Regional Sales Manager - Southeast

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Southworth International Group, Inc. (SIGI) has an immediate opening for a Regional Sales Manager (RSM) with material handling dealer/distributor channel sales experience for its Southeast territory, states consist of VA, NC, SC, FL, GA. The preferred home office location will be in the central area of the territory, Greater Atlanta preferred.

We are looking for someone with a knowledge of the industry who will fit in nicely with our current sales team to provide the highest level of customer service and sales possible to the material handling industry.

SIGI is the world’s largest manufacturer of ergonomic material handling equipment for vertical lifting and work positioning. Our products are designed to improve worker productivity while reducing the potential for worker injuries. Anywhere that workers are lifting and positioning items, handling pallets, working with parts in containers or transporting loads in a factory or warehouse, Southworth has a product to make the job faster, safer, and easier.

We realize that our success is a direct result of the efforts of our talented and dedicated employees. To ensure continued success we take extra care to make sure that careers at SIGI are financially, intellectually, emotionally, and socially rewarding for all.

The SIGI RSM role is to maximize sales growth in the territory in all aspects to:

• Manage sales activities between the dealer, distributor, end user, and channel to grow business.
• Coach and advise dealer salespeople on best approach for successful sales of our machines.
• Qualify, select, train, and motivate the various sales channels to sell products.
• Develop and maintain relationships with distributors and customers.

• Select, evaluate, and develop effective sales channels and strategies designed to provide maximum penetration for all assigned products in each appropriate market throughout the designated territory. Actively manage and grow sales in the territory.
• Provide the technical support and product assistance required which allow involved distributor personnel to effectively sell the assigned products. Areas of expertise should include but not be limited to: (a) scope of product line, (b) specific features and benefits, (c) code compliance, (d) safety requirements, (e) options, (f) applications; and (g) limitations. Help find and provide the best solution for end user applications.
• Communicate customer information and application information to engineering and estimating for effective quoting and sales. Understand customer needs to provide solutions to their problems. Plan, organize, and coordinate with management to qualify opportunities and projects for best sales of machinery.
• Purposeful travel in territory to build relationships with channel personnel and end users, determine the effectiveness of channel salespeople, identify training needs, and recognize future opportunities for SIGI products.
• Develop and assist in the implementation of programs, on the distributor level, which will improve their sales performance, which includes joint sales calls. Update channels on all products/policies/features/benefits and evaluate their use of the selling process and sales skills. Provide training for dealer salespeople to help with sales of work positioning equipment.
• Ensure fast response to customers, request for quotes and technical or service issues.
• Prepare and monitor sales plans and quotas to maximize revenue growth. Maintain measuring mechanisms in order to quantitatively evaluate a distributor’s performance.
• Provide the necessary information to keep all account files and records in the CRM database timely.
• Implement sales strategies to penetrate channel accounts and markets. Prospect for new distributors and customers within the territory.
• Submit short- and long-term forecasts and additional reports, as required.
• Assist in the development of all sales procedures from the standpoint of its effect on the sales volume of the…