North America Sales Manager - Mining (Remote)

Default•St. Louis, MO

4d•Remote

About The Position

The North America Sales Manager (CSM) - Mining is responsible for providing overall leadership to drive profitable revenue and market share growth for the sale of Capital Equipment and aftermarket Parts & Service, within their defined geographical territory, across the whole Astec (Legacy TSG – TerraSource) product segment and service offerings. Working with the Global Director of Mining, the North America Sales Manager - Mining is responsible for developing overall territory strategies and tactical implementation plans, establishing and monitoring attainment of revenue targets and opportunities (managing the sales funnel), proactively taking action to address market and competitor actions and personally assisting in the sale of capital equipment and parts across all TSG product line offerings and markets. In addition, the North America Sales Manager is accountable to drive and grow customer profitability, customer satisfaction and effectiveness in the overall sales and service fulfillment aspects of their territory.

Requirements

Fluent English written & spoken, Spanish a strong benefit.
10 years of sales management experience in a related field of Power & Mining as well experience in both capital and aftersales parts and service.
Strong computer (Microsoft Office) and CRM (Salesforce preferred) knowledge.
Strong industry, technical and process experience in material processing/handling equipment
Excels in achieving outstanding performance results with strong leadership skills – ability to effectively establish goals, motivate and drive performance with strong level of self-confidence and effective interpersonal skills.
Extensive knowledge of both capital and aftermarket part & service sales process – expertise in how the sales process works from initial planning for potential opportunity to structuring and closing a sales deal.
Strong business acumen – strong knowledge of territory financials, ability to effectively structure the financial aspects of a sales package, and ability to define the economic benefits of the products to the customer.
Strong problem solving and analytical skills – ability to understand key customer technical issues and define how our products will solve particular issues.
Exceptional communication skills that delivers presentations with maximum impact and demonstrates excellent oral presentation skills.
Capable of making wise and fair judgments based on solid facts.
Excels in managing geographically dispersed territory working cross functionally across our shared service structure.
Ability to work well independently and as a team player while meeting the needs of internal and external customers.
Strong multitasking capability and organizational skills in a fast-paced environment
Time management skills are critical for scheduling, meeting customer needs, and meeting deadlines.
Desire to be proactive and create a positive experience for others.
Ability to schedule travel plans and manage expenses pertaining to travel through accounting department and travel policy requirements.

Nice To Haves

Spanish a strong benefit.

Responsibilities

Utilizing our internal tools, Salesforce & Power BI, develop monthly, quarterly and annual sales strategy and plans for assigned geographic area to accomplish the following: Ensure profitable bookings & revenue growth. Balanced selling across all product lines (Capital, Parts & Service) to drive balanced growth & customer satisfaction. Set individual and market specific sales goals compatible with those of the organization to meet overall company goals.
Provide feedback through tracking of performance of Sales & Revenue actuals vs plan and ensure pipeline, cases/opportunities are regularly updated and kept current to allow use for forecasting & speculative build programs.
Answer customers’ questions about products, prices, availability and product uses
Act as liaison between sales and accounting for customer invoicing issues
Prepare and deliver equipment quotations / proposals to meet customer & partners specifications with product availability, technical capabilities, pricing, and order status.
Effectively present product offerings to customers
Assist with onboarding and development of prospective distribution channels (Reps & Distributors)
Evaluate Reps and Distributors on their sales performance and provide recommendations to support successful execution of established sales plan and growth strategies on a quarterly cadence.
Provide periodic Rep performance reports as required
Proactively work cross functionally with other TSG support functions to effectively organize, assemble and arrange resources to meet goals, including Contracts, Marketing, Finance, Customer Service, Engineering, etc.
Demonstrate presentation skills capable of detailing all Product Lines & Services in a fashion that delivers a specific product lines value proposition and/or Astec (TSG) value proposition with maximum impact.