[Hiring] Regional Sales Account Manager @ZOOK

Role Description

This position is responsible for the development and management of Representatives, Customers, and Prospects in their Region. Regional Sales Managers manage multiple districts within a region, maintain complimentary and competitive market presence, and work with Senior Leadership regarding strategies and execution as appropriate for their territory. In this role, you will oversee all sales and distribution in your assigned territory and work to grow your market presence. The candidate must possess innate leadership qualities, excel in maintaining and onboarding clients and relationships, and have a true passion for sharing the benefits of our product offering.

Key Responsibilities

• Leads the development of their region both with and without Representative involvement.
• Executes sales strategies in their region and with their Representatives.
• Performs competitive analysis and maintains a database of complementary and competitive products and Representatives.
• Establishes and maintains a healthy new project growth funnel to support regional, segment, and product sales objectives.
• Monitors and reports on VOC performance metrics to maintain the highest level of customer service.
• Develops value propositions and sets target pricing accordingly.
• Engages with the industry throughout the value chain and identifies trends and unmet needs.
• Drives new product development opportunities through market justified business plans.
• Identifies gaps in our current capabilities and develops action plans to address them.
• Launches new products, gains early market acceptance, and accelerates penetration.
• Owns the 4-Ps for marketing and determines appropriate targets for Sales.
• Identifies, generates, and captures more value from existing products in our portfolio.
• Defines and refines key strategic customers and establishes strong collaborative relationships.
• Conducts market research and identifies and tracks market trends.
• Produces competitive analysis materials comparing product with its key competitors.
• Identifies partnering opportunities for complementary third-party products to broaden the company's market share.
• Maintains communications and contacts to collect and analyze technical, financial, schedule, and sales information for the region.
• Calls and potentially visits prospects to generate sales pipeline for sales goals & metrics.
• Provides technical and commercial support to existing representatives in both training and RFQ preparation.
• Generates weekly sales reports and submits them to management.
• Collaborates with the management team to improve marketing materials and expand the company’s marketing presence in the territory.
• Attends industry trade shows to accumulate new leads and make productive contact with existing clients.
• Updates client information in the company contact database.
• Stays on top of industry trends to identify potential opportunities for company growth.
• Manages contracts and processes to ensure conditions and requirements are fulfilled.
• Analyzes the territory/market’s potential, tracks sales and status reports.
• Supplies management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Performs other duties as assigned.

Key Performance Metrics

• Maximize the enterprise value.
• Exceed annual revenue and profit targets while positioning business for sustainable results in support of a 5-year strategic plan.
• Facilitate a culture of excellence.
• Maintain health and safety initiatives.

Qualifications

• Bachelor's degree in business, marketing, engineering, or a related field.
• Strong knowledge in Industrial Sales.
• Minimum of 7-10 years of professional experience, including 3 years as a Regional Sales Manager.
• Commercial development acumen including value chain analysis, customer needs analysis, definition of value proposition, market positioning, and a track record of success.
• Willingness and ability to travel 50+%.
• Highly competent in implementing strategies.
• Excellent interpersonal, communication, public speaking, and presentation skills.
• Demonstrated ability to work in a matrix organization and team environment.
• Solid working knowledge of budgeting, sales, business development, and strategic planning.
• Ability to generate respect and trust from staff and external constituencies.
• Proficiency with ERP, CRM, and MS Office software applications.