SUMMARY:
The position is responsible for creating and maintaining sales in existing accounts, prospecting for new accounts at Lift Truck Dealers, End Users, and supporting National Accounts. Reporting to a Zone Sales Manager, successful candidates must be able to direct a data-driven, software-enabled, consultative sales process to grow a robust pipeline of new business. Moreover, the RSM must engage with end users and lift truck dealers to establish themselves as an authority in fleet energy system design to increase sales of hardware (batteries, chargers, accessories), services, and software-enabled services.
The position will interact with other Stryten/GNB personnel in OEM and National Accounts to support and sell our TCO models. The successful individual will explore and share best practices throughout the organization. The successful individual will have demonstrated ability to work on a cross-functional basis across business units and within the corporation.
RESPONSIBILITIES / AUTHORITIES:
* Promote our range of batteries, chargers and accessories within the Industrial Vehicle market
* Prospect, identify, qualify, target, sell, and visit accounts fitting the Stryten profile.
* Develop strategies which enable Stryten to approach customers with a unified sales and service program.
* Serve as the primary contact to existing and new customers by providing personal sales visits, resolving issues, and communicating information regarding assigned.
* Proactively call on new customers and use assigned market intelligence tools to follow up on leads provided
* Effectively promote and manage national account and OEM programs in the assigned territory.
* Ensure coverage of national accounts through OEM and Zone Managers as well as internal support staff.
* Adhere to permanent as well as quarterly work instructions.
* Develop and promote applications using our presale software tools ? Measure & Model - to execute power studies and make system recommendations.
* Promote our post-sale software tools ? Monitor & Manage ? to be able to watch over your installed base of customers and deploy service resources as necessary.
* Fill out the Territory Market Map to capture all major customers (>25 trucks), their dealers, their equipment type and the competitive situation.
* Help tailor products and programs to the needs of all accounts.
* Assist to control working capital, including overdue accounts receivables.
* Operate within an acceptable sales-to-expense ratio.
* Forecast and track sales activity for assigned accounts.
* Complete projects and reports in a timely fashion.
* Perform additional tasks and functions as determined by the Zone Manager; examples include, but are not limited to, representing Stryten at trade shows, helping train new regional sales managers, and presenting at sales meetings.
* Travel and overnights are necessary in some territories to fully support the business objectives in the assigned territory
* Execute sales and service goals of the company as assigned by the zone sales manager in assigned territory.
* Ensure compliance with all company policies and procedures.
* Other duties as assigned
QUALIFICATIONS:
Education, Experience, Certifications
* Bachelor"s Degree preferred.
* Minimum of 3 years experience selling capital goods in an industrial environment.
* Proeficiency in English.
Competencies, Skills, Knowledge
* A progressively responsible career history and demonstrated success in territory sales or key account management with a preference for experience within the material handling industry- lift truck or industrial battery sales.
* Well-developed sales management skills.
* Strong written, communication and interpersonal skills are essential.
* Excellent computer skills with Microsoft Office, Excel, Word, PowerPoint, Outlook/Gmail and Internet
* The ability to develop talent and motivate employees in a fast-paced, changing environment is necessary.
* An outstanding track record of leading others, influencing decisions and making a positive impact.
* Energy, initiative, and results orientation are required.
* A high level of business acumen and the quantitative/analytical capacity to understand complex sales processes.
* Skills to effectively use CRM tools in managing opportunities, win/loss of projects, and target objectives
* Collaboration with National Account team and execute the National Account strategy and programs in the region.
* Collaborative work style, one that solicits ideas and shares information to develop creative solutions and winning strategies across the Stryten/GNB sales organization.
* Resourcefulness and creativity, with excellent time management and organizational skills.
* Technical competency and be PC proficient, including standard business software and the Internet.
* Integrity, team orientation and desire to over achieve are of the utmost importance.
* Resourcefulness & creativity, with excellent time management and organizational skills
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