Outside Industrial Sales Application and Product Specialist
We are currently seeking an Industrial Application and Product Specialist - Midwest Region to join our Sales team. The Industrial Application and Product Specialist will be responsible for sales growth and business development through authorized Columbus McKinnon (CMCO) distributors, referred to as Channel Partners. Formulates business plans and strategies to grow overall sales revenue and market share. Engages in consultative selling with emphasis on end users customer engagement. This position is also responsible for successful implementation of commercial business programs, target marketing programs, promotions, training programs and product launches. These duties are centered on distributor development in conjunction with contact with end user customers. This position will report up through the corporate headquarters in Getzville, NY. The ideal candidate can reside in Tennessee, Kentucky or Missouri. Essential Duties and Responsibilities: Manage your Channel Partners and End User Customers to achieve topline sales obligations. Sales focus is on powered and manual hoists, rigging products and engineered crane component products. Cover geographic sales territories, developing and maintaining relationships with CPs and end users. Conduct various training modules at end user customer locations. Develop Conquest Program targets to drive the conversion of the competitive installed base and increase CMCO penetration. Manage the territory’s channel partner network for sales growth and conflict minimization/resolution. Cultivation of product sales at end user customers, which will be pulled through Channel Partners. Analyze target account requirements and develop penetration plans with to increase market share. Develop distributor relationships at all levels within the organization. Utilize distribution and CMCO resources to provide the necessary level of technical expertise to the customer. Resolves territory issues involving, marketing, pricing, product, warranties and product modification (specials). Management of new product launches and promotional programs through the channel. Collect and report trends and strategies of competitors to Sales Management. Performs other related duties as assigned Critical Competencies: Ability to sell solutions and services beyond products to achieve financial goals. Reasoning abilities and analytical thinking Self Starter, ability to function independently without close management. Strong written and verbal communication skills. Strong presentation skills. Well-organized relative to time and territory management, and associated administrative functions. Strong interpersonal relationship skills. Ability to prioritize and work the necessary hours to effectively execute the job responsibilities. Responsible handling of expenses, demo and trial equipment, and other company assets. Knowledge of material handling products and their applications. Proficient in computer related skills such as Microsoft Office. Success measures: Planning: an ability to think ahead and plan over a 30-day time and prepare action plans to achieve results. An ability to balance and achieve positive results in the areas of safety, quality, productivity, cost and employee relations. Ability to work cross-functionally both internally and externally. Qualifications: Bachelor's degree (B. A.) from four-year College or university 3-5 or more years related sales experience Experience in industrial sales and selling through industrial distribution preferred. Knowledge of technical products and distributor functions.
Job Id: 732