Regional Sales Manager (West)

Job Description

Job Description

Description: Regional Sales Manager (West)

Eberhard Overview: Eberhard is a global leader in the design and manufacturing of engineered security access solutions, recognized worldwide for our commitment to innovation and quality. Guided by our vision to be the First Choice for secure access solutions globally, we deliver on a mission rooted in a proud tradition of engineered excellence – to grow, elevate, and inspire our team and customers by providing innovative, reliable solutions and world-class experiences, while maximizing value for our shareholders. At the heart of our culture are our “CARE” values: Collaboration, Accountability, Respect, and Excellence, which shape how we work together and serve our partners every day. With strategic operations across the USA, Mexico, China, and Taiwan, Eberhard is proud to be a division of The Eastern Company (Nasdaq: EML), continuing a legacy of industrial leadership since 1859. We are dedicated to fostering an inclusive, supportive, and growth-focused workplace that makes Eberhard a top global employer of choice.

Role Description: The Regional Sales Manager (RSM) will have primary responsibility for developing and growing commercial performance: driving revenue and margin outcomes for their assigned region. Beyond managing current business, this role is accountable for build multi-year growth strategies, improvement that deepens regional penetration, customer partnerships, and opportunity mapping that expands Eberhard’s strategic relevance, and create competitive advantage. The RSM may be responsible for managing and providing development and leadership to a team of professional manufacturer representatives. They are expected to collaborate successfully with the business functions across all areas of the company. The RSM will be customer-centric in thought, move with a high sense of urgency, and be incredibly proactive in exceeding our annual Key Performance Indicators (KPIs). The RSM understands and communicates the Eberhard mission, vision, strategy and goals. The RSM demonstrates strong business acumen and the ability to translate customer and market insights to provide recommendations for products and systems that provide value-added engineering support that strengthens Eberhard’s market position.

Core Responsibilities:

• Develop and maintain a regional territory plan including coverage strategy and growth priorities. Achieve the sales volume, margin and profit goals for region.
• Work with the Director of Sales to develop and produce the key account sales plan to support the Eberhard strategic planning process. This includes strategic account planning aligned to growth priorities to include the key markets, customers and products that define the expected double-digit growth.
• Build and maintain relationships with key customer, distributors and partners across the region with deeper engagement in priority growth accounts.
• Provide leadership, technical oversight as well as general direction, scheduling, decision-making, and problem-solving capabilities for themselves and their customers.
• Partner with operations, engineering, marketing, and product management to ensure on-going alignment with market needs and the creation of market driven solutions.
• Interface with cross functional organizational teams and key stakeholders to ensure designs and products meet both customer needs & regulatory requirements.
• Create personal strategies and implement them to meet the organizational goals and objectives. Translate business strategy into clear account-level priorities, execution roadmaps, and measurable outcomes.
• Identifies new market trends and opportunities to leverage new / emerging technologies or products and takes active role in generating the opportunity maps and overall pipeline.
• Attends the Critical to Close project reviews to constructively assist and drive the key projects needed to reach the expected goals and revenue targets, including helping prioritize resources and remove obstacles.
• Conduct the necessary face-to-face meetings and hold the maximum number of solution seminars to generate an opportunity pipeline.
• Own accurate regional forecasting, pipeline management, and reporting through CRM, including trade show follow-up.
• Prospecting new clients, with a focus on accounts aligned to strategic market and portfolio priorities.
• Contract reviews and additional paperwork associated with managing the territory.
• Travel required to manage the market: 50%.

Minimum Qualifications:

• A bachelor’s degree from a 4-year accredited college or university preferably with a focus in Engineering, or another STEM subject. OR the combined work experience to perform the duties at a high-level of success.
• Minimum 4 years of experience in sales, marketing or product management.
• Technical depth: understands the importance of utilizing fundamental engineering principles in solution development and embeds best practices, critical thinking and deep product understanding to ensure project achievement and can frame technical decisions in terms of customer value and differentiation.
• Cross-functional influence: Influence other functional teams to ensure appropriate functional quality, direction, capacity, and support.
• Valid driver’s license with a clean driving record
• Strong expertise with Microsoft Office products, CRM software (Salesforce), and ERP systems.

Preferred Qualifications:

• Broad process/technical knowledge of metal stamping, diecasting, assembly, plastics, and electronic methods/processes.
• Past experience or familiarity with a publicly owned, OEM manufacturing organization.
• Competitive and technology landscape: Has developed and incorporated planning and discussions to stay ahead of the marketplace with raised awareness of competitive technologies, disruptive technologies, and recommendations for technological direction from their customers.
• Strong organizational skills and commitment to excellence. Ability to balance customer requirements with the health of our business.

Employment with Eberhard Manufacturing is “at-will,” meaning that either the employee or the company may terminate the employment relationship at any time, with or without cause, and with or without notice, in accordance with Ohio law.

Eberhard Manufacturing Company is an Equal Opportunity Employer. All qualified applicants are evaluated without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, ancestry, age, disability/handicap status, genetic history information, or protected veteran status.