This role is located within our Ashland, VA branch, supporting Technical Sales people in Virginia and Maryland.
Mission of the RoleManage an Outside Technical Sales team in Virginia and Maryland, growing sales and gross margin to meet and exceed annual Branch goals.
Education/ExperienceThe ideal candidate will have a technical education or equivalent technical experience; a degree in Fluid Power Technology, Robotics or Motion Control Technology, Electrical Engineering, or Mechanical Engineering from an accredited college, have experience leading a team, and have a history of growing sales within a specific market. To be successful, this role must be actively engaged with the technical sales team and helping them win at the account level. Must be passionate about selecting, developing, and supporting a technical sales team.
Key Branch Sales Manager Accountabilities• This role would office out of our office in Ashland, VA and supervise 4-12 direct reports. Time in the office however, would be less that the time spent traveling with the technical sales team, coaching and supporting sales opportunities and team development.
• Monitor key measurements as defined below and manage Sales Engineers according to annual sales plans.
o Gross margin YTD vs. Quota: Monitor the weekly gross margin report to identify trends.
o Focus Product Gross Margin YTD vs. Quota: Monitor the monthly focus products report to identify trends.
o Funnel Progress: Using TdF's Manager's Console, review the progression of SSOs through the funnel. Identify stalled SSOs and apply the correct resources to advance them. Identify lack of next action steps and overdue next action due dates.
o Sales Activity: Using TdF's Manager's Console to review weekly Sales Activity of employees. Goal is 3-4 effective calls per day.
• Recruit, hire, coach, and keep top talent. This requires networking with existing talent, building a virtual bench, and having a passion for building / training emerging talent.
• Clearly articulate Action Selling practices and monitor usage when working with Sales people. Train new employees on Action Selling and assist their achievement of certification within six months of employment.
• Monitor Funnel Wins for spreading throughout other territories within THC/MDN, using specialists where applicable. Utilize LCO calculators, Customer Profit Reinforcement (CPR) and white papers.
• Monitor expenses to stay within budget parameters.
• Interact effectively with other departments and colleagues within the organization.
• Other miscellaneous duties as assigned by supervisor.
• Follows all quality process and procedures as established by Hartfiel Automation.
- Operates within the intended framework of Fiero / Hartfiel Automation's mission, values, and vision statements.
