Address
Form of workREPORTS TO: Director of Global Sales or VP of Commercial Operations
FUNCTION: Manages and directs a sales force to achieve sales and profit goals for assigned territory outside of the U.S. Sell direct in territories where no channel partners are assigned.
Analyze sales statistics to promote sales; review market analyses to determine customer needs, volume potential, price schedules and discount rates.
ESSENTIAL RESPONSIBILITIES:
1. Prepare an annual sales plan for all territories covered.
1. Supervisory role for Director of Sales and/or other administrative staff, which includes:
a. Schedule and assign work; oversee employee productivity and quality; maintain time and attendance records; administer company rules, regulations and policies governing employment; prepare performance reviews with appropriate documentation throughout the year; address disciplinary issues. Discuss disciplinary actions with HR and provide documentation to HR for personnel files.
b. Responsible for employee development. Work with subordinates to create individual performance expectations; provide ongoing feedback regarding progress toward established goals and track progress; provide employee coaching and training; recommend outside training opportunities.
2. Train, manage, and evaluate channel partners for all appropriate areas in territory, making sure that reps are competent and motivated. In territories where there is no representation, manage and cultivate the territory through direct selling.
3. Work with and through channel partners or directly with customers to secure and maintain a favored position. Handle sales situations personally when conditions warrant.
4. Set quotas by product line and work with them to achieve meeting of goals. Set quotas for direct territories and work at meeting these goals.
5. Maintain backup and communications with representatives in the areas of application engineering, product service, quotations, promotions, and problems that may arise.
6. Work together with inside sales and engineering personnel to provide proposals for equipment that maximizes our chances of securing profitable orders.
7. Help organize and exhibit at various trade shows.
8. Help organize and take part in company sponsored sales meetings.
9. Conduct market studies to identify new product opportunities.
10. Must be aware of international variances in cultural and legal issues pertaining to sales.
11. Assist with management and supervision of Inside Regional Sales Managers in a team environment.
12. Special projects as assigned.
