- Meeting or exceeding the rep net orders budget and orders gross profit as established by Rite-Hite for the assigned product lines.
- Develop and maintain a complete understanding of the industry (trade associations), including the products, sales strategy, competition, operations, and business philosophies at each level.
- Create a sales plan that delivers a consistent approach to distribution salesforce, end user customers and manufacturers.
- Support the sales efforts of the Distribution Companys sales team through training, sales meetings, field training and hosting major sales events.
- Provide ongoing assistance to the field sales force.
- Provide sales training.
- Support the development and implementation of procedures to enhance current systems to support the sales force automation.
- Deliver competitive strategies to secure business with existing and new customers.
- Identify potential major accounts and major opportunities within those accounts for application of our products and services.
- Effectively coordinate the sales efforts of the Sales Representatives responsible for the account by both direct selling and sales support of those involved with the strategy and application information.
- Develop long-term relationships with these accounts through agreements and effective coordination of sales efforts.
- Create and deliver effective sales training programs.
- Deliver Train the Trainer for assigned product group utilizing internal resources such as Arbon District Managers, Regional Sales Vice Presidents, Industry Specialists, etc.
- Train customers on all new product launches.
- Focus on Voice of Customer (VOC) and Product Development projects for enhancement of current products and identifying new products to fit market needs.
- Gather, analyze, and report on VOC feedback.
- Provide before and after installation field support including communicating valuable customer feedback to Sales Management, Marketing and Engineering Departments.
- Provide necessary input specifically in product upgrades and enhancements to Product Development.
- Bachelors degree in business management, Marketing, or a related field
- 5+ years successful industrial field sales experience
- Equivalent combination of industry related experience may be substituted for 4-year degree.
- Strong experience and thorough understanding of industrial sales
- KNOWLEDGE / SKILL REQUIREMENTS: The ideal candidate will demonstrate:
- Specific experience and knowledge of industrial sales.
- Ability to motivate a sales force to maximize sales.
- Up to 50% domestic (North America) travel required.
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Business Development Manager - Milwaukee, United States - Rite-Hite
Description
Business Development Manager - Loading Dock Solutions
Rite-Hite is the global leader in the manufacture and distribution of industrial loading dock and door equipment. Our innovative products and world class sales organization ensure solid, consistent growth, both for our company and our staff. We are always looking ahead to develop innovative new products and services to improve our customers' safety, security, and productivity. This position will be based at our Corporate Headquarters in Milwaukee, WI.
This role is responsible for business development for the assigned products and maximizing product sales and profitability through the Rite-Hite distribution network. The incumbent will execute long and short-term sales strategy as well as plan and execute effective training and support of Distributions sales teams. This position may be responsible for direct selling to manufacturers, OEMs and specific targeted accounts for non-traditional products. Additionally, this position will be responsible for contributing to market analysis and validation and successfully launching new products in conjunction with marketing initiatives.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
Execution of Sales Plan
Rite-Hite Distribution Support & Development
Account Manager/Major Account Development
Product Training
Voice of Customer
EDUCATION and/or EXPERIENCE: