Regional Automation Sales Manager West (CA, NV, WA, ID, OR, AK)

Horner APG Regional Sales Manager is responsible for managing Sales Activity in their respective territory (CA, NV WA, ID, OR and AK) to achieve quarterly and annual revenue goals. This involves direct involvement with key customers, and management of the Reps and Distributors within their territory. The Regional Sales Manager must understand the overall business of the clients in their territory, and how to assist the Rep and Distributor teams in best positioning Horner’s line of products, i.e., Automation Controls . The Regional Sales Manager works closely with Horner Sales leadership to ensure consistent execution against the strategic plan for their assigned territory. Responsible for ensuring sales efforts support the company’s overall strategy and objectives.

ESSENTIAL JOB FUNCTIONS

Responsible for executing the strategic sales plans for assigned territories, working closely with the Horner Sales leadership to ensure alignment between the plans & initiatives and company goals. Regular and consistent reporting of sales planning and activities. Ensure all sales opportunities in their assigned area are being effectively managed through the Sales Process including CRM. Actively participate in recurring Sales meetings. Provide market intelligence for purposes of product development, etc. Execution of the Company’s go-to-market strategies. Coordinate and manage Horner's presence at various trade and tech fairs. Identify and participate in local trade association events to represent Horner. Drive performance evaluation of the assigned Reps and Distributors. Lead Reps and Distributors in consistently enhancing sales growth opportunities. Provide training and coaching in the use and application of processes to Reps and Distributors. Conduct periodic reviews of business including sales call activity, lead follow up, account reviews, prospecting and performance for each individual sales rep or distributor. Help identify and communicate competitive losses/wins across the sales team. Provide day‑to‑day guidance for reps and distributors in matters of problem resolution, sales strategies, competitive analysis, pricing and bids/RFPs/RFQs. Manage and coach reps and distributors to ensure accurate and timely forecasts and communicate to management monthly, quarterly and annually. Coordination of sales programs such as quarterly business reviews and sales training. Collect and communicate marketing requirements and competitive data, including pricing, feature needs and value proposition strategies. Facilitate discussions cross‑functionally to ensure market data needs of the Sales teams are being met, and issues are being addressed. Identify and help implement new initiatives to maximize revenue and market potential. Manage opportunity planning activities within the team. Demonstrate strong product knowledge and ability to articulate our value proposition; ability to coach Reps on same. Promote new product launches and help channel partners and customers get up to speed with them. Make joint sales calls with our channel partners. Develop strong relationships with reps, distributors and end customers with frequent in‑person visits and joint activity. Actively support reps and distributors at trade shows, tech fairs, lunch and learns, and training events in your territories. Actively participate in marketing promotion of Horner products via our website, YouTube, and LinkedIn. Work with the management team on all special pricing agreement (SPA) needs for price competitive opportunities and high‑volume opportunities. Know our competition in your territory. Report situations (products features, deliveries, pricing, and others) that need to be addressed back to the management team at Horner. Manage conflicts with dual distribution competition and direct accounts in your territory. Work with our channel partners and our customer service team to help guide product returns and our RMA process. Help our customers and channel partners resolve opened issues and problems through our tech support team. Perform other job duties as assigned.

QUALIFICATIONS

Bachelor’s degree in Sales, Marketing or comparable discipline, or equivalent combination of education and work experience. A minimum of 3+ years’ experience of sales management experience and factory automation controls. Self‑motivation, self‑management and professionalism in addition to advanced organizational, negotiation, problem solving and team building skills are necessary. The Regional Sales Manager must be able to understand and articulate the key value propositions of the product portfolio and communicate the information effectively to customers. Strong Automation Control experience required. Ability to multi‑task between team members in their support of different clients, sales opportunities, and other initiatives. Experience with tiered channel/distribution sales model. Must demonstrate strong verbal, written and interpersonal communication skills. Must possess focused time and project management skills with high level of autonomy. Must be able to interact with all levels of the organization in a fast paced environment with multiple locations. Ability to travel up to 75 % of the time within assigned territory. Must be able to perform the essential functions of the job with or without reasonable accommodation. #J-18808-Ljbffr Horner Industrial Group