The posting
Job Description
The Distribution Sales Manager, reporting directly into the Regional Sales Manager/National Sales Manager (Eastern USA or Western USA), is responsible for the commercialization of the company’s products in the (District name), within the designated commercial sales territory and assigned account list; strong industrial sales- and business development skills with advanced experience in the tire, food and bakery and automotive segments, previous industrial sales experience preferred.
***Must reside or be willing to relocate to TX***
*** Must have conveyor belt sales experience***
Primary Duties and Responsibilities
- Develops and communicates annual sales, gross profit budget for geographic territory and assigned accounts, identifies commercial conveyor belt market opportunities with the following: Distribution, and direct account customers within local geographic territory, Key account and any designated global accounts (if applicable)
- Definition of Market Opportunities and priorities based on:
- Designated geographic market opportunities and potentials within primary assigned territory
- Synergies within AB’s product portfolio representing Ammeraal Beltech’s products, services, programs, and industry targeted projects and promotions
- Geographic coverage to include: (states or territory coverage definition)
- Defines Strategic Customers per assigned territory. Establishes action plans to develop business within those Customers including:
- Definition of Strategic Plan per account, including Customer targets, locations, key decision makers, Ammeraal Beltech’s value proposition, cost saving initiatives, etc.
- Determines and coordinates sales activities within those Customers in conjunction with Operating Companies or directly as necessary if Distribution partnership is not available
- Coordinates product sales to attain NSV budget and margin targets
- Works with all Ammeraal Beltech related Global Industry Segment Managers to coordinate and communicate information to share Industry Segment customer development initiatives
- Administer and maintain customer activity and continually records all related customer contact information, sales opportunity, and customer activity through Customer Account Management (CRM) system
- Assists in developing and executing new sales strategy if plan is not being met.
- Participates in quarterly and annual performance review with Regional Manager/National Sales Manager
- Prepares and determines sales opportunities, considering:
- Geographic priority areas based on sales potential
- Existing product application know-how
- Cross-selling opportunities of multiple product lines
- Advise, analyze, and assist OpCo’s local operation (budgets, targets, business planning, promotions, etc.)
- Sales & Distribution support to customer/segment deals at local OpCo’s
- Assists Product Managers in development of PMCs for industry & industry development requirements;
- Support to Supply Chain management; to bring supply chain and inventory in line with the forecasted demand
- Communication with OpCo’s about market developments and product issues from a segment/customer point of view
- Control and monitor Accounts Receivable in conjunction with the Regional Manager/National Sales Manager, including submittals, approvals, and follow up on product returns (RGA), collections, and administration of credits
- Assist Regional Manager/National Sales Manager in:
- development and implementation of competitive strategic sales plan
- associate recruiting and succession
- inventory rationalization
- competitive field service performance evaluation
- Conduct special assignments, projects, and duties as assigned by Regional Manager/National Sales Manager and Executive Management
Knowledge and Skill Requirements:
- Bachelor’s degree in (Mechanical, Industrial) Engineering, or Business Administration preferred;
- 3-5 years of experience in international sales or Business Development
- Proficient in Microsoft Office, i.e. Excel, Power Point, and Word
- Excellent inter-personal and communication skills
- Strategic planning and project execution
- Capable of managing a variety of stakeholder relationships
- Comfortable working in a changing international matrix organization
- Flexible in approach and prepared to work outside normal working hours if required
- Experience with CRM software is preferred;
- 50%-75% travel required
- Must have a valid driver’s license
- Must be able to work in the US
Competencies
- Drives results
- Detail oriented
- Mechanical aptitude
- Ability to build relationships
- Influence, Negotiation and Impact
- Planning and organizing
- Communicates effectively
Key Behaviors and Tenets of 80/20
- Are accountable to others
- Have the courage to challenge the status quo
- Are honest with co-workers and customers
- Able to be innovative problem solvers
- Are engaged team members
- Add value to the Company
- Expects excellence of self and others
- Overserves top customers
- Understands, simplifies and acts to improve processes
Physical Demands
- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is frequently required to sit, stand, walk, talk or hear; uses hands to finger, handle, or touch objects or controls. The employee may lift, push or pull up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
