About this role
JOB SUMMARY:
The Regional Sales Manager (RSM) is Abracon’s sales leader in assigned territories. The RSM manages manufacturer representative (REPs) companies. Ultimately, the RSM is responsible for the core/legacy sales and new product introduction sales in the assigned territories. The RSM and the contracted sales force (reps and/or distributors) are to win customers by securing new designs. This demand creation initiative is to be captured in real-time in our CRM.
DUTIES & RESPONSIBILITIES:
1. Meet and exceed sales and margin objectives in the assigned territories for the entire region.
2. Develop and work with manufacturer’s representatives to leverage sales efforts.
3. Develop and maintain strong professional relationships with end-customer and purchasing, operations and engineering decision-makers.
4. Prospect for new clients and projects.
5. Formulate quote strategies
6. Coordinate activities amongst our sales force of internal salespeople, REPs and distributors.
7. Negotiate pricing between our customers and distributors.
8. Track and report all opportunities within the region.
9. Monitor key customers and maintain an accurate and current CRM database.
10. Monitor competitor activities and complete a yearly business plan for the region.
11. Develop/maintain thorough knowledge of industry structure/territory, applications, terminology, trends, and issues.
12. Discover/understand customers' primary business goals, operations, challenges, and requirements.
TYPICAL QUALIFICATIONS:
• Bachelor's degree from four-year college or university; in Electronics Engineering or related field.
• Min 8 years of professional selling experience with proven ability to meet and exceed targets. Or a minimum of 5 years of sales experience in the electronic component industry.
KNOWLEDGE, SKILLS & EXPERIENCE
• Possess successful prospecting skills and techniques.
• Proven ability to meet and exceed sales targets.
• Working knowledge of Microsoft products.
• Excellent communication skills and ability to present information to others.
• Ability to work on own and initiate sales activities within the region working with manufacturers’ representatives, and local distributors.
• Ability to coordinate multiple activities.
• Presentation skills for small to medium groups.
• Personal accountability, strong time management skills and results-oriented with a demonstrated ability to work independently.
• High level of integrity and trust.
• Candidate must be able to work on many large projects at the same time.
• Travel within the region for one week every other week visiting the local distributor locations, sales representatives, and customers. A travel request with a business case must be submitted for approval prior to travel.
• Conduct sales/business reviews quarterly with the local sales representative
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