[Hiring] Technical Sales Manager - Heavy Machinery @Default

Role Description

This position will focus on sales, marketing, training, and support of specific Company products within defined territory. Also, will assist with or directly execute sales activity of these products between the company and its customers. The TSM is accountable for understanding customer requirements and satisfying those requirements over the short/long term in a professional manner that assures the successful execution of the territory sales plan.

Key Deliverables

• Actively pursue new business accountants 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.

Key Activities & Responsibilities

• Main responsibility is to sell specific Company product in defined territories that have been targeted as high-volume opportunities or require additional sales development to increase market share and acceptance.
• Defined target market for this TSM role will be primarily towards aggregate, mining, recycling, construction, energy, industrial & other material processing markets.
• Assist Sales Direct and/or Regional Sales Manager(s), along with other sales related personnel on sales & rentals within their defined target market as required.
• Help set goals and attain them on an annual basis through all market channels as required.
• Must be able to effectively negotiate with end-users in all areas of Company sales business as necessary.
• Assist with management of all market channels, to include direct sales, distributors, OEMs, Inter-Company, etc.…to successful sales goals as required.
• Promotion of Company technology, products, quality, and services.
• Expected to travel accordingly to fulfill job requirements successfully. Up to 4 days per week will be necessary.
• Strategically position the company to be the preferred supplier of the products and services Company provides.
• Assist with territory plan specific to Company products and services targeted for review with Sales Director on annual basis for upcoming year by final quarter of current year.
• Directly assist Sales & Marketing personnel on maintaining current files on competition.
• Must be or have the ability to become recognized as a technical expert in our field within a reasonable period of time.
• Responsible for quantifying economic benefits of our equipment and showing all areas of value to customer and/or prospect.
• Responsible for preparation of formal and informal quotation to customer/prospect.
• Arranges, secures, and administers all financing, letters of credit, wire transfers, etc.…prior to shipment.
• Responsible for being resourceful to customers/prospects.
• Must be proficient in presenting ideas and have proven ability to close deals.
• Expected to prospect a minimum of 5 customers per day.
• Must directly assist in maintaining accurate and current files on all accounts and all orders within assigned territory.
• Timely follow up is expected on all issues both internally and externally.
• Required to keep proper Company management informed on territory activity.
• Weekly Sales Report updates are required every Monday morning before 9:00 AM CST.
• Monthly Equipment Dealer Inventory Reports for specified equipment are required on the first day of every month by 9:00 CST.
• Sales Planning Reports are required by the end of November each year.
• New Contact Reporting is to be updated into CRM system on a timely basis.
• Daily contact with Company office is required.

Qualifications

• 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.
• Must possess the ability to concurrently handle multiple tasks in a high paced environment, manage a geographical territory, set strategic objectives, and meet specific deadlines.
• Must be skilled in Microsoft Word, Excel, Power Point and Outlook.
• Must be able to save and organize files on computer in folders for each retrieval.
• Must be able to download digital pictures from your phone/camera and save, attach and email them to factory.
• Must be able to work satisfactorily as a team member.
• Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures and governmental regulations required.
• Ability to write reports and business correspondence required.
• Ability to effectively present information and respond to questions from customers, groups of managers, associates, clients and the general public required.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume required.
• 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.

Requirements

• 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.
• Participate in sales meetings and/or training seminars as required.
• Network with other Company and Astec Industries’ Sales Personnel as required.
• Assist in sales forecasting, planning and budgeting as required.
• Maintain expenses within budget as set forth by Sales Director.
• Must assist in collection of payables as required.
• Arrange customer visits to Company facility.
• Responsible for coordinating all startup service for equipment sold to customers.
• Visit each customer as equipment is delivered to them or during installation.
• Make suggestions for changes to equipment, new products, etc… to management.
• Coordinates and interfaces with Company’ service when required for all territory customers.
• Support the Sales & Marketing Department by providing a professional image and high level of support.
• 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.
• Must have a valid driver’s license in your resident jurisdiction and an acceptable driving history.
• Practice company’s Core Values, Purpose, Future Vision, Principal Goals and Core Strategies every day.
• Other responsibilities as assigned.

Benefits

• Equal Opportunity Employer: Astec does not discriminate on the basis of race, creed, color, religion, gender (sex), sexual orientation, gender identity, marital status, national origin, ancestry, age, disability, citizenship status, a person’s veteran status or any other characteristic protected by law or executive order.

Company Description

Astec is a global, environmentally focused infrastructure and manufacturing company of asphalt road building and aggregate processing. Our mission is to design and build the most innovative products for the industries we serve. Leveraging innovative solutions and technologies, we serve customers all over the world.