Technical Sales Manager-Eugene Airport Road-Peterson Pacific Corp

Default•Eugene, OR

4d•Onsite

About The Position

This position will focus on sales, marketing, training, and support of specific Company products within a defined territory. The role involves assisting with or directly executing sales activities between the company and its customers. The Technical Sales Manager (TSM) is accountable for understanding customer requirements and satisfying them over the short and long term in a professional manner that ensures the successful execution of the territory sales plan. The TSM will primarily sell Peterson Pacific Corporation/Forestry products in targeted high-volume or market development territories, focusing on aggregate, mining, recycling, construction, energy, industrial, and other material processing markets. This role requires extensive travel, up to 4 days per week, and the ability to become a technical expert and consultant to customers, quantifying economic benefits of the company's equipment.

Requirements

Bachelor’s degree from a four-year college/university preferred.
5+ years of field sales management experience with capital equipment sales through distribution channels, and in a large territory.
Ability to concurrently handle multiple tasks in a high-paced environment.
Ability to manage a geographical territory, set strategic objectives, and meet specific deadlines.
Skilled in Microsoft Word, Excel, Power Point and Outlook.
Ability to save and organize files on computer in folders for easy retrieval.
Ability to send Word or Excel files to the factory and/or management for sales reporting, quote request purposes and territory analysis.
Ability to download digital pictures from phone/camera and save, attach and email them to factory.
Ability to work satisfactorily as a team member.
Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures and governmental regulations.
Ability to write reports and business correspondence.
Ability to effectively present information and respond to questions from customers, groups of managers, associates, clients and the general public.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume.
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram, or scheduled form.
Must have a valid driver’s license in your resident jurisdiction and an acceptable driving history and obey all laws at all times.
Comply with state/provincial and local laws regarding mobile phone usage while driving.
Prohibited from employee use of mobile phones or similar devices, with the exception of hands-free and/or Bluetooth-enabled devices, for Company-related purposes while driving.

Nice To Haves

Must reside in or be willing to relocate to designated territory at his/her expense if necessary.
Must be able to obtain a passport if necessary.
Must have financial means to travel when required.

Responsibilities

Actively pursue new business accounts in target markets.
Develop attainable annual goals through all market channels.
Provide technical support to customers on the use of products purchased from Astec.
Prepare formal and informal quotations to customers for selected products.
Represent the organization at trade shows, events, and demonstrations.
Sell specific Company product (Peterson Pacific Corporation/Forestry product) in defined territories.
Assist Sales Director and/or Regional Sales Manager(s) on sales & rentals within their defined target market.
Help set and attain annual goals through all market channels.
Effectively negotiate with end-users in all areas of Company sales business.
Assist with management of all market channels (direct sales, distributors, OEMs, Inter-Company, etc.) to achieve sales goals.
Promote Company technology, products, quality, and services through networking and cold calling.
Travel accordingly to fulfill job requirements (up to 4 days per week).
Strategically position the company as the preferred supplier.
Assist with territory plan specific to Company products and services for annual review with Sales Director.
Assist with maintaining current files on competition (products, prices, strengths, weaknesses, strategy).
Become a recognized technical expert in the field.
Act as a consultant to customers, learning their business and filling their needs.
Quantify economic benefits of equipment and show value to customers.
Prepare formal and informal quotations to customers/prospects.
Arrange, secure, and administer all financing, letters of credit, wire transfers, etc., prior to shipment.
Ensure down payments are required for any order, with exceptions approved by Sales Director.
Be resourceful to customers/prospects through close contact.
Present ideas and close deals.
Aggressively present and support customer/prospect needs before and after every sale.
Prospect a minimum of 5 customers per day and ideally meet with a minimum of 3 prospects in person per day.
Maintain accurate and current files on all accounts and orders within the assigned territory.
Follow up timely on all issues internally and externally, returning communication the same day if possible.
Keep proper Company management informed on territory activity.
Provide Weekly Sales Report updates every Monday morning before 9:00 AM CST into the CRM system.
Provide Monthly Equipment Dealer Inventory Reports on the first day of every month by 9:00 AM CST.
Provide Sales Planning Reports by the end of November each year.
Update New Contact Reporting into the CRM system on a timely basis.
Maintain daily contact with the Company office.
Assist with order entry and changes as required.
Attend trade shows and other industry meetings as required.
Work with other groups such as D.O.T., associations, and other market channels.
Assist with advertising strategies and submit requests for mailers and ads.
Participate in sales meetings and/or training seminars as required.
Network with other Company and Astec Industries’ Sales Personnel.
Assist in sales forecasting, planning, and budgeting.
Maintain expenses within budget.
Assist in the collection of payables.
Arrange customer visits to the Company facility.
Coordinate all startup service for equipment sold to customers.
Visit each customer as equipment is delivered or during installation.
Make suggestions for changes to equipment and new products to management.
Coordinate and interface with Company service for all territory customers.
Keep customers informed about factory training and parts specials.
Support the Sales & Marketing Department by providing a professional image and high level of support.
Maintain a professional dress code and proper etiquette at all times.
Reside in or be willing to relocate to the designated territory at own expense.
Obtain a passport if necessary.
Have financial means to travel when required (expenses will be reimbursed).
Possess a valid driver’s license and acceptable driving history.
Practice company’s Core Values, Purpose, Future Vision, Principal Goals and Core Strategies every day.
Other responsibilities as assigned.
Perform certain internal control responsibilities.