Regional Sales Manager - OEM

BUILD A BETTER CAREER WITH MSC

Requisition

Employment Type:

Full Time

Job Category:
Sales

Work Location:

Fargo, ND (OEM BU)

The Regional Sales Manager (RSM) works to improve AIS's customer position and achieve financial growth in medium and large manufacturing customers (with potential of >$250,000). The RSM aligns with AIS's long-term strategic goals, builds key customer relationships, identifies incremental business opportunities, increases share of wallet, negotiates and closes business deals, and maintains extensive knowledge of current market conditions. The RSM will collaborate with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue and profit.

To achieve this, they need to identify unmet needs within their existing customers where AIS's value proposition should be implemented for recognized benefit. RSM will be required to network within the customer's organization in order to meet with influencers to add both direct and indirect material where AIS's solutions can be applied. Success in this role is defined by increasing “Share of Wallet” within existing customers.

• Identify, pursue, and transition incremental programs and/or parts to AIS within their existing account package.
• Apply extensive solutions, product, financial and market knowledge to sell accounts.
• Maintain highly accurate and complete funnel analytics demonstrating a strategic ownership of business and identify a plan to achieve the growth within the account base.
• Accurately manage content in funnel, win/loss, launch status, CRM and other platforms for communicating business resource needs to the organization.
• Contact appropriate management levels and decision makers within the prospect organization to propose and secure new business leveraging insight selling concepts, tools and value proposition content.
• Negotiate pricing and other terms within the accounts to ensure maximum revenue and profit from new business, including terms and conditions that minimize the company's risk.
• Prepare detailed financial models forecasting account performance over the life of the agreement.
• Communicate financial performance expectations across leadership teams.
• Develop and communicate all aspects of newly signed business to department resources and company stakeholders to ensure rapid and complete penetration and revenue growth of incremental business.
• Demonstrate superior communication and negotiation skills to align business goals across functional teams.
• Submit required sales and expense reports in a timely manner and proactively entertain in assigned accounts where pre-approved.
• Manage travel and entertainment to meet assigned budgets, utilizing phone, webcast and on-site visits efficiently to establish regular cadence with both field leadership and large customer/prospect site locations as assigned.
• Learn and foster the AIS culture throughout the department and company to ensure unity of purpose and fulfillment of AIS's mission.
• Demonstrate a can‑do attitude toward supporting new initiatives and programs designed to meet customer needs, and a proactive problem‑solving approach to overcome obstacles for customer compliance, growth and profitability.
• Collaborate with cross‑functional teams.
• Drive the MSC Culture in the department and company to ensure fulfillment of MSC's vision and unity of purpose.
• Participate in special projects and perform additional duties as required.

• Associate or BS in a Sales, Marketing, or Technical field is preferred.

• Ability to execute AIS's strategic sales process and manage an extended sales cycle.
• Demonstrated track record of excellent sales, negotiation, relationship building and closing skills and techniques.
• Knowledge of Microsoft Office programs and CRM database.
• Experience in solution selling to the OEM is a plus.
• Strong presentation skills and professional communication in written and spoken form.
• Strong business and financial acumen, including advanced business analytics skills and the ability to plan, track and evaluate data.
• Strong analytical skills, quick decision making, and…