Position : Regional Sales Manager
Superior : Director of Aftermarket & Plan Optimization
Business Unit : CPS
Location : Manesar
As a RSM, your role requires you to act as a business manager, overseeing a sales team that includes direct reports, distributors, and agents. This senior position demands high energy for motivating the sales team, coupled with business acumen to develop plans, strategies, and insightful recommendations to grow market share and profitability. You will collaborate with other RSMs as part of the management team and implement CPS business strategies and policies.
In addition, you will maintain a close working relationship with your assigned business strategy analyst to develop, document, and analyze your region/market for aligning business strategies with gathered intelligence.
Oversee sales in a defined geographical region, including independent distributors and representatives, territory sales managers, and direct accounts.
Focus on Power Systems line of products, retrofit opportunities, and Turbo Air Cair services.
Coach and mentor newcomers or those struggling to meet sales expectations.
Be responsible for overall sales and margin in your region.
Drive market share and margin growth through strategic regional initiatives.
Set pricing, negotiate special pricing for select accounts, and manage receivables.
Be responsible for the region's overall targets and objectives.
Work with TSMs, distributors, and representatives to set growth expectations, market attack initiatives, review performance, and participate in various marketing events and contract negotiations.
Collaborate with Segment Managers responsible for directly prospecting and pursuing large end-user accounts in the region.
Collaborate with Fore market team to support FEEDS processes
Aggressively promote Camfil Power Systems' existing tools and services.
Maximize/optimize region product promotion coverage and market share:
Continually expand the number and quality of distributors and representatives.
Grow existing distributors and representatives' sales force.
Replace or make non-exclusive underperforming direct TSMs/Distributors/Reps, and define clear performance expectations.
Use MS Dymanics as main CRM tool:
Actively use CRM to effectively manage TSMs and distributors and bring incremental business to Camfil.
Ensure CRM opportunitiess are up-to-date and continuously improve clean data for regional and Americas management.
Populate CRM to define Camfil’s market shares vs competitors on filter houses and filter uses by End-Users
Develop and communicate distributor/rep agreements internally and externally and ensure compliance with existing contracts.
Work with Marketing and business strategy analysts to develop programs and sales tools, and participate in customer/industry trade shows.
Participate in company meetings, planning sessions, and training sessions.
Participate in the annual budgeting process, ensuring accuracy in sales projections and other relevant metrics.
Participate, when required, in S&P and other product development meetings, and contribute to launching and pricing strategies for new products.
Review the business plan quarterly, holding parties involved in the region accountable for implementation and adjustments.
Meet with competitors, collect competitive data and information on their strategy, price points, new products, and distributors/representatives in your territory.
Travel in your territory as needed to prospect white spots or target new opportunities/customers where there are undesirable results by your team.
Requirements :
Business develop experience within the filtration and/or gas turbine industry
Proven track record of increasing sales and revenue within a territory
Positive approach in work environment
Business acumen to develop strategies aligned with our sales offering
Experience in industrial/technical sales
Good comfort level with data and analysis
Problem-solving, Self-starter, and can-do attitude
Working within a team as a Team Player
Coaching and mentoring experience
Strong communication and listening skills
Value selling and customer solution-oriented approach
Proficiency with Excel, Power Point, CRM and Outlook
Ability to travel
Experience:
Minimum 7 years experience in a sales role related to the industry
Qualifications
Bachelor’s degree in Business, Engineering or equivalent industry experience