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Form of workJob Description
Desktop Metal (NYSE: DM) is pioneering a new generation of additive manufacturing technologies focused on the production of end-use parts. We offer a portfolio of integrated additive manufacturing solutions for engineers, designers and manufacturers comprised of hardware, software, materials and services. Our solutions span use cases across the product life cycle, from product development to mass production and aftermarket operations, and they address an array of industries, including automotive, aerospace, healthcare, consumer products, heavy industry, machine design and research and development. At Desktop Metal, we believe additive manufacturing, commonly referred to as 3D printing, is one of the most exciting and transformational technology innovations of our time.
Desktop Metal is pioneering the next generation of Digital Casting technologies focused on positively increasing the profitability and time to market for foundries. This next generation of Digital Casting technology stands on the shoulders of our market-leading flagship product, S-Max, which has made a huge impact on short-run Digital Casting. Driven by our multi-year success and growth, we are expanding our sales team and are looking for top talent in the LA area.
The Regional Sales Manager is a consultative sales role with overall responsibility for driving the growth of Digital Casting products within a specific region. We are searching for a solution-based value creation seller focused on working with the foundry industry who is interested in utilizing Digital Casting to grow the top and bottom line for short-run production. This important and critical role is responsible for meeting/exceeding quarterly sales targets for Digital Casting printers. The Regional Sales Manager is expected to build and manage a sales pipeline from inception to completion and operate within the Desktop Metal sales process.
Job Responsibilities
- Initiate sales calls with senior-level foundry executives, respond to customer inquiries, and drive value-added selling approach to remove cost and time from short-run and complex foundry work.
- Drive technology change in the foundry market.
- Drive sales campaigns, leveraging and following a proven world-class solution-based sales process
- Prospecting/originate sales contacts and follow-up on all new foundry Digital Casting business development opportunities and work with marketing on new targeted lead generation and lead follow-up
- Secure new orders for business and negotiate pricing, delivery, and related matters to achieve optimum profitability for the company
- Create rolling 90 forecasts and ensure execution and accuracy; take action to ensure overall business objectives are achieved
- Attend key industry trade shows and exhibitions (AFS and foundry-related.)
- Responsible for servicing all the needs of existing customer accounts and helping build and maintain long-term relationships
- Look to generate new business opportunities from existing accounts
- Act as the main voice of customers to Desktop Metal organization and help facilitate internal processes to support the customer
- Provide marketing and product management feedback on wins/losses, opportunities and market trends.
- Attend and participate in any training or education required by company
- In a timely manner, input all sales activities into CRM
- Responsible for timely and accurate submission of necessary reports including business reviews, forecasts, and pipelines
- Interface with other Sales Personnel, Accounting, Order Entry, Shipping and other departments to assure accurate and consistent data is maintained throughout internal systems
- Follow all company policies and procedures and support the continuous improvement quality process
- Represent the company in a positive and highly professional manner
Minimum Requirements
- 5+ years prior experience in B2B capital equipment sales with ASP of $500k to $2M (machine tool, industrial printers, or other heavy equipment.)
- Proven success and experience at C-Level Sales and financial value selling at winning new customers
- Demonstrated financial value added selling skills.
- Additive manufacturing industry experience a plus; strong technical skills helping facilitate conversations is a plus
- Convincing communication skills and decision making ability for both the development of long term customer relationships and achievement of goals within the company
- Goal oriented and a self-starter as this role with willingness to travel up to 50%
- Excellent organization, time-management and follow-up ability
- Experience in use of a CRM system (Preferably Salesforce.com)
- Openness to new ideas and willingness to iterate quickly and often
- Superior communication skills, both oral and written
ENVIRONMENTAL JOB REQUIREMENTS AND WORKING CONDITIONS
- This is remote location position – typically from a home office.
- Requires travel to opportunities and end customer locations as well as visits to DM Headquarters in Burlington, MA.
- All prospective employees must pass a background check.
At Desktop Metal, innovation is at the core of our DNA. And we believe ground-breaking discoveries are born from diverse teams with unique backgrounds and experiences. We are committed to employing a diverse workforce with equal employment opportunities regardless of race, color, religion, sex, national origin, age, sexual orientation, gender identity, gender expression, marital status, veteran status, or disability.
