Distribution Sales Manager

Distribution Sales Manager – Atlas Copco

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Our solutions are a key part of most industries—electronics, medical research, renewable energy, food production, infrastructure—and many more. Working with us means working with the latest technologies and groundbreaking, sustainable innovations.

• Product Sales (80%) – Develop and maintain strong client relationships with signed distributors while meeting position objectives. Ensures ACV and/or Dekker products are specified to maintain and increase revenue by prioritizing the opportunities on an account-by-account basis to obtain optimum sales and margin results.
• Develop and maintain comprehensive technical knowledge of group/divisional products, applications, features, advantages and benefits. Keep up with internal and external training and development.
• Obtain specifications and approvals at engineering firms, major accounts and/or distributors assigned to develop increased sales opportunities and margins.
• Develop and maintain comprehensive knowledge of competitive products and their activity in the market place and provide reports, on a regular and/or monthly basis. Keeps management aware of changes which would effect the distribution of ACV and/or Dekker products.
• Assist in planning strategy to provide the products and service required for the assigned accounts.
• Provide product training at the distributor and key customer levels. Motivate and provide sales direction to the distributors. Assist in identifying and converting potential distributors.
• Prospect, source, and maintain quality distributors in assigned markets and territory. Achieve and exceed assigned sales goals by developing action plans and schedules to identify specific sales prospects, targets, and/or markets…with a focus on distributors and key accounts.
• Develop and implement a sales and marketing strategy to maximize business results with these customers and markets. Follow up on new leads and referrals resulting from field activity and as referred by telemarketing activity.
• Establish rapport and maintain regular contact with existing and new customers (particularly signed distributors and key accounts). Respond promptly to customer inquiries. Introduce new products and service capabilities. Support distributors in maintaining customer base by supporting them with vacuum applications knowledge, sales activities, and quotations.
• Obtain, develop or otherwise prepare, deliver, and present sales materials, exhibits, vacuum application information and promotional programs. Prepare for and attend trade shows, exhibits, conferences, meetings, and other local, regional, and national promotional opportunities. Prepare and present proposals, pricing, credit terms, to customers.
• Maintain a professional image at all times through personal actions and initiatives. Enhance division and Company reputation and brand image by consistently working to implement the Company’s core values of commitment, interaction, and innovation. Drive our principles of 'First in mind, First in choice.'
• Take whatever action is appropriate and required to get the job done and to establish and maintain communications with all relevant internal and external people/employees relevant to this mission.
• Personal Development (10%) – Update job knowledge (for both vacuum products and sales/marketing strategies and skills) by participating in educational opportunities; reading professional publications; networking; and participating in professional organizations. Utilize the Global Business Portal and continually work towards personal growth.
• Market Analysis (5%) - Continuously pursue knowledge and understanding of economic trends and news that may affect the vacuum pump and system business. Report such activity to the Business Line Managers, Regional Vice Presidents and regional Sales Representatives as appropriate.
• Reporting (5%) – Prepare reports as assigned relative to activity, lost orders, closings, follow-up, and performance against budget. Report on special developments, information, or feedback gathered through field activity, including…