CharlotteRecruiter Since 2001
the smart solution for Charlotte jobs

Regional Sales Manager, Eastern U.S.

Company: Columbus McKinnon
Location: Charlotte
Posted on: March 28, 2020

Job Description:


Role Summary: Key sales leadership role managing a defined sales region. Primary responsibilities include but are not limited to: achieving regions sales budget at an acceptable profit level, analysis of markets, development of market penetration plans, sales forecasting, determining appropriate distribution coverage and professional development of Application and Product Specialists (APSs). Close interaction with key contacts within key channel partners. Manages and directs all field sales activities in the region to maximize profitable sales growth for Columbus McKinnon Corporation. Effectively works cross-functionally with multiple departments within the organization including but not limited to: Marketing, Manufacturing, Product Development, Finance, Customer Service, Legal, and CMCO Executive Committee.

The Eastern U.S. Industrial Regional Sales Manager (RSM) will lead a sales teams, consisting of Application and Product Specialists (APSs). The RSM is responsible for managing the day-to-day selling activities of his/her APS Sales Team, maximizing profitable sales and market share growth and converting competitive spend. The Eastern U.S. Industrial RSM is charged with the development and growth of all Industrial Equipment Group products within the Eastern U.S. Region geography including: The New England States, New York State, New Jersey, Ohio, Pennsylvania, West Virginia, Virgina, Michigan, Indiana, Kentucky, Tennessee, Maryland, North and South Carolina, Georgia, Alabama, Mississippi and Florida. This Sales Leadership position is responsible for driving both the strategic and the tactical initiatives of the Industrial Products Group in the Eastern U.S. The RSM is expected to lead by example in all categories below.

Key Accountabilities: IMPLEMENTATION and EXECUTION OF THE GO-TO-MARKET SALES STRATEGY




  • Develop a complete understanding of customer needs by product, channel, markets and geographic segments

  • Collaborate with Sales & Marketing Leaders to develop a winning business strategy

  • Ensure that the APSs fully leverage the CMCO Partners In Performance program.




    • Identify and develop key external alliances that will deliver complete customer solutions and satisfaction.

    • Leverage our brands, products, and organization to close business, displace competitors, gain market share, and WIN!



      GROWING THE BUSINESS




      • Drive significant growth by inspiring and leading the APSs in the execution of the strategy and distributor network programs.




        • Develop and achieve Regional Sales plans and programs

        • Develop and maintain relationships with your strategic channel partner principals. Leverage those relationships to develop selling strategies and to push those strategies down into end users organizations.

        • Ensure that all APSs are focused on end user engagement, working to pull business through our Channel Partner network.

        • Develop and Execute Key Initiatives for implementation across the broader selling organization, including managing Enterprise Account Managers and Vertical Account Managers




          • Provide market and product requirements to the Marketing/Product Management organization and collaborate on product strategies

          • Produce Reginal forecasting, develop sales execution strategies for new product launches



            STRENGTHENING THE ORGANIZATION




            • Work closely with APS team to ensure performance at the highest level.

            • Nurture a culture of collaboration and sharing of best practices.

            • Leading by example, drive a proactive, flexible, responsive approach to supporting customer needs.

            • As the team leader, provide the necessary support and leverage all CMCO resources to ensure the teams success

            • Identify high performers and develop those skills for career development

            • Engage and involve other areas of the organization to support the selling effort of your team.

            • Complete needs assets and provide necessary training and development activities for APSs



              ESSENTIAL DUTIES AND RESPONSIBILITIES




              • Provide the leadership, inspiration and motivation for your sales team and Channel Partners.

              • Increase market share through CMCO leverage (brand, parts, product, services) and CMCO value proposition.

              • Participate in weekly Sales and Operation Calls with Plant GMs/Sales Leaders, coming prepared to report on your teams sales progress and forecast information as well as prevailing issues




                • Implement customer marketing/business development programs by channel, leveraging products and brands to drive sales growth and market share gain.

                • Develop and share best practices

                • Champion the development and execution of the tactical and strategic initiatives that will drive the sales growth.

                • Supervisory responsibility for APSs.

                • Develop and direct a distributor strategies for growth

                • Develop and maintain distributor and end user executive relationships where appropriate.

                • Participate in corporate selling objectives involving Strategic Accounts, Vertical Markets and key end users.

                • Participate as required, in Marketing development and new product development initiatives.

                • Address and correct weak distributor markets and ensure strong overall product category performance

                • Conduct periodic meetings addressing regional issues, training and the reinforcement of the corporate direction and vision to field Sales personnel.

                • Develop and leverage tools to drive profitable growth through Targeted Marketing Programs and value and solution selling.

                • Appropriately manage application of Partners In Performance program, lead and quote follow up and parts strategy.

                • Report territory activity and results to Executive Director.

                • Manage expenses staying within assigned budgets, adhering to corporate T&E guidelines.

                • Prepare GAP plans and participate in weekly calls with Executive Director and Marketing Mgr

                • Other duties, tasks and responsibilities as assigned by Executive Director.




                  Competencies:




                  • Leader with the ability to motivate a team

                  • Well-organized, time and territory, detail-oriented, etc.

                  • Reasoning abilities and analytical thinking

                  • Strong communication written and oral skills.

                  • Strong presentation skills.

                  • Data analysis skills.

                  • Proficient in computer-related skills.

                  • Leads by example, drives team enthusiasm, demonstrated track record of delivery

                  • Must be promotable to grow into positions of greater responsibility.

                  • Highest levels of personal integrity and credibility

                  • High achiever with a passion for excellence in people, processes and products

                  • Team Player works collaboratively across the organization; leverages all resources throughout the Corporation

                  • Risk-taker who challenges conventional solutions; creative, thinks out of the box

                  • Thinks both strategically and tactically




                    Success Measures:




                    • Maintains a collaborative, team relationship with direct reports, peers and colleagues in order to effectively contribute to the groups achievement of goals and to help foster a positive work environment

                    • Demonstrates a friendly, responsive, service-minded attitude to all internal and external customers

                    • Demonstrates a willingness to accept change and new approaches, including additional responsibilities

                    • Sets work plans and considers priorities for completing assignments in order to meet deadlines

                    • Maintains compliance with all state and federal regulations

                    • Willingness to invest in own development




                      Qualifications:




                      • MBA preferred, Bachelor's degree with industry experience will be considered.

                      • Demonstrated track record of identifying and developing alliances with Channel Partners.

                      • Experience building and managing a geographical distributor network.

                      • Leadership experience preferred but not required

                      • 5+ years of selling/marketing hoist, material handling or related products to Industrial markets.




                        Special Position Requirements: Travel is required within Columbus McKinnon Corps domestic footprint

                        Travel Percentage

                        Work Requirements: While performing the duties of this job, the employee is frequently required to sit. The employee is occasionally required to stand; walk; climb or balance and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

                        Columbus McKinnon Corporation is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, religion, sex, age, national origin, disability, military status, genetic information, sexual orientation, marital status, domestic violence victim status or status as a protected veteran or any other federal, state or local protected class.

Keywords: Columbus McKinnon, Charlotte , Regional Sales Manager, Eastern U.S., Sales , Charlotte, North Carolina

Click here to apply!

Didn't find what you're looking for? Search again!

I'm looking for
in category
within


Other Sales Jobs


Life Insurance Agents - LIFE INSURANCE LICENSED REQ'D (Charlotte,NC)
Description: CURRENT LIFE INSURANCE LICENSE REQUIRED TO BE CONSIDERED Are you an individual with a strong desire to succeed in the business world and help families at the same time We have a wide range of mortgage (more...)
Company: The Alliance
Location: Charlotte
Posted on: 04/9/2020

Insurance Agents - LIFE INSURANCE LICENSED REQ'D (High Point,NC)
Description: CURRENT LIFE INSURANCE LICENSE REQUIRED TO BE CONSIDERED Are you an individual with a strong desire to succeed in the business world and help families at the same time We have a wide range of mortgage (more...)
Company: The Alliance
Location: High Point
Posted on: 04/9/2020

Life Insurance Sales Representative - LIFE INSURANCE LICENSED REQ'D (Charlotte,NC)
Description: CURRENT LIFE INSURANCE LICENSE REQUIRED TO BE CONSIDERED Are you an individual with a strong desire to succeed in the business world and help families at the same time We have a wide range of mortgage (more...)
Company: The Alliance
Location: Charlotte
Posted on: 04/9/2020


Insurance Agents - LIFE INSURANCE LICENSED REQ'D (Greensboro,NC)
Description: CURRENT LIFE INSURANCE LICENSE REQUIRED TO BE CONSIDERED Are you an individual with a strong desire to succeed in the business world and help families at the same time We have a wide range of mortgage (more...)
Company: The Alliance
Location: Greensboro
Posted on: 04/9/2020

Medicare Agent - remote work opportunity, qualified, inbound leads
Description: Medicare Insurance Agent - Industry-best comp plan, total work freedomJoin the revolutionary ASSURANCE platform, and earn from the industry's best comp plan, selling trusted Medicare plans to inbound, (more...)
Company: Assurance
Location: Charlotte
Posted on: 04/9/2020

Insurance Sales - LIFE INSURANCE LICENSED REQ'D (Greensboro,NC)
Description: CURRENT LIFE INSURANCE LICENSE REQUIRED TO BE CONSIDERED Are you an individual with a strong desire to succeed in the business world and help families at the same time We have a wide range of mortgage (more...)
Company: The Alliance
Location: Greensboro
Posted on: 04/9/2020

Sales & Customer Service Representative
Description: This is a remote, independent contractor role that provides personalized customer service through phone, email and/or live chat support. Identifies and resolves problems, as well as provides a consultative (more...)
Company: Working Solutions
Location: Charlotte
Posted on: 04/9/2020

Insurance and Financial Sales - LIFE INSURANCE LICENSED REQ'D (High Point,NC)
Description: CURRENT LIFE INSURANCE LICENSE REQUIRED TO BE CONSIDERED Are you an individual with a strong desire to succeed in the business world and help families at the same time We have a wide range of mortgage (more...)
Company: The Alliance
Location: High Point
Posted on: 04/9/2020

Insurance Agents - LIFE INSURANCE LICENSED REQ'D (Columbia,SC)
Description: CURRENT LIFE INSURANCE LICENSE REQUIRED TO BE CONSIDERED Are you an individual with a strong desire to succeed in the business world and help families at the same time We have a wide range of mortgage (more...)
Company: The Alliance
Location: Columbia
Posted on: 04/9/2020

Life Insurance Agents - LIFE INSURANCE LICENSED REQ'D (Greensboro,NC)
Description: CURRENT LIFE INSURANCE LICENSE REQUIRED TO BE CONSIDERED Are you an individual with a strong desire to succeed in the business world and help families at the same time We have a wide range of mortgage (more...)
Company: The Alliance
Location: Greensboro
Posted on: 04/9/2020

Log In or Create An Account

Get the latest North Carolina jobs by following @recnetNC on Twitter!

Charlotte RSS job feeds