SUMMARY OF ROLE
This position is responsible for the sales growth of Tescom business in the assigned territory and/or special market. Other responsibilities include, but are not limited to the identification, development and capture of all market opportunities; to perform market assessments, identify potential customers, improving profitability and the development and management of Tescom’s sales channels organizations.
Principle Job Responsibilities
Manages Sales Channel – Develops and maintains customer direct sales, distributor and representative organizations within established geographic and product/market parameters. The position will also lead and direct the sales channel network by helping develop sales strategy, determining focus areas (e.g. industry, application), providing product and application training, assistance in the development of accounts, and making customer sales calls both directly and with distributor/representative. Sales goals setting and review process with all sales channel organizations will also be key elements for the position, so Sales manager will be responsible for
selecting, training and evaluating channel organizations to ensure that they meet or exceed all sales objectives.
Territorial Concerns and Solutions – Represents the territory/special market concerns to Sales and Marketing in the solution of the concerns, issues corrective/preventative action as appropriate.
Distributor/Representative Performance Evaluation – Conducts annual sales channel performance evaluations.
Direct Customer/Sales Channels/Special Market Sales – Increase sales within the defined territory by maintaining the present customer base as well as actively pursuing new customers; build long-term relationships to ensure strong revenue pipeline.
Emerson Sales Channel Collaboration – Work together with Emerson/FLMC organization, identify synergies and cross-selling opportunities for Tescom and implement them.
Systems Development – Identify Systems opportunities in the region, develop Systems projects and continuously improve Systems knowledge.
Price Management – Work with marketing and sales management to deploy price changes to sales channel partners and direct customers in alignment with targets.
Training – Responsible for assuring the technical competence of all direct customer and sales channel organizations within geographic areas of responsibility. Conducts training for basic regulator operation and industrial applications.
Monitor Accounts Receivable – Monitors accounts receivables to support the programs and efforts of the Accounting function for timely payments.
Market Knowledge – Gathers and disseminates market information to Marketing Department and within Sales Team regarding regional economic conditions, trends in market activity and technology, changes in customer behaviors, growth opportunities and competitor actions. This position will be responsible for developing and maintaining expertise in assigned industrial markets. This will entail gaining an understanding of the markets’ dynamics, including trends and drivers, customer behaviors, end user applications, primary customers, and competitive activity. The information learned will be communicated to Marketing and within the Sales Team.
Regional Forecasts - Develops regional sales forecasts and communicates changes to the EMEA Sales leadership on an ongoing basis.
Market Intelligence – Continuously monitors market activities within assigned industrial markets and key markets within the defined territory and communicates this information on a routine basis to Marketing and within Sales.
Processes and Information - Provides sales, maintenance and application processes and related information to sales channel organizations and direct office personnel.
New Product Development – Generates ideas, and elicits ideas from sales channels and customers, for new products and services; presents ideas for internal evaluation; actively participates on New Product development teams as assigned.
Competitive Intelligence - Monitors and communicates competitive information to Marketing and Sales, including competitor strategies, tactics, pricing, key customer activities, and product information; assists in the development of new product strategies and helps define end user requirements as represented by regional customer base.
Liaison - Serves as a liaison between Tescom and its sales channel organizations to ensure positive, clear, timely and smooth transfer of information between the organizations. Reviews processes for continuous improvement opportunities to better meet the customer requirements.
Promotional Strategies – Supports the development of promotional strategies to provide increased Tescom visibility and market penetration
Russia Localization – The position requires evaluating Russia localization opportunities and providing Sales leadership in implementing potential localization projects.
Russia/CIS Market Analysis – Creates analysis of Russia/regional market opportunities, competitor strategies and plans, sales forecasts in case of localization, and communicates these to Tescom European leadership.
Localization Projects Support – Works together with Tescom and Russia organization to identify the sequence, timing and priority for localizing certain project lines and provides all necessary support in implementing localization.
Territorial Expense Budget – Develops and maintains travel and other territory related sales expense budgets within the parameters of the annual department budget. Maintains appropriate records and submits at least monthly.
Continuing Education – Preserves professional and technical competence by pursuing related continuing education.
Required Qualifications and Experience
- Bachelor of Science degree in Mechanical or Chemical Engineering (or similar).
- Two years technical/mechanical experience.
- Minimum three to five years’ experience in the selling of industrial products and or management of industrial sales channel organizations.
- Demonstrated practical skills to accurately work with numbers, formulas and calculations.
Demonstrated ability to communicate (verbal/written) effectively with customers, suppliers and employees in the language of assigned territory along with English is mandatory.
- Demonstrated ability to work independently and in a cooperative and team-oriented environment.
- Willingness and ability to travel as business requires.
- Problem Solving
- Ethics and Values
- Business acumen
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Our Automation Solutions business helps process, hybrid, and discrete manufacturers maximize production and protect personnel and the environment while optimizing their energy and operating costs. Our Commercial & Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency and create sustainable infrastructure.
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