Manages Key Accounts in assigned territory of Western Canada. The assigned territory will cover Vancouver British Columbia, Alberta province, Saskatchewan, and Manitoba. Uncovers, develops and leads new business initiatives with limited direction from Regional Sales Manager. In addition to managing assigned sales territory, individual has ability to manage the development and closure of major projects and systems.
REQUIREMENTS
BSc degree in Mechanical Engineering or equivalent preferred.
Five to Eight plus years sales experience with a comprehensive, specialized knowledge of products, customer requirements and competitive market. Strong level of sales aptitude, outgoing, aggressive and creative with ability to identify and maximize opportunities. Strategic thinker with ability to understand product differentiation in the markets served and competency in value selling techniques.
Good working knowledge of material handling processes and equipment.
Excellent interpersonal, negotiating, writing and presentation skills in order to effectively communicate with internal and external contacts. High degree of relationship building skills. Ability to modify communication and presentation style in order to relate to a variety of people and personalities.
PC skills with knowledge of word processing, spreadsheet, presentation, project and Internet access software.
Citizen of Canada, residing in Vancouver, B.C., or Edmonton/Calgary, Alberta area.
Training will be provided in Material Handling Solutions Operating Procedures, Safety Training, our client's Technologies Product and Quality Training. Support and guidance will be provided on more complicated problems and sales situations.
RELATIONSHIP RESPONSIBILITIES:
Constant contact with customers to obtain orders. Input into; Project Engineering & Production Teams. External contacts with OUR CLIENT’SSTAT, Key and Target Accounts, Distributors, OEM’s (Original Equipment Manufacturers), as well as numerous manufacturing and engineering societies.
SCOPE:
Minimum of $4.0 million + in sales.
Manages large accounts and/or complex products.
Works with limited assistance on the most difficult technical and customer problems.
Monthly review of Inbound and Gross Margin results with Regional Sales Manager.
Duties and Responsibilities
1. Seeks and identifies business opportunities by working with End Users, OEM’s and Distributors. Communicates application details to Inside personnel for quotation processing.
2. Analyzes the opportunity, identifies the decision makers and procurement processes, researches the customer, partners of the customer and any history either may have had with and creates and develops solutions. Presents information to management to determine account potential, whether the customer philosophy matches our client’s, if there are synergies with other existing products and whether account will be targeted.
3. Prepares sales strategies for key and target accounts and compiles information needed to prepare proposals such as identifying financial or safety benefits for customer, new applications for existing products and positive performance histories with products. Communicates strategies to involved individuals and ensures that strategy is followed.
4. Works with customer engineering/technical staff to get product specifications on new build equipment.
5. Works with the proposal team to communicate customer requirements and to proactively drive customer specifications towards standardization. Also communicates information related to industry trends, competitors, and projected future business.
6. Prepares monthly reports and internal memos to communicate and outline opportunities, to take corrective actions to resolve issues before they become problems and to assist with forecasting.
7. Prepares and makes sales presentations focusing on value to customer and coordinates visits from technical staff and upper level management to customer where necessary. Arranges customer visits to company facilities and in-house installation demonstrations.
8. Acts as a liaison between the Project Team and the customer and must be attuned to issues of both in order to communicate and clarify issues regarding the needs and expectations of the customer and constraints within the Engineering and Manufacturing processes.
9. Works with engineering/manufacturing to adapt existing products to market needs.
10. Keeps abreast of new products, specifications, and industry trends, competitor strengths and weaknesses and communicates new information to colleagues. Attends industry sponsored trade shows and seminars. Communicates potential opportunities to other locations and Divisions.
11. Works with management and engineering/manufacturing to recommend future R&D development to create products for emerging developments in respective market segments.
12. Provides input and assistance to other functional areas including Quality, Service and Safety in order to improve processes and customer satisfaction levels.
13. Manages business expenses and completes reporting requirements.
14. Extensive travel as required
Call Bruce Daniluck CMC Edmonton 780-448-1717 Calgary 403-775-7283 for a confidential discussion. Thank you for your interest!
