide product demonstration, customer support/service, and distributor support.
Pre-qualify and assist customers with financing.
Manage specific territory of outside sales.
Set-up & attend tradeshows.
Maintain open communication with co-workers.
Maintain a thorough commercial and technical knowledge of products, including applicability, modifications, finance resources, and manufacturing processes.
Continually update knowledge of new products, concepts, and enhancements and their market applications.
Develop and maintain a complete understanding of competitive products and incorporate this into sales presentations.
Travel a defined sales district and maintain direct contact with existing and potential customers, educating them on the product line, analyzing needs, and promoting interest.
Anticipate customer needs and suggest more productive machines and attachments.
Treat all communications with customers with utmost confidentiality.
Maintain a consistent flow of new ideas, especially for cost cutting and improving sales techniques.
Execute sales of manufactured products by developing estimate sheets and transforming them into formal quotes.
Advise management of any assistance or tools needed to close a deal.
Produce or facilitate production of sales order contracts and sales order checklists.
Process required reports and photographs to facilitate used equipment trades or sales and responsibility of used equipment sales.
Coordinate and assist in customer visits to the factory.
Ensure goods and services are delivered on time to the customer after the sale and assist Service and Warranty departments.
Follow-up with customers and become tactically involved when there is a problem to ensure resolution.
Track persistent problems and intercede with appropriate departments, inform customer of faulty operation and maintenance practices, or advise management of assistance needed.
Communicate on a daily basis to the office providing a weekly itinerary and updated as changes occur; daily customer contact; dealer contact where applicable; and reports to the office and General Manager.
Plan and maintain travel schedule and mode of transportation congruent with territorial requirements and ensure expenses are controlled.
Maintain all required written reports to include; customer sales contact reports, monthly review reports, expense reports, etc.
Provide a monthly, quarterly, and yearly forecast; updated the first of every month.
Report all lost sales and competitive activity in assigned territory.
Submit quarterly evaluation/summary of territory to include: lost sales and why, position in marketplace, competition profiles, dealer evaluation where applicable and suggested changes, product evaluation and recommendations; overview of problems and needed changes.
Assist in collecting competitive intelligence, prices, quotes, specifications, etc.
Maintain personal demeanor and work areas in a safe, clean, and professional manner.
Detect and report improperly operating equipment.
Assist new employees of the corporation with orientation to their position, learning key support systems, policies, procedures, and personnel.
Be knowledgeable of general safety requirements and adhere to safety procedures; protective safety equipment may be required.