REGIONAL SALES MANAGERS – SAN FRANCISCO
Reports directly to the Vice President of Sales.The Regional Sales Manager is responsible for building relationships with current customers, selling full suite of construction services and equipment offerings, analyzing and developing targeted new customers, and assessing new market opportunities supporting strategic key business sales growth opportunities in the assigned regional territory as defined by his/her manager.Duties include conducting sales generation through customer qualifications and confirming financial feasibility, project qualification and confirmed funding, coordination with the Regional Operations Managers/Project Directors/ Estimators to confirm operations capacity and capabilities to support effective and profitable project execution, assisting with proposal development, administering to customer’s prequalification requirements, negotiating NDA’s, contracts and closing deals.This will require a seasoned professional who has a strong technical background, possesses good analytical and strategic selling skills, and is experienced in computerized systems.Demonstrates expertise in a variety of industry segments field’s concepts, practices and procedures.Relies on extensive experience and judgment to plan and accomplish goals. A wide degree of creativity and latitude is expected.
KEY DUTIES AND RESPONSIBILITIES:
Develop a minimum of ten (10) new Individual Strategic Target customers as specified by the Regional Operations and Corporate Sales management teams. Individual Strategic Target business plans will be developed and documented for each customer to include the following information:
- Customer background data & information;
- Customer needs/relationship building;
- Value proposition;
- Sales opportunities;
- Sales strategies;
- Financial forecast;
- Action plan; and
- Required resources.
The sales manager will also execute business development and sales activities at other designated prospective customers ranked by priority in the region to grow business/market share in the region and expand and promote the company brand and market capabilities awareness.A list of these customers will be developed mutually between sales and operations to direct the sales managers support efforts at these customers.Managing two sales channels – owners and General contractors, largely within the region will be critical success factors.
Incremental sales development progress at both Strategic Accounts and high priority customers will be documented and tracked using the US Sales Opportunity Tracking spreadsheet.Attendance at bi-weekly sales progress review meetings is required with participation to report and review sales progress to date and “next actions” to be taken.
Attendance and participation in the weekly job estimating review meetings to contribute opportunities/findings/updates to the project listings to bring their status current.
Assist operations management teams in the ability to harmonize customer support activities.Assist in oversight of sales-related activities to assure compliance to meet all bidding requirements and deadlines, proposal development and personal submittals to “sell” the proposal, and provide any customer’s project specific support elements to assure complete customer satisfaction.
Full responsibility to present and sell project proposals, negotiate contracts in collaboration with operations management teams, close deals to optimize profitability.
Maintain market awareness and support new equipment offerings along with other potential products and services opportunities based on market experiences and trends to better shape the overall market offerings. Communication amongst stakeholders is key and call reports for major developments is a requirement of the position. The Sales Manager is expected to be fully conversant with CRM and the territory CRM data should be current.
Comply with all corporate policies and procedures especially in the area of Safety & Environmental Culture in administering to the job responsibilities based on “best practices” and performance metrics and in particular safe driving habits.
Prepare external reports and special reports as required by manager and/or the executive management team.
It is expected that the candidate will have established a proven track record of success in a sales or business development role in construction, biopharma or electronics industry.Experience in a highly complex and industry diversified technical environment, specifically with an organization that is geographically dispersed, is a must.
The selected candidate should have strong technical experience, knowledge and/or a capacity to understanding process and distribution systems in the Electronics, Solar, BioPharma and general industries market segments.
Must be comfortable with the “supplier” nature of the job function.He/she must demonstrate the leadership skills required to drive continuous improvement of processes which maximize the customer’s experience and satisfaction.
Must have great attention to detail, be an established individual contributor, team player and willing to mentor co-workers and subordinates.Must also be a solid communicator, with the ability to communicate externally with customers and with all levels within the organization.
EDUCATION AND EXPERIENCE:
Preferred business development and sales experience in BioPharma or Electronics or worked in the construction industry with process piping experience. Optional Construction Management/Administration or B.S. in mechanical engineering, chemical engineering or related field would be considered.Candidate should possess a minimum of 5+yrs of professional experience.