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Job Description
This role involves developing and executing regional sales and marketing strategies to drive revenue growth, leading and coaching a high-performance sales team, building key customer relationships, and managing distributor channels within the industrial automation sector across multiple states.
Key Responsibilities
- Develop and implement regional sales and marketing plans to achieve growth objectives.
- Lead and oversee the sales team and distribution partners to execute strategic initiatives.
- Build and maintain relationships with key accounts and distribution channels.
- Recruit, develop, and evaluate high-performing sales personnel.
- Monitor and report on regional KPIs and sales performance metrics.
- Coordinate and manage sales promotion activities such as trade shows and customer events.
- Utilize CRM tools for planning, reporting, and tracking sales activities.
- Maintain in-depth knowledge of Phoenix Contact products, especially industrial control and automation solutions.
- Participate in regional industry associations and related activities.
- Manage forecasting, reporting, and communication with regional leadership.
Requirements
- Develop strategic and tactical regional plans that support the sales and marketing objectives of the US Subsidiary.
- Provide leadership and oversight in the implementation of the plans with the sales team and distribution partners.
- Create an environment for the Sales Engineers that focuses on driving top line revenue growth.
- Develop and implement coaching plans and activities that build a team of high performers.
- Meet or exceed sales growth objectives as established by Phoenix Contact sales leadership and successfully utilize all resources within the region and Harrisburg.
- Work with the Sales Director and marketing resources to develop a strategic vision for the industries and customers within your regional assignment.
- Develop tactical implementation of sales and marketing strategies through effective communication and delegation within your team to ensure effective execution of sales and distribution channel plans, policies, and processes, and goal achievement.
- Implement all plans, policies, and programs either approved by or developed by sales and marketing management.
- Forecast, report, and communicate to the Regional Sales Director as requested.
- Be proficient in R3 BASE and negotiation skills and implement these skills to build strong relationships, generate profitable revenue, and drive optimum results.
- Personally utilize and ensure the sales team utilizes the CRM as a communication, planning, reporting, measurement, and tracking tool to increase productivity.
- Build a high-performance team able to grow market share in all product areas and be responsible and accountable for all sales activity, personnel, and organizations within your assignment.
- Recruit, develop, and retain high performing team members and evaluate personnel, providing coaching, mentoring, or termination as required.
- Build and maintain relationships at key accounts and distribution channel locations while leading coordination of all sales and marketing activities related to accounts, personnel, distributors, and representatives within your assignment.
- Monitor and evaluate assigned KPIs for your area of responsibility and report to the Regional Sales Director on a monthly basis.
- Use verbal and written communication effectively within the entire Phoenix Contact organization.
- Make recommendations to Harrisburg Sales, Marketing, and Distribution to improve business efficiencies.
- Actively participate in regional industry associations and related activities.
- Plan, manage, and staff all sales promotion activities within the Region, such as trade shows, seminars, training classes, and customer-driven activities.
- Perform frequent and detailed performance reviews of all direct reports.
- Develop and maintain a working knowledge of all Phoenix Contact products and solutions, with a specific emphasis on Industrial Control Cabinet and Automation solutions.
- Continuously review and develop the local and regional distributor channel to ensure optimal support of the Phoenix brand and sales strategies.
- Possess a four-year degree; engineering discipline preferred.
- Have 5-7 years of outside sales experience.
- Have industrial automation industry sales experience (preferred).
- Experience working with industrial and automation distributors.
- Experience with a customer relationship management software package.
- Outstanding communication skills in written, verbal, and listening formats.
- Demonstrate initiative by understanding required actions and completing tasks while seeking input from others as needed.
- Demonstrate honesty and integrity by taking responsibility for own mistakes, not blaming others, and fulfilling commitments.
- Work as a team player to influence within the business and show appreciation to others.
- Handle change effectively by engaging in lifelong learning and remaining open-minded and curious.
- Must be able to travel via airplane and operate an automobile for up to six hours at a time.
- Must have a valid driver’s license.
- Must be able to lift a minimum of 50 pounds (samples, demos, literature).
- Must be able to travel overnight 35-50% as required by assigned territories.
- Must comply with company dress code guidelines.
- Must be punctual and maintain regular and on-time attendance.
- Must report expenses, activities, and major regional opportunities timely, not exceeding two weeks.
Benefits & Perks
Medical, dental, and vision coverage
401k matching
Bonus plan
Generous time off package
16 weeks fully paid maternity leave
10 weeks fully paid paternity leave
Auto allowance
Life insurance
Short and long-term disability
Tuition assistance
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