Summary:

The Regional Distribution Sales Manager is responsible for developing existing and new business within assigned accounts in the distribution channel in their assigned geography. The primary objective is to drive profitable growth across the complete Dwyer Omega portfolio.

Essential Duties and Responsibilities:

• Identify, establish and develop relationships with key influencers and decision makers within your accounts.
• Develop a clear sales plan with initiatives to drive growth for top revenue accounts. Build customer heat maps, customer relationship maps and competitive analysis to feed into your sales plan. Monitor sales plan effectiveness; make changes to ensure success.
• Working with your distributor partner, establish a target list of customers to win, and utilize CRM funnel to track progress
• Identify, establish and develop your network within the industry.
• Develop and maintain a growth plan to define sales pipeline, run rate, budgeting and target account focus specific to the accounts within your responsibility.
• Develop existing / new channel partners and customers to ensure key markets have distributor coverage and customers are serviced properly.
• Embrace Salesforce.com CRM for sales call planning, contact management, sales activity, relationship status, sales pipeline, opportunities, quotes, quote follow up, wins and losses.
• Work with sales leadership to set and manage sales objectives to achieve corporate Key Performance Indicators (KPI’s)
• Intimately understand your distributors business- their markets, objectives, complementary line card vendors, how they market, etc.
• Establish and maintain a monthly and quarterly cadence for distributor review; channel program requirements and adherence, KPI’s, mutual actions plans, initiatives, performance, sales activity, sales pipeline, contracts & agreements, inventory, price policies, release dates, contract terms and conditions, renewal dates and all necessary actions to ensure obligations are met on behalf of all involved parties.
• Participate in various internal meetings as required
• Report on acceptance of Dwyer products in the field, recommend modifications to legacy products and the development of new products based on field observations, competitive position and distributor and customer feedback.
• Communicate competition encountered (technical, key attributes, path to market and price) market intelligence and provide feedback to sales and product management for new product development to win more business.
• Utilize all Dwyer Omega sales collateral during sales calls.
• Act as the liaison between our customers and Dwyer Omega engineering for new product development.
• Adhere to company expense policy, core values and mission statement.
• Own your accounts and own the results.
• Be a team player and mentor to your colleagues.

Key Performance Indicators (KPI’s):

• Meet and exceed the sales plan. Get results.
• Leading indicators:
• Sales Activity – In person sales calls, virtual meetings, entertainment, events
• Sales Pipeline
• Opportunities
• Quotes
• Quote follow up