Doble Regional Sales Manager Alt102

Doble Regional Sales Manager

The Regional Sales Manager (RSM) reports to the Regional Sales Director (RSD) and is responsible for the development and performance of all sales activities within his/her assigned region. The RSM manages and directs regional sales partners and provides leadership towards the achievement of maximum profitability and growth in line with company's sales strategy and marketing plan. Establishes market plans and strategies to expand the customer base in the assigned territory and ensures development of training and educational programs for Sales Representatives and clients.

Essential Job Functions

• Develops a business plan and sales strategy for the market that ensures attainment of regional and company sales goals and profitability.
• Initiates and coordinates development of action plans with the support of Technical Application Engineers (TAE) and Business Development Manager (BDM) to penetrate new markets.
• Assists in the development and implementation of marketing plans as needed.
• Prepares action plans by sales partner and/or customer for effective search of sales leads and prospects.
• Conducts regular one-on-one business reviews with all sales partners to support the business development activities, to understand training and development needs, and to provide insight for the improvement of sales and activity performance.
• Scouts and proposes to senior management potential new sales partners either for replacement of non-performing sales representatives or distributors, or to increase market coverage.
• Proactively collaborates with other Regional Sales Teams for effective search of sales leads and prospects.
• Gathers appropriate information to create monthly sales forecast.
• Provides timely feedback to senior management regarding performance.
• Maintains accurate records of all pricings, sales, and activity reports submitted by Sales Representatives.
• Utilizes systematically the internal CRM system to effectively manage the sales activities.
• Is responsible for delivering commercial proposals, also in cooperation with Sales Assistants and/or TAEs and BDMs when required.
• Represents the company at trade shows and conferences.
• Make sales and retention calls on clients.
• Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
• Controls expenses to meet budget guidelines.
• Ensures that his/her conduct complies with the company's ethical standard, also acting as an ambassador of ethical practices also to other colleagues and all partners.
• Review all sales contracts to ensure legal compliance and that the company and the client will be able to fulfill all obligations of the contract.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Perform related duties as assigned by the Regional Sales Director or VPs.
• Participates to regular performance reviews with the RSD and VPs (Product, Services and Systems).

Decision-Making Latitude

• Set strategic direction for accounts and opportunities in sales pipeline
• Ability to direct, manage and utilize Doble resources to advance partnerships and sales opportunities
• Proven ability to manage time, priorities, travel, and management and company requirements

Qualifications

Education:

• Bachelor's degree in business or engineering with field sales experience, or related field a plus

Required Experience:

• Sales/Business Development experience in the High Voltage testing and monitoring equipment and service industry especially in the utility market space
• Previous sales and management experience
• Experience using sales tracking software
• Minimum of 5 years' work experience in with responsibilities for sales, business development, or marketing with a proven track record of successfully and regularly meeting sales targets
• Ability to independently plan and organize one's own activities.
• Experience in using a CRM system such as Salesforce.com on a regular basis.
• Experience or ability to manage and direct the work of others.
• Strong services orientation and attention to detail.
• The ability to travel domestically up to 40%.
• The ability to work in a team environment.
• Italian and English Fluency in both the written and verbally.
• Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers.
• Working knowledge of Microsoft Office Suite.

Preferred Experience (Not Required):

• Previous management experience, managing or leading a sales of Channel Partners/Distributors.
• MBA preferred.
• Experience in selling or marketing high technology products and services.
• Received training through a sales methodology program such as Miller Heiman.

Knowledge, Skills & Abilities:

• Motivation for sales
• Team leadership and management skills
• Territory management
• Presentation skills
• Performance management
• Strong communications skills
• Closing skills
• Building relationships
• Negotiation
• Sales planning
• Customer focus
• Industry and product knowledge
• Basic computer skills

Physical Requirements:

While performing the duties of this job the employee is often required to stand, sit, use computers, read, write, type, use copy machines, file paperwork, use telephones, and utilize written and oral communication to interact with clients, co-workers and customers. Reasonable accommodations may be made to enable individuals to perform the essential functions of this job. Must be capable of lifting 30 pounds.