Eastern US Sales Manager - Aggregates (remote)

Description

BUILT TO CONNECT

At Astec, we believe in the power of connection and the importance of building long-lasting relationships with our employees, customers, and the communities we call home. With a team of more than 4,000 strong, our employees are our #1 advantage. We invest in skills training and provide opportunities for career development to help you grow along with the business. We offer programs that support physical safety, as well as benefits and resources to enhance total health and wellbeing, so you can be your best at work and at home. Our equipment is used to build the roads and infrastructure that connect us to each other and to the goods and services we use. We are an industry leader known for delivering innovative solutions that create value for our customers. As our industry evolves, we are using new technology and data like never before. We're looking for creative problem solvers to build the future with us. Connect with us today and build your career at Astec.


LOCATION:

On-site if located within close proximity to an Astec office

or

Remote - United States (Close proximity to a major US Airport)


ABOUT THE POSITION

The Eastern US Sales Manager - Aggregates is responsible for providing overall leadership to drive profitable revenue and market share growth for the sale of Capital Equipment and aftermarket Parts & Service, within their defined geographical territory (East of the Mississippi Region), across the whole Astec (Legacy TSG - TerraSource) product segment and service offerings.


Working with the Aggregate Market Vertical Director, the Eastern US Sales Manager - Aggregates is responsible for developing overall territory strategies and tactical implementation plans, establishing and monitoring attainment of revenue targets and opportunities (managing the sales funnel), proactively taking action to address market and competitor actions and personally assisting in the sale of capital equipment and parts across all TSG product line offerings and markets. In addition, the US Sales Manager is accountable to drive and grow customer profitability, customer satisfaction and effectiveness in the overall sales and service fulfillment aspects of their territory.

Deliverables & Responsibilities
• Utilizing our internal tools, Salesforce & Power BI, develop monthly, quarterly and annual sales strategy and plans for assigned geographic area to accomplish the following:


o Ensure profitable bookings & revenue growth.

o Balanced selling across all product lines (Capital, Parts & Service) to drive balanced growth & customer satisfaction.


o Set individual and market specific sales goals compatible with those of the organization to meet overall company goals.
• Provide feedback through tracking performance of Sales & Revenue actuals vs plan and ensure pipeline; cases/opportunities are regularly updated and kept current to allow use for forecasting & speculative build programs.
• Answer customers' questions about products, prices, availability and product uses
• Act as liaison between sales and accounting for customer invoicing issues
• Prepare and deliver equipment quotations / proposals to meet customer & partners specifications with product availability, technical capabilities, pricing, and order status.
• Effectively present product offerings to customers
• Assist with onboarding and development of prospective distribution channels (Reps & Distributors)
• Evaluate Reps and Distributors on their sales performance and provide recommendations to support successful execution of established sales plan and growth strategies on a quarterly cadence.
• Provide periodic Rep performance reports as required
• Proactively work cross functionally with other TSG support functions to effectively organize, assemble and arrange resources to meet goals, including Contracts, Marketing, Finance, Customer Service, Engineering, etc.
• Demonstrate presentation skills capable of detailing all Product Lines & Services in a fashion that delivers a specific product lines value proposition and/or Astec (TSG) value proposition with maximum impact.


To be successful in this role, your experience and competencies are:
• 5+ years of sales management experience in a related field of Aggregates as well experience in both capital and aftersales parts and service.
• Strong computer (Microsoft Office) and CRM (Salesforce preferred) knowledge.
• Strong industry, technical and process experience in material processing/handling equipment
• Excels in achieving outstanding performance results with strong leadership skills - the ability to effectively establish goals, motivate and drive performance with strong level of self-confidence and effective interpersonal skills.
• Extensive knowledge of both capital and aftermarket part & service sales process - expertise in how the sales process works from initial planning for potential opportunity to structuring and closing a sales deal.
• Strong business acumen - strong knowledge of territory financials, ability to effectively structure the financial aspects of a sales package, and ability to define the economic benefits of the products to the customer.
• Strong problem solving and analytical skills - the ability to understand key customer technical issues and define how our products will solve particular issues.
• Exceptional communication skills that deliver presentations with maximum impact and demonstrate excellent oral presentation skills.
• Capable of making wise and fair judgments based on solid facts.
• Excels in managing geographically dispersed territory working cross functionally across our shared service structure.

o Ability to work well independently and as a team player while meeting the needs of internal and external customers.


o Strong multitasking capability and organizational skills in a fast-paced environment


o Time management skills are critical for scheduling, meeting customer needs, and meeting deadlines.


o Desire to be proactive and create a positive experience for others.


o Ability to schedule travel plans and manage expenses pertaining to travel through accounting department and travel policy requirements.

Our Culture and Values

Employees that become part of Astec embody the values below throughout their work.
• Continuous devotion to meeting the needs of our customers
• Honesty and integrity in all aspects of business
• Respect for all individuals
• Preserving entrepreneurial spirit and innovation
• Safety, quality and productivity as means to ensure success


Travel Requirements: 50%+ of travel within the US and occasionally international. Travel can extend into the weekends as needed.

WORK ENVIRONMENT

Home Office - Remote

While performing the duties of this job, the employee is regularly exposed to risk of injury in an


office environment and occasionally a manufacturing shop plant environment. Duties include a


typical office setting including extensive computer work, sitting or standing, as well as travel scenarios to include airports, hotels, customer facilities, factories and end-user locations. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.