Northeast Regional Sales Manager - Culpeper, United States - Bingham & Taylor Corp

Bingham & Taylor Corp

Verified Company

Culpeper, United States

3 weeks ago

Posted by:

Mark Lane

beBee recruiter

Description

Summary:

The Regional Sales Manager (New England) will be responsible for driving customer development and sales in the New England markets.

To be successful, the Manager must establish and optimize relationships with the end users (cities, municipalities, water and/or gas companies) and with the purchasers (distributors, contractors) in the region.

The Manager must maintain and obtain product approvals as a foundation for generating sales.

The position requires extensive travel at 70% (primarily via automobile), excellent management and organization skills, a deep understanding of the territory, an extensive knowledge of the company's product offerings, and the capability to use digital tools such as a CRM and office software.

Essential Duties and Responsibilities include the following. Other duties may be assigned that pertain to this classification.

Know and understand company products, uses and unique characteristics, particularly as compared to competing offerings; including pricing and availability
Prioritize time commitments based on market potential and sales opportunities to achieve sales goals
Develop relationships with all levels of customers, both within a specific customer such as buyers, engineers, and installers as well as end users, distributors, and contractors
Unrelentingly pursue prospective customers through providing samples and product literature, conducting demonstrations, overseeing product installations/inground demonstrations, responding promptly to bids, and conducting lunch and learns
Attend trade shows to help establish and improve relationships
Quote prices, credit/contract terms, warranties and delivery dates in compliance with company policies
Routinely provide feedback to the company on price competitiveness, forecasting and new product opportunities
Answer customers' questions about products, prices, availability, product uses, and credit terms.
Establish End-User pull through strategy in the territory with an emphasis on writing specifications and gaining approvals for B&T products.
Leverage End-User relationships to sell product through Distributors in assigned territory.
Establish product trials and sample reviews with prospective and regular customers to stimulate new product orders within the specified territory.
Know and understand Distributor network in assigned region. Maintain strong partnerships with key customer personnel and decision makers.
Develop best practices for leveraging company produced products to maximize sales and profitability.
Consistently following up with all customers and decision makers throughout all phases of the sales process.
Monitor market conditions, product innovations and competitors' products, prices and sales.
Perform administrative duties, such as preparing sales budgets and reports, keeping sales records and filing expense account reports.
Provide samples, drawings, catalog and bids that meet specific customer needs.
Competently recommend products to customers, based on customers' needs and interests.
Prepare annual, quarterly or other regional sales budgets as directed. Execute routine administrative duties including customers sales records and expense reports.
This position covers various states, Connecticut, Massachusetts, Maine, New Hampshire, Rhode Island, and Vermont

Education and Experience:

Four year undergraduate degree
Value based sales experience
Prior service experience, sales or distribution experience specifically in the natural gas industry required

Knowledge:

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Sales and Marketing

Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

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Customer and Personal Service

Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

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Administration and Management

Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

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English Language

Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.

Skills:

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Speaking:

Talking to others to convey information effectively.

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Active Listening - Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
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Persuasion