Sales Manager

Wauseon Machine and Manufacturing

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Posted on 09/14/2023

Location

Remote, Hybrid or Onsite (Not able to consider West Coast candidates.)

Description

The Sales Manager oversees and supports the Automation Division Sales Team in planning, qualifying, and closing opportunities. This individual is expected to accomplish business development activities and sales growth by researching and developing market opportunities and developing and implementing sales plans.

Core Responsibilities:

• Accomplish human resource objectives for the sales team. This includes recruiting, training, assigning/scheduling, coaching, communicating job expectations and disciplining reports.
• Plan, monitor, appraise, and review job contributions. Plan and review compensation actions and enforce policies and procedures.
• Identify trends and contribute market and sales information and recommendations to strategic plans and reviews.
• Prepare and complete action plans, implement customer-service standards, support and determine system improvements, and implement change.
• Determine quarterly and annual gross-profit plans by executing market strategies and analyzing trends and results.
• Meets sales financial objectives by forecasting requirements, preparing an annual budget, scheduling expenditures, analyzing variances, and initiating corrective actions.
• Establish annual sales plans by forecasting and developing annual sales quotas for the sales team members and projecting expected sales volume and profit for new markets and opportunities (deals).
• Implement national sales programs by developing field sales action plans while analyzing trends and results, establishing pricing strategies, and recommending selling prices, monitoring costs, competition, supply, and demand.
• Identify new market opportunities by identifying consumer requirements; defining market, competitor's share, and competitor's strengths and weaknesses; forecasting projected business; establishing a strategy for the targeted market.
• Sustain rapport with key accounts by making periodic visits, exploring specific needs, and anticipating and creating new opportunities with key accounts.
• Help with the growth of sales volume and selling price by staying up to date with changing market trends, economic indicators, and competitors. Establish and adjust selling prices by monitoring costs, competition, and supply and demand.
• Ensure the CRM (HubSpot) is managed and maintained and meets the sales operational requirements by reviewing regularly with sales team members and following up on work results.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Ensure resources are used as efficiently as possible by managing quote priorities. Meet with the applications engineering managers weekly to grade deals and set priorities for active quotes.
• Adhere to the department budget while meeting sales goals. This includes management of salaries, benefits, travel expenses, etc. that fall into the Automation Division budget.

Required Skills/Qualifications:

• Experience in the Automation industry.
• 3 to 5 years of experience leading a sales team that consisted of multiple direct reports.
• Financial planning and strategy, sales planning, and competitive analysis.
• Positioning, territory management, and product development.
• Client relationships, creative services, and marketing concepts.
• Sales leadership professional development/training is a plus.

Desired Soft Skills:

• Exceptional communication skills and ability to build relationships.
• Strong organizational skills.
• Continuous improvement mindset.

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