Responsible for direct and key account selling activities in assigned region Call on both existing and prospective accounts (sometimes defined as branches with large distributor customers) in person and by other necessary means such as e-mail Develop account plans for those accounts for which you are directly responsible and conduct regular reviews of these accounts to achieve the plan objectives Schedule and ensure that all account plans are completed and reviewed in a timely and consistent man... more details
Responsible for direct and key account selling activities in assigned region
Call on both existing and prospective accounts (sometimes defined as branches with large distributor customers) in person and by other necessary means such as e-mail
Develop account plans for those accounts for which you are directly responsible and conduct regular reviews of these accounts to achieve the plan objectives
Schedule and ensure that all account plans are completed and reviewed in a timely and consistent manner
Conduct bi-weekly sales meetings where COGS and sales, quotes, and forecast versus plan are reviewed
Manage relationships of area VPs and regional managers with distributor customers
Involve yourself in key quotes and follow-up with both the account and the field sales engineers as appropriate relating to quote activities
Provide annual forecast at requested levels – by customer, by product family, by part number – during annual planning process
Oversees field sales engineers activities on Climax products
Create, in coordination with the field sales engineers, an annual plan to achieve certain sales objectives in a given territory – this should be updated throughout the year
Quantitatively measure FSE’s by use of COGS and sales data in addition to other agreed upon metrics
Conduct regular joint sales calls with FSE’s
Contribute to quarterly business reviews with the Regional Managers
Actively participate in quarterly and annual Company planning meetings
Provide reasoning to Senior Staff on overall forecasted sales levels
Represent the Company at trade shows and within industry associations
Participate in required company-specific and industry-specific trade shows
Actively involve yourself in association events and meetings
Serve on committees or councils inside associations as warranted
Competently use Salesforce to gain information and insight into customer, rep and quote capture performance
Identify a set of standard reports that are needed and utilize information from these reports to make decisions and draw conclusions
Be an active user of Salesforce and the reports that are created
Secondary Duties:
Control and manage your travel and entertainment spending
Provide customer training – both web-based and in-person – per customer requests
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