Regional Sales Manager - OEM

BRIEF POSITION SUMMARY

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 strategic ownership of business and identify a plan to achieve growth within the account base.
• Accurately and current 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 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 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 to management all required sales and expense reports in a timely manner; proactively 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 the field leadership team and large customer/prospect site locations as assigned.
• Learn and foster the AIS culture in the department and throughout the company to ensure unity of purpose and fulfillment of AIS's mission.

Regional Sales Manager (AIS)

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

• Execute AIS's strategic sales process and manage an extended sales cycle.
• Demonstrated track record of excellent sales, negotiation, relationship building and closing skills.
• Knowledge of Microsoft Office programs and CRM database.
• Experience in solution selling to the OEM is a plus.
• Strong presentation skills and ability to communicate professionally as a dynamic speaker; written communications for emails, RFPs, RFIs and reports.
• Strong business and financial acumen required: advanced business analytics skills including ability to plan, track and evaluate data.
• Strong analytical skills, ability to make quick or calculated decisions, and ability to perform effectively in a team and individual work environment.
• Demonstrated project management skills.
• Strong interpersonal and communications skills at the senior management level (oral and written) along with strong attention to detail and follow through.
• Self-motivation to meet specific sales goals.
• Demonstration…