Primary Responsibilities
- In conjunction with distributors’ management, Carlisle Fluid Technologies sales team, incumbent’s Regional Manager, and marketing; identify and target key end-user accounts and develop an annual sales plan that includes sales revenue targets for each assigned distributor and in the specific product categories.
- Develop strategy and tactics to grow territory revenue.
- Achieve assigned sales targets.
- Meet annual objectives as assigned by the Regional Sales Manager.
- Develop a strategy to earn a larger share of the distributor’s business and leverage distributor relationships with users.
- Develop and target key end-user plans jointly with distributor partners to achieve growth objectives.
- Develop, submit, and adhere to the annual travel/entertainment budget.
- Maintain self-knowledge of Binks, DeVilbiss, Ransburg, and BGK products to enhance selling relationships with distributors and end users.
- Utilize own and Carlisle Fluid Technologies technical expertise to assure continual improvement of the end user’s finishing processes.
- Research and document value added to end users through cost savings, productivity improvement, quality improvement, and compliance with regulatory requirements.
- Develop value propositions for distributors and end-users.
- Understand, analyze, and develop industrial market segments utilizing Time and Territory management principles and processes.
- Visit users and distributors in assigned territory as appropriate to pursue new business, maintain and enhance existing relationships, demonstrate equipment and/or conduct required/requested training sessions in customer premises.
- Plan, schedule, and conduct Finishing Tune-Ups of user(s) finishing departments to identify where improvement can be made utilizing Carlisle Fluid Technologies products.
- At various locations and during various times demonstrate Carlisle Fluid Technologies equipment to train/familiarize users and distributors with products’ features and benefits over the competition’s products.
- Train and develop distributors’ personnel to ensure that they are competent to serve user customers and to promote the sale of Binks, DeVilbiss, Ransburg, and BGK branded products.
- Attend appropriate trade shows and work the Carlisle Fluid Technologies booth, conversing with show attendees explaining products being displayed and answering questions.
Requirements
- Associate’s degree or equivalent with three or more year’s industrial sales experience including the successful management of distributor and end-user relationships.
- Mechanical knowledge/experience with spray finishing equipment used in industries as varied as manufacturing, wood, metal, plastics, ceramics, and leather products’ production, road striping, aerospace finishing, and painter/decorator/contractor markets.
- Ability to competently use basic tools such as screwdrivers, wrenches, other hand tools/ viscosity measuring devices, film thickness gauges, temperature gauges, air flow measuring devices, pressure regulators and gauges, personal computers, calculator, office and cellular phones, fax machines, and photocopiers.
- Incumbent understands basic electrical terms such as amps, kV (kilo-volts), volts, electrical charge, and the principles of positive and negative charged particles, as well as how these particles react.
- Basic understanding of paint and solvents.
- Knowledge of paint finishing processes and application equipment. Ability to read and understand technical data, spreadsheets, blueprints, charts, and graphs. Ability to understand and operate test equipment related to paint finishing operations.
- Competence with basic math, including the ability to calculate discounts, margins, profitability, and return on investments.
- Computer competency must include, minimally, Word, Access, PowerPoint, Excel, ACT, as well as Internet and e-mail.
- Competent with professional platform presentation skills to various-sized groups composed of diverse audiences. Previous successful experience includes teaching, group sales presentations, public speaking, etc.
Travel 75% – Must Live or relocate in the territory.
Carlisle Fluid Technologies
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