Territory Sales Manager- Industry: Heavy Machinery

Job Summary 

We are currently seeking a Regional Sales Manager for Industry to develop the Heavy Machinery and Rolling Stock Segment of the business in the Midwest/Central United States.  This position will be responsible for implementing the Industry segment strategy, focusing on OEM customers with high demands (water, fire, EMI protection). Customers will include equipment manufacturers, rolling stock fabricators and turbine/generator builders. This position will also call on engineering firms to set specifications as well as contractors and distributors as needed. This is a technical sales role managing a territory and developing a loyal customer base.  Roxtec provides great benefits with a flexible work environment.  Roxtec Inc. is a wholly owned subsidiary of Roxtec International AB located in Sweden.

 The Regional Sales Manager will be responsible for growing the business by developing and maintaining relationships with new and existing customers, engineering firms, contractors, and distributors within an assigned region. 

Essential Job Functions  

• Develop and execute a comprehensive strategic plan to capture market share across assigned geographic region 
• Develop and maintain a sales opportunity pipeline sufficient to capture annual top line growth targets
• Develop and maintain market awareness and trends within the business area, industry, and region
• Work cooperatively with team members to achieve success across regional boundaries
• Define sales potential; prepare budgets; maintain sales tracking and other administrative reporting required by management
• Drive sustainable sales growth and engineering specifications by building relationships with key decision makers
• Provide technical presentations and product installation training to a range of audiences and audience sizes
• Map and profile key accounts for designated regions
• Create detailed action plans at an account level to determine best approach based on application, industry knowledge, buying influences, key differentiators, etc.
• Develop and implement a detailed action sales plan identifying sales objectives, potential opportunities, key existing and target customers, strategies, and issues
• Utilize CRM software as the primary tool to manage day-to-day sales activities (including pre-call plans, detailed contact management, quotations, communications/email tracking, project management, etc.)
• Work cooperatively with peers and other internal departments, keeping key individuals informed to assure positive customer relations are maintained
• Attend sales, trade, and product learning meetings as required
• Maintain awareness of Roxtec’s internal policy and the Roxtec Core Values in regard to the daily work

Requirements 

• Must be willing to travel domestically and internationally up to 70%
• Knowledgeable and proficient in the Microsoft Suite of products (Excel, Word, PowerPoint, Outlook)
• Adhere to the principles of Value Added Selling and Total Cost of Ownership (TCO) Strategies
• Proficient in time and travel management
• Possess strong negotiation and presentation skills
• Ability to work independently, as well as within a team environment

Education and Experience

• Bachelor’s degree in business or related field or comparable work experience
• 3 years of experience in B2B sales; technical and/or project sales preferred (strong preference given to those with OEM/ Rolling Stock experience)

Physical Requirements

• Required to wear PPE as needed
• Safety sensitive position

Physical Demands (reasonable accommodations may be made, if necessary):

Physical Abilities                                                      Lift /Carry          

Stand - Frequently                                                      10 lbs or less - Occasionally

Walk - Frequently                                                       11-20 lbs - Occasionally   

Sit - Continuously                                                       21-50 lbs - Occasionally   

Climb – N/A                                                                

Crawl - N/A                                                                  

Squat or Kneel - Occasionally                                     Push / Pull

Bend - Occasionally                                                   10 lbs or less - Occasionally

Fine Manipulation - Occasionally                                 10-20 lbs - Occasionally

Reach Outward - Occasionally                                    20-50 lbs - Occasionally

Reach Above Shoulder - Occasionally                          

Travel by car, air, or other means of public transportation - Occasionally 

 N/A (Not Applicable) - Activity is not applicable to this occupation

Occasionally - Occupation requires this activity up to 33% of the time (.25 - 2.5 hrs/day)

Frequently - Occupation requires this activity from 33% - 66% of the time (2.5 - 5.5 hrs/day)

NOTE:  This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.