Regional Sales General Manager

Job Title: Regional Sales General Manager

Department: Sales

Reports To: Vice President of Sales and Marketing

SUMMARY:

The Regional sales General Manager is responsible for generating revenue, implementing strategies to increase sales and obtaining new business opportunities by developing and maintaining strong relationships with customers, dealers, and their direct reports. This role will be responsible for the performance of all Regional Sales Managers reporting to them and the performance of their territories. Within this structure the Regional Sales General Manager will be responsible for the effectiveness of agent relationships and the consistency of how CHIRON works with agents to generate sales opportunities.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

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Develop strategies and tactical plans to achieve sales goals and increase market share working in the direct assigned territory and working with the RSMs that report directly to this position.

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Drive territory sales and development through regular RSM and customer interaction and by providing information on available products and services.

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Provide regular reporting of key account activities, sales win/loss and competitive updates within all territories.

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Prepare and present sales presentations to create product understanding/awareness and to ensure these sales materials are applied effectively and consistently across all territories.

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Monitor and report on market trends and conditions, competitive products and pricing, sales activities of competitors, existing and new product sales potential, and other related information as appropriate. This information must be pulled from the RSMs reporting to this role.

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Identify and properly qualify business and customer opportunities and compile list of prospective sales/leads from all territories.

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Manage assigned territories to identify and meet with existing and prospective customers and provide sales presentations and product updates. Support all RSMs to do the same.

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Work with Proposal Engineers to quote projects and deliveries, including complete and accurate costings and anticipated savings in production costs through time studies. A balance must be struck between this role and what is expected from the RSMs.

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Working with other functional groups, prepare sales contracts and deal sheets according to company procedures.

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Prepare reports of business transactions and maintain a database of all quotes for sales review and follow-up. Drive the RSMs to do the same.

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Investigate and help resolve customer satisfaction issues. Take charge in all territories so the RSMs may focus on selling and not get bogged down with quality issues. Strike a balance.

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Actively manage weekly sales itinerary to adequately cover assigned territory in a time-efficient manner and ensure the RSMs in all territories are doing the same. This role must specifically focus on the sales

activities of the RSMs and ensure they are using their time effectively. A balance of “on the road”, in office and other must be achieved and effective.

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Prepare sales call reports and monthly 30-60-90 sales forecasts and ensure the RSMs do the same.

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Works with and manages Agents and Agent strategies where applicable. This must be done consistently across all territories.

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Attend territory trade shows when it makes sense to do so and drive local and regional events to increase brand awareness.

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Be 100% accountable to the performance and results generated by all RSMs reporting to this role.

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Schedule performance and review meetings with the assigned regional sales managers

TRAVEL:

50 - 80% travel is anticipated. Routine travel to various domestic customer and distributor locations will be required. A valid driver’s license and passport are required for this position.

EDUCATION and/or EXPERIENCE:

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Bachelor’s degree in engineering, sales/marketing, business administration or relevant field.

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5 years of experience in the machine tool industry and/or high-volume parts manufacturing industry.

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Held a Leadership role in the area of sales for a minimum of five (5) years.

KNOWLEDGE and SKILLS:

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Strong leadership and people management skills

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Excellent verbal and written communication skills; drives open collaboration.

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Strong negotiation and presentation skills

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Demonstrated ability to build effective relationships

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Highly organized and comfortable with cold calling techniques

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Highly self-motivated and self-directed

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Excellent time and territory management skills

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Proficiency with a CRM

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Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) and Adobe

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit; use hands and fingers, handle, or grasp objects and talk or hear. Regularly operates a computer and other office equipment such as printers and copy machines. The employee frequently is required to reach with hands and arms. The employee is occasionally required to stand; walk; and stoop, kneel, or crouch. The employee must occasionally lift and/or move objects up to 25 pounds.