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Job Description
This role involves developing and executing regional sales and marketing strategies, leading and coaching a high-performance sales team, building key customer relationships, and driving revenue growth within the industrial automation sector across specific U.S. territories.
Key Responsibilities
- Develop and implement regional sales and marketing plans to meet growth objectives.
- Lead and oversee the sales team and distribution partners to execute strategic plans.
- Build and maintain relationships with key accounts and distribution channels.
- Recruit, develop, coach, and evaluate high-performing sales personnel.
- Forecast, report, and analyze sales performance and KPIs to regional leadership.
- Manage sales activities, personnel, and organizations within the assigned territory.
- Coordinate and lead regional sales promotion activities such as trade shows and seminars.
- Maintain expertise in Phoenix Contact products, especially industrial control and automation solutions.
- Utilize CRM tools for planning, reporting, and tracking sales activities and performance.
- Participate in regional industry associations and related activities.
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.
- Successfully utilize all resources within the region and Harrisburg to achieve sales goals.
- Work with the Sales Director and marketing resources to develop a strategic vision for the industries and customers within the regional assignment.
- Develop tactical implementation of sales and marketing strategies through effective communication and delegation within the team to ensure effective execution of sales and distribution channel plans, policies, and processes.
- Implement all plans, policies, and programs either approved by or developed by sales and marketing management.
- Forecast, report, and communicate sales performance and regional activities 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 results.
- 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 capable of growing market share in all product areas, and be responsible and accountable for all sales activity, personnel, and organizations within the assigned territory.
- Recruit, develop, and retain high-performing team members, and evaluate personnel with coaching, mentoring, or termination as required.
- Build and maintain relationships at key accounts and distribution channel locations, leading coordination of all sales and marketing activities related to accounts, personnel, distributors, and representatives within the assigned region.
- Monitor and evaluate assigned KPIs for the 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.
- Continuously 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 emphasis on Industrial Control Cabinets and Automation solutions.
- Review and develop local and regional distributor channels 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).
- Have experience working with industrial and automation distributors.
- Have experience with a customer relationship management software package.
- Possess outstanding communication skills in written, verbal, and listening formats.
- Be action-oriented and an agent for positive change.
- Be customer-focused.
- Demonstrate personal integrity and maturity.
- Be self-motivated with the ability to learn and adapt quickly.
- Be an innovator with creative problem-solving skills.
- Possess strong interpersonal and negotiation skills.
- Be proficient with Windows-based applications including Word, Excel, and PowerPoint.
- Demonstrate initiative by understanding required actions and completing tasks while seeking input from others as needed.
- Take responsibility for own mistakes and commitments, demonstrating honesty and forthrightness.
- Work as a team player, influencing within the business, and expressing gratitude and appreciation to others.
- Handle change effectively by engaging in lifelong learning and maintaining an open-minded and curious attitude.
- Must be able to travel via airplane.
- Must have a valid driver’s license and be able to operate an automobile for up to six hours at a time.
- Must be able to lift a minimum of 50 pounds (samples, demos, literature).
- Must be able to travel overnight 35-50% as required by the assigned territories.
- Must comply with company dress code guidelines.
- Must be punctual in all areas and report expenses, activities, and major regional opportunities timely, not exceeding two weeks.
- Must maintain regular and on-time attendance.
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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