Sales Manager - EU Industrial Sales

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With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you.

SUMMARY OF JOB RESPONSIBILITIES: 

The Distribution Sales Manager is responsible for further developing business and channel opportunities with the BAND-IT European Sales Region. The position will manage key regional distribution accounts and be an input to the business’ overall direction of its products and channel partners. This position contributes to the development of strategic and tactical plans to profitably sales growth of BAND-IT products while determining the most effective and successful approach to growing the existing portfolio. This is a remote position based within Italy.

The focus of this role is expanding sales to BAND-IT’s distribution markets and their end user customers. This role will coordinate and interface with all functions / departments for example but not limited to Productions, Customers Services and/or Quality Department.

REPORTING TO: Global Business Line Leader – Industrial and Engergy

DUTIES AND RESPONSIBILITIES:

• Maintain, support, and grow sales of regional distribution accounts based on AOP and growth initiative objectives.
• Conduct regular and extensive contact and follow up with existing distribution partners and target potential partners for additional regional growth.
• Conduct regular sales calls with end user partners to drive customer VOC and potential NPD opportunities for future growth opportunities.
• Develop and execute a Time & Territory Plan that will enable contact with all distributor and representative locations within the assigned geography.
• Maintain an active sales growth funnel within CRM including defined projects that contribute to overall sales pipeline.
• Prepare and present presentations about BAND-IT capabilities and solutions to customers and prospective customers.
• Maintain an understanding of BAND-IT’s technical, service, support and product capabilities, and products, and communicate same to customers and prospective customers.
• Understand and report on end-user applications, problems to be solved and opportunities, then propose and present BAND-IT solutions to customers.
• Identify, document, and follow up sales leads and new customer opportunities.
• Participate in communicating and resolving customer complaints and product returns and issues within assigned geography.  All such complaints and product issues to be documented and tracked through the appropriate processes.
• Use “value selling” approach and tools as available and present BAND-IT’s value versus competitive or alternative fastening solutions.
• Recommend, prepare and secure approval for pricing and quotations when necessary.
• Recommend and attend / participate in approved customer events such as supplier shows, field sales meetings, conventions and events within geography, utilizing additional internal resources as required.
• Travel up to 50% of time.
• Performs other related duties as assigned.

KNOWLEDGE, SKILLS, AND ABILITIES:

The requirements listed below are representative of the knowledge, skills, and abilities required to perform this job successfully. 

• Self-starter, with strong sales drive, highly accountable, detail oriented, and consistent follow through.
• Presentable; must convey professional image of self and the company.
• Passionate in pursuing pro-active solutions for customers and the company.
• Demonstrated strong relationship-building and interpersonal skills.
• Excellent presentation and communication skills, both verbal and written.
• Ability to go beyond catalog sales to scope, imagine, and provide customized solutions based on monetized total value to the customer.
• Demonstrated ability to handle multiple projects, tasks, and details simultaneously.
• Proven ability to work remotely in alignment with company guidelines, policies, processes, and plans.
• Ability to handle high stress situations and respond and communicate in a calm and professional manner.
• Thrives on the challenge of identifying, developing, and closing new business opportunities.
• Proficient in Microsoft Office and Enterprise CRM systems.
• Proficient in “value selling” concepts and tools.  Must be able to develop and effectively present value-added solutions as sales proposals to a variety of stakeholders / decision makers in the target companies.
• Adept at building and maintaining a pipeline of opportunities. 
• Demonstrated ability in successful relationship building, both internally and externally.
• Demonstrated track record of consistently achieving or exceeding sales targets using a value-selling, solution-provider, customer–focused approach.

EDUCATION AND EXPERIENCE: 

• Bachelor’s degree in business, engineering, or related field, required.
• 5+ years of experience of successful selling to/supporting diverse types and sizes of industrial distributors and direct relevant selling and industry experience (industrial products), required.
• Relevant experience and in establishing relationships with customers including OEMs, contractors, industrial partners, municipal partners, or engineering consultants.

KEY COMPETENCIES:

To perform the job successfully, an individual should demonstrate the following competencies:

• Results Driven:  Demonstrated attainment of goals / targets to quota.
• Effective Communication: Excellent verbal and written communication skills.
• Planning and Alignment:  Uses milestones to diligently track and manage the progress of their work.
• Problem solving:  Systematically identifies problems and creates actionable resolutions in a timely and skillful manner.
• Value Selling:  Demonstrated ability to utilize the value selling principles to achieve sales results.
• Collaborates Effectively: Facilitates open dialogue with a wide variety of stakeholders and contributors.
• Strategic thinker with high business acumen and entrepreneurial spirit.
• Tech Savvy:  Willing to embrace existing technologies while applying emerging options that can enhance organizational outcomes.

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Compensation Information

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