DescriptionRequirementsJob Summary: As a Regional Sales Manager, you areresponsible for participating in and managing the Material Handling Specialists for the increase in sales of all products and support services available from MH Equipment Company. The achievement of agreed upon sales results is the number one priority of this position. An additional priority is to provide an interface with the President, Material Handling Specialists, Inside Sales and Suppliers while performing the duties and responsibilities of the position.
Job Responsibilities:- Preparation and attainment of the annual Equipment/Forward Market (New, Allied, Used, etc,) Sales & Marketing Plans for the Branch(es) which will include goals and action steps for market share attainment, units sales, quotas, personnel, establishing stocking levels/demo plans for units, target accounts, etc. as well as produce periodic budgets.
- Manage Material Handling Specialists handling of sales leads and calls to ensure that leads are being followed until the appropriate conclusion. Ensure factory follow-up of all leads provided by our Supplier Partners (manufacturers).
- Develop systems, measurements and procedures towards achieving sales goals and the requirements for Hyster Company's Dealer of Distinction recognition and Yale Company's Dealer of Excellence recognition.
- Develop sales and marketing plans for each Material Handling Specialist annually, which will include market share attainment, sales goals, quota's, target accounts, etc. and will be utilized for performance measurement and incentive calculation.
- Perform periodic and annual performance evaluations of each Material Handling Specialist.
- Provide Management with periodic summary reports on sales activity. Such reporting will include sales information and activity from the Material Handling Specialist's weekly calls, such as ITA, quoted, sold (booked), lost, closure and awareness statistics.
- Direct the day-to-day responsibilities of the Material Handling Specialists, and coordinate activity with the Sales Support Manager, Sales Coordinator(s) and TMR(s). Provide coaching and brainstorming on call objectives for upcoming appointments and sales activities. Participate in joint sales calls as required.
- Use of SalesForce.com (Customer Relationship Management tool) in compliance with current Company policies.
- Actively participate in the sales and as the primary contact to certain identified "key" or "target" accounts assigned for priority handling and determined as strategic to the growth of the sales in a territory.
- Interview and recruit new Material Handling Specialists and supervise their training.
- Participate in Managers meetings; conduct regularly scheduled sales meetings with the Material Handling Specialists, sales support personnel and as appropriate with vendors.
- Work with Marketing and determine appropriateness of promotions and mailers.
- Develop and maintain relationships with key Customers and vendors.
- Coordinate and participate in trade shows and Customer focus events.
- Interface with factory reps and manufacturer contacts as necessary to promote sales. Evaluate and appropriately implement manufacturers' sales programs.
- Monitor and oversee sales of allied equipment and used equipment.
- Monitor Customer satisfaction performance.
- Keep current and knowledgeable on commercial and technical aspects of product offerings.
- Keep current and knowledgeable on competitors and territory happenings.
- Cooperate in maintaining a safe and friendly working environment for all departments and enforce work rules as necessary.
- Follow policies and procedures.
- Perform all other duties as assigned.
Job Requirements:- Strong Customer relation and leadership skills.
- Experience in the material handling industry with sales experience most preferred.
- Good computer skills (proficiency in Microsoft Excel, Word and PowerPoint required), organizational and analytical skills. CRM usage and experience helpful.
- Good problem-solving abilities and ability to make decisions.
- Good verbal and written communication skills.
- Self-starting mentality with the abilities to organize and manage time effectively and motivate others.
- BS or BA Degree in Business or related field or determined equivalent industry experience.
- Must be able to meet all the physical requirements of the job. See attachment.
- Valid driver's license and dependable vehicle.
- Regular and prompt attendance required.
- Present a professional image in personal appearance, dress and preparation.
Working Conditions: Salary position with an incentive program and is exempt from paid overtime. Base hours of 8:00 a.m. - 5:00 p.m., plus whatever additional time is required to meet the requirements of the Customers and position. Travel to Customer locations required.
Benefits:- Uniquely MH: Adoption Assistance, Dave Ramsey's Smart Dollar, Pet Insurance, Wellness Program, Vendor Discounts, Family Life and Marriage Counseling, and His First Foundation.
- Excellent Compensation: Great pay, 401K with employer match.
- Generous PTO: Paid vacation, holidays, personal, sick days, charity time off.
- Great Insurance: Medical, dental, vision, and life insurance. Short-term and voluntary long-term disability.
- Company Support: Continuous training, safe working environment.
