Regional Sales Manager

Position Purpose:

The Regional Sales Manager is responsible for leading sales efforts within the assigned region, driving revenue growth, and expanding market presence. This role involves developing and executing sales strategies, identifying new business opportunities, and strengthening relationships with key customers to enhance profitability. The incumbent will work closely with cross-functional teams, including engineering, supply chain, and marketing, to deliver tailored solutions that meet client needs. Additionally, the Regional Sales Manager will oversee sales forecasting, contract negotiations, and market analysis to support strategic decision-making. With a focus on customer satisfaction, team performance, and adherence to ethical business practices, this position plays a key role in achieving organizational sales objectives and fostering long-term business success in the region.

Job Description:

Sales and Business Development Strategy

• Develop, initiate and execute penetration plans. Responsible for sales from assigned accounts and market sectors.
• Drive global sales initiatives and contribute to corporate growth by encouraging and rewarding high-performance results.
• Contributes to meeting team, sales and market plans by retaining and growing profitable customer relationships.
• Visit customer’s site to promote the capabilities of company; work with customer to determine initial concepts and feasibility of potential automation and/or build-to-print of Equipment and Automation systems and projects.
• Planning and preparation of sales presentations. Assist in the organization and participating of industry trade shows.
• Conduct market analysis as directed by the VP of Sales and/or General Manager, providing insights and recommendations for refining solutions and pricing strategies.
• Build and strengthen customer relationships to expand the company’s market reach and customer base.
• Collaborate with in-house technical teams to assist in preparing proposals, estimates, and operational specifications, ensuring high customer satisfaction.
• Participate in contract negotiation including Terms & Conditions document, Capital Purchasing Agreements, technical specification, financial terms and delivery.
• Generate sales forecasts to assist company management in business planning.
• Stay updated on industry advancements and provide regular reports on new technologies, emerging markets, competitive landscape, market trends, customer CAPEX cycles, and business environment insights.

Branding

• Collaborate with Marketing team, participate in co-developing of, and apply branding processes and tactics in the marketplace and with customer base to continuously promote and position the company.

Sales and Business Development Performance Culture

• Develop, and maintain an active sales funnel of potential clients and prospects, and update on a regular (daily) basis in CRM system.
• Develop strategic sales and marketing plans (prospect, qualify, position, game plan, and negotiate to win) for each account and prospective client in conjunction with overall segment and organizational objectives.
• Engage with the client on technical level to understand the client’s specific requirements and then in turn be able to present viable solutions.
• Present recommendations on go-no-go pursuits to senior management team.
• Work in partnership with Applications Engineering and other engineering groups, and supply chain to devise and present the optimum manufacturing/automation solution for clients.
• Leverage multiple sources to identify and qualify potential clients, such as cold-calling, personal and professional networks, contacts with existing or prospective clients etc.
• Act as first level customer liaison in all customer/company transactions and maintain high level of customer satisfaction.
• Achieve performance objectives within the context set by the VP Sales and/or General Manager.
• Develop sales of company’s services and solutions by researching and resolving customer problems. Ensure a full alignment between Sales and Operations to meet customers’ requirements.
• Collect customer requirements and generate Solutions’ feature definition/recommendation.
• Maintain a sales program based on customers’ requirements and checks on competitive activities.

Forecasting and Budget

• Develop order bookings forecasts on a monthly, quarterly and annual basis, and as requested.
• Operate within the Sales Plan and operating budget parameters defined by the VP Sales and/or General Manager.
• Progress and business reports using the formats, schedule and requirements provided by the Management.

Final Negotiations

• In regard to price, schedule, terms and conditions and other commercial issues, the Regional Sales Manager will operate within the parameters prescribed by the VP Sales and/or General Manager.

Customer Satisfaction

• Achieve customer satisfaction targets approved for client base.
• Provide feedback on the effectiveness of the defined customer satisfaction measurement process.
• Ensure trends in customer expectations are communicated to the executive management within expected timeframes/using approved methods.
• Ensure that all business activities are performed with the highest ethical standards and in compliance of our company’s Code of Business Conduct.
• Adhere to all health and safety rules and procedures.

Other Duties:

• Any other task assigned by management within scope of position, federal and state regulations.

Job Qualifications:

• A minimum of a Bachelor's degree in a technical field (Engineering degree preferred) or a Degree in a business management, marketing, or related field.
• 7-10 years of successful and verifiable experience of strategic selling and negotiation skills in “solution and systems sales” of capital equipment or industrial automation.
• Demonstrated “Hunter” mentality, alacrity, enthusiasm and knowledge when it comes to identifying prospects and turning them into Opportunities.
• Must demonstrate the drive and motivation to sell and enjoy the challenge of selling in the industrial automation/manufacturing solutions industry.
• Must exhibit self-directedness, independence and an extremely proactive approach.
• Strong presentation skills to present to internal stakeholders and existing and potential clients to sell technical concepts.
• Demonstrated knowledge of sales and marketing techniques and financial principles.
• Must possess an active network of contacts in the relevant markets segment or segments to leverage multiple sales opportunities.
• Demonstrated ability to lead capture teams.
• Demonstrated effective negotiation skills, representing the company's long-term business requirements on multi-year contracts.
• Must be willing to travel extensively.
• Technical proficiency using the Microsoft Office Suite.
• Effective verbal and written communication skills.