Regional Sales Manager, Systems

JOB SUMMARY

The Regional Sales Manager, Systems (RSM) is responsible for the development and performance of all sales activities in the assigned region. The RSM provides leadership towards the achievement of maximum profitability and growth in line with company’s sales strategy and marketing plan. The RSM establishes market plans and strategies to expand the customer base and ensures development of training and educational programs for Channel Partners and clients.  This position is full time remote or located in our facility in Accident, MD.  This role will report to the National Sales Director, Systems.

ESSENTIAL JOB FUNCTIONS

• Sales Strategy

• Develops a business plan and sales strategy for the market that ensures attainment of regional and company sales goals and profitability.
• Initiates and coordinates development of action plans with the Channel Partners to penetrate new markets.
• Assists in the development and implementation of marketing plans as needed.

• Reporting
  • Gathers appropriate information to create monthly sales forecast.
  • Provides timely feedback to senior management regarding performance.
  • Maintains accurate records of all pricings, sales, and activity reports submitted by Channel Partners.
• Sales Support Activities
  • Creates and conducts proposal presentations and RFP responses.
  • Assists in the preparation of proposals and presentations.
  • Represents the Phenix line of products at exhibits and conferences.
  • Make sales and retention calls on key accounts.
  • Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
  • Routinely evaluates pricing provided to customers, bid results and evaluates the competitive environment and provide feedback to the marketing and sales organization to help develop sales strategies and ways by which to defeat the competition.
  • Documents all sales activities in the CRM tool.
• Budget
  • Controls expenses to meet budget guidelines.
• Legal Compliance
  • Ensure that staff remains in compliance of the legal requirements of laws and policies such as Foreign Corrupt Practices Act (FCPA), Sarbanes–Oxley Act, polices of the US Office of Foreign Assets Control ("OFAC"), US sanctions policies and localized trade laws and/or polices.

• Review all sales contracts to ensure legal compliance and that Doble and the client will be able to fulfill all obligations of the contract.
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
• Perform related duties as assigned by the VP of Sales and National Sales Director.

DECISION-MAKING LATITUDE

• Determine and lead strategic sales direction by country
• Set strategic direction for accounts and opportunities in sales pipeline
• Ability to direct, manage and utilize Doble resources to advance partnerships and sales opportunities
• Proven ability to manage time, priorities, travel, and management and company requirements

QUALIFICATIONS

EDUCATION:                     

• Bachelor’s Degree in Business, Marketing or equivalent field or a technical bachelor’s degree in Electrical Engineering, Power Engineer or equivalent field.
• Equivalent related experience and education may be considered in lieu of a degree.

REQUIRED EXPERIENCE:

• At least 8 years of successful direct solution sales experience, preferably in the High Voltage Electrical Engineering industry.
• Knowledge of, and experience in electrical test and measurement industry and/or applications.
• Knowledge of modern sales management tools (CRM, computer-based training, Internet, etc.)
• A successful working experience with Channel Partners, distributors, or agents.
• Experience with using a CRM tool, preferably Salesforce.com.
• Industry knowledgeable in some or all key markets in the region: Energy, Power Equipment, Utilities, electrical equipment manufacturers, test laboratories, etc.
• Experience in the High Voltage, High Power Test equipment and service industry.
• Ability to express ideas clearly in both written and oral communications in English.
• Ability to independently plan and organize one’s own activities.
• Experience or ability to manage and direct the work of others.
• Strong services orientation and attention to detail.
• The ability to travel domestically & internation