The Sales Manager (SM) is responsible for the overall sales management, support and guidance of the Sales Engineers and Global Key Account Managers. The Sales Manager will plan, direct, and monitor the activities of the Sales Team within a specified geography, products mix, and market segment to achieve established sales targets.
The Sales Manager will also be responsible for the SE and GKAM role of promoting and selling Trelleborg products and services within an assigned geographic area, market industry, product range or list of customer accounts in order to achieve sales and profit targets. The SE and GKAM are responsible for generating profitable territory sales growth by leveraging Trelleborg capabilities and resources in order to meet and exceed customer needs and expectations. The SE and GKAM are responsible for building relationships across all levels within existing customers and prospective target accounts to generate new business opportunities.
Tasks and Responsibilities:
The primary function of the Sales Manager (SM) position is one of sales management, support, and guidance of the Sales Engineer & GKAM Team. The Sales Manager will also be responsible to promote and sell Trelleborg products and services within an assigned geographic area, market industry, product range or list of customer accounts in order to achieve sales and profit targets.
- Work with the GM to Attract, Hire, Develop, Coach, Retain and Lead a professional and well organized team of Sales Engineers & GKAMs.
- Direct, Coordinate, and Motivate a team of Sales Engineers and GKAMs to attain sales and profit growth objectives. Establish and foster a positive, goal driven working environment.
- Coordination of all sales activities within the region in order to gain market share and increase overall profits as defined by each territory strategic plan and MC business plan.
- Assist in developing the Marketing Company Business Plan for the MC region, inclusive of GIT growth plans coordinated with the growth initiative leaders and Continuous Improvement targets.
- Work closely with the GM and Marketing Department, developing and executing Sales and Marketing Strategies. Conduct quarterly sales meetings. Formulate Sales & Profit forecasts and budgets.
- Assist GM in management reviews, business reviews and business plans.
- Provide the required business reporting documents to the GM in a timely manner. These reports include Month End Reports, Key Performance Indicators and Policy Deployment targets to improve.
- Work with GM and Marketing department to increase Trelleborg Brand Awareness and identify Marketing needs and opportunities for territory.
- Make joint sales visits with SE’s in order to pursue and qualify new sales leads, visit existing and new strategic customers with the focus being Total Customer Satisfaction and Generation of Projects for Sales Growth.
- Complete 20+ sales visits per month with mix of new & existing accounts.
- Assist in building customer relationships and strategic partnerships, assess customer needs and recommend appropriate products and services; respond to complex customer inquiries; negotiate prices and delivery times, and win sales orders to meet sales targets. Utilize Trelleborg resources where appropriate and needed.
- Identify, research, and contact new prospective target growth customers that will generate future sales and repeat business.
- Provide market feedback and intelligence for use by local MC, Marketing Department, Segment/Product/Lead Group personnel
- Promote standard products, and custom engineered products where needed. Be a total solution provider.
- Assist in establishing the market sell price and profit margin utilizing market research, tools and methods along with the support of the GM.
- Develop short and long-term strategic sales plans for key territories utilizing Sales Excellence Tools. Meet and review with GM monthly and quarterly.
- Develop and implement procedures to ensure that customer projects, quotations and orders are processed efficiently, correctly and in a timely manner.
- Develop cross training and work instructions for customer specific tasks.
- Represent the MC in cross-functional teams: Sales Projects, Sales Excellence, etc.
- Targets to achieve:
- Sales Growth: Achieve Sales Target. Strive for 10%+ year over year growth or budget number (whichever is greater)
- Profitability: Achieve Profit Target. Strive for 10%+ year over year growth or budget number (whichever is greater)
- Work with the GM to Attract, Hire, Develop, Coach, Retain and Lead a professional and well organized team of Sales Engineers & GKAMs.
- Direct, Coordinate, and Motivate a team of Sales Engineers and GKAMs to attain sales and profit growth objectives. Establish and foster a positive, goal driven working environment.
- Coordination of all sales activities within the region in order to gain market share and increase overall profits as defined by each territory strategic plan and MC business plan.
- Assist in developing the Marketing Company Business Plan for the MC region, inclusive of GIT growth plans coordinated with the growth initiative leaders and Continuous Improvement targets.
- Work closely with the GM and Marketing Department, developing and executing Sales and Marketing Strategies. Conduct quarterly sales meetings. Formulate Sales & Profit forecasts and budgets.
- Assist GM in management reviews, business reviews and business plans.
- Provide the required business reporting documents to the GM in a timely manner. These reports include Month End Reports, Key Performance Indicators and Policy Deployment targets to improve.
- Work with GM and Marketing department to increase Trelleborg Brand Awareness and identify Marketing needs and opportunities for territory.
- Make joint sales visits with SE’s in order to pursue and qualify new sales leads, visit existing and new strategic customers with the focus being Total Customer Satisfaction and Generation of Projects for Sales Growth.
- Complete 20+ sales visits per month with mix of new & existing accounts.
- Assist in building customer relationships and strategic partnerships, assess customer needs and recommend appropriate products and services; respond to complex customer inquiries; negotiate prices and delivery times, and win sales orders to meet sales targets. Utilize Trelleborg resources where appropriate and needed.
- Identify, research, and contact new prospective target growth customers that will generate future sales and repeat business.
- Provide market feedback and intelligence for use by local MC, Marketing Department, Segment/Product/Lead Group personnel
- Promote standard products, and custom engineered products where needed. Be a total solution provider.
- Assist in establishing the market sell price and profit margin utilizing market research, tools and methods along with the support of the GM.
- Develop short and long-term strategic sales plans for key territories utilizing Sales Excellence Tools. Meet and review with GM monthly and quarterly.
- Develop and implement procedures to ensure that customer projects, quotations and orders are processed efficiently, correctly and in a timely manner.
- Develop cross training and work instructions for customer specific tasks.
- Represent the MC in cross-functional teams: Sales Projects, Sales Excellence, etc.
- Targets to achieve:
- Sales Growth: Achieve Sales Target. Strive for 10%+ year over year growth or budget number (whichever is greater)
- Profitability: Achieve Profit Target. Strive for 10%+ year over year growth or budget number (whichever is greater)
- Project Focus: Generate and convert projects for key target customers. Manage project cycle and velocity.
- Provide proactive communication, analysis and problem solving
- Provide innovative solutions and continuous improvements
- Work with the right sense of urgency: Response times, flexibility and accuracy
- To maintain a professional attitude and appearance at all times when dealing with customers
Education and Experience:
- Minimum of 4 years work experience in sales, sales management, or related field required.
- Bachelors degree in Business, Engineering, or other relevant discipline required. MBA a plus.
- Strong knowledge of business sales and marketing practices required
- Proficiency and experience in the use of business operational software (CRM, Oracle JDE, SAP) required
- Proficiency and experience in the use of Microsoft Word, Excel and PowerPoint required
- Knowledge of rubber/plastic products is beneficial
- Familiarity with ISO quality requirements is beneficial
- Ability to read and understand technical prints a plus
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