West Regional Sales Manager

Mettler Toledo•Washington, DC

5d•$90,000 - $140,000•Hybrid

About The Position

The Vehicle Weighing Regional Sales Manager- West will be responsible for a sales team in the Western United States and Canada and will require significant travel to manage and coach team members. This role involves leading a defined sales team and/or channel partners by inspiring, coaching, and motivating them to deliver outstanding sales performance. The manager ensures sales resources are trained and coached to excel in business development and customer service to drive market share growth. This includes monitoring KPIs and developing improvement plans to foster a culture of growth and learning. The role also involves traveling with the sales team to assess and enhance value selling capabilities, identify training needs, and assist in closing business. Collaboration with the team on developing plans for prospective accounts to increase market share is key. The manager will supervise the account escalation process to ensure balanced resource allocation and appropriate customer care. Support and oversight of project implementation to ensure correct resource utilization are also responsibilities. The annual performance cycle is crucial for developing short-, mid-, and long-term objectives, aiming to create clear development paths for employees.

Requirements

While performing the duties of this Job, the employee is regularly required to use hands to finger, handle, or feel and talk or hear.
The employee is frequently required to walk to and from client sites, etc.; sit and reach with hands and arms.
The employee is regularly required to stand.
The employee must regularly lift and /or move up to 10 kilos, frequently lift and/or move up to 5 kilos.
Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Responsibilities

Monitor Key Performance Indicators (KPI) on a weekly and monthly basis to understand sales trends, opportunities and other unique situations to install action for continuous improvement.
Regular interaction with direct reports, reviewing their opportunity pipeline, target account activity and development plans, in order to coach, teach and support in achieving annualize and extended goals.
Align defined salespeople and territory with strategic initiatives and manage performance of these initiatives.
Closely manage the sales teams to actively sell new service(s) as well as include service in the sales process of new equipment. Work closely with SSR and Service Managers on strategic projects as required.
Closely manage the use and age of demo equipment to be sure that the equipment provides a good experience to customers and retains resale value. Actively work to turn over all demo equipment on a 12 month cycle. Reprimand as required.
Help to assign responsibility for project management and service to the appropriate resources to ensure our core focus is developing new business. Eliminate distractions where possible, help tackle non-sales related request to ensure optimized selling time.
Manage and monitor all expenses as they relate to his/her responsible region. Put in place necessary cost control measures to meet expenses budgets and make necessary justifications when required.
Work closely with marketing teams to address underperforming territories, key opportunities, and other marketing driven activities which can help to achieve sales targets and long term growth strategies.
Meet regularly with other Sales and Service Managers from other divisions and SBU’s to insure the use of best practices and best practice sharing. Engage as needed to drive cross area objectives, strategies and initiatives.
Assist Project Coordinators and serve as intermediary between sales and service teams for the successful implantation of projects, continually collaborate with teams to improve the customer experience.
Actively participate in the account selection process to help team members identify viable targets with reasonable change of success and healthy balance between service and product based targets.
Collaborate and support the development of “Engagement Plans" for each sales team member and help manage the flow based on achieved actions. Help to make key decisions on when to off board Focus Sites which are not getting traction and/or provide alternative idea’s to help penetrate.
Ensure the focus into the market is well balanced between new service development and new product development, assuring both short and long term sustainable success.
Continually identify and work to improve our position with target and key accounts. Actively collaborate with the Technical Application Consultants to drive desired actions for Key Accounts and leverage the resources at your disposal to gain market share. Monitor progress of these accounts quarterly and develop and redefine plans as needed.