Regional Sales Manager - OEM

Regional Sales Manager (RSM)

The Regional Sales Manager (RSM) works to improve AISs customer position and achieve financial growth in medium and large manufacturing customers (with potential of >$250,000). The RSM aligns with AISs 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 AISs value proposition should be implemented for recognized benefit. RSM will be required to network within the customers organization in order to meet with influencers to add both direct and indirect material where AISs 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 as well as identify a plan to achieve growth within the account base.
• Accurate, current management of 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 to include terms and conditions that will minimize the companys risk.
• Prepare detailed financial models forecasting account performance over life of agreement.
• Communicate financial performance expectations across leadership teams.
• Develop and communicate all aspects of newly signed business to department resources (Inside Sales Team, Operations, etc) field sales (SVP, Directors, etc.) and company (legal, supply chain, e commerce, sourcing, VMI where applicable) to ensure rapid and complete penetration and revenue growth of incremental business.
• Require superior communication and negotiation skills to align business goals across functional teams.
• Submit required sales and expense reports in a timely manner and pre‑emptively entertain in assigned accounts where pre‑approved.
• Manage travel and entertainment to meet assigned budgets; utilize phone, webcast and on‑site visits efficiently to establish regular cadence with both field leadership team and large customer/prospect site locations as assigned.
• Learns and fosters the AIS culture in the department and throughout the company to ensure unity of purpose and fulfillment of AISs mission.
• Demonstrates can‑do attitude toward supporting new initiatives and programs designed to meet customer needs. Proactive problem‑solving approach as necessary to overcome obstacles for customer compliance, growth and profitability.
• Collaborative communication with cross‑functional teams.
• Drive the MSC Culture in the department and throughout the company to ensure fulfillment of MSCs vision and unity of purpose.
• Participation in special projects and performs additional duties as required.

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

• Execute AISs strategic sales process and manage an extended sales cycle.
• Demonstrated track record of excellent sales, negotiation, relationship building and closing skills and techniques are required.
• Knowledge of Microsoft Office programs and CRM database.
• Experience in solution selling to OEM is a plus.
• Possess strong presentation skills and communicate professionally as a dynamic speaker and in written responses to emails, RFPs, RFIs, and when submitting reports.
• Strong business and financial acumen…