District Sales Manager * Alabama*

The District Sales Manager (DSM) has overall responsibility for meeting revenue targets for their assigned Account List. The Account List will include both paper and tissue mills. The DSM will develop and maintain strong customer relationships at all accounts and will maintain accurate, complete and up to date customer information. The DSM must be capable of prioritizing and handling multiple projects or tasks simultaneously.

Results will be measured by sale of targeted products, capital and consumables compared to forecast as well as other, predefined objectives.

• 1. Plan, schedule and execute customer visits, at a frequency that supports the sales forecast and customer relationship. To accomplish this, the DSM must maximize their time in front of customers by spending at least four days each week with their customers.
• 2. The DSM must demonstrate a strong understanding of all Kadant Solutions products and services.
• 3. The DSM must demonstrate a strong understanding of the customer’s process and be able to apply Kadant Solutions products as solutions in their process.
• 4. Apply 80/20 strategies throughout the sales process
• 5. Develop and maintain strong customer relationships:
  • a. With Senior Management, Production, Maintenance, Engineering and Purchasing
  • b. By being responsive to customer needs and objections.
  • c. By providing strong value propositions (ROI) to support the proposed solution.
  • d. By utilizing Kadant Solutions Applications, Engineering, Technical Services and Management.
  • e. By facilitating meetings, presentations, seminars, training, etc.
  • f. By providing documentation in support of recommendations.
• 6. Develop and maintain strong internal Kadant Solutions relationships.
• 7. Provide accurate and timely forecasts and reports
• 8. Maintain accurate, complete and up to date customer information in SharePoint and
• 9. Safe working practices are critical as paper machines operate at high speed and injuries may be serious.
• 10. Adhere to Kadant Solutions Employee Handbook

• 1. Product Knowledge:
  In-depth mechanical and application knowledge of the KSD product line.
• 2. Judgment / Decision Making:
  Demonstrate consistent logic, rationality and objectivity in decision making. Achieve balance between quick decisiveness and slower, more thorough approaches, i.e. is neither indecisive nor a hip-shooter. Show common sense. Anticipate consequences of decisions.
• 3. Initiative:
  Seek out seize opportunities, go beyond the “call of duty”, finds ways to surmount barriers. Resourceful, action-orientated “doer”, achieving results despite lack of resources. Re-stimulate languishing projects. Shows basis for action (“do it now”). Takes reasonable risk and learns from mistakes.
• 4. Adaptability:
  Flexible to new pressures from competition prioritize accordingly. Convert high self-objectivity into self-correction and personal involvement. Not rigid-intellectually, emotionally, interpersonally. Adjusts quickly to changing priorities. Cope effectively with complexity.
• 5. Team Player:
  Reach out to peers to tear down walls. Overcome “we-they” relationships. Approachable. Earn a reputation for leading peers towards support of what is best for total company. Cooperate with management (but not “yes person”) and establish collaborative relationship with peers (without being a “pushover”).
• 6. Customer Focus:
  Regularly monitors customer satisfaction. Meets internal and external customer needs in ways that provide satisfaction and excellent results for the customer. Establishes “partner” relationships with customers. Regarded as visible and accessible by customers.

Kadant Solutions, based in Auburn, Massachusetts, develops, manufactures, and markets a…