Industrial Sales Representative
hace 2 meses
Overview:
Purpose of Position (Summary):
This position reports to the Industrial Sales Manager, South Europe Region and is responsible for new business development, management of the channel partners’ network and customers relationships within the assigned Territory. Also responsible for implementation of common processes, tools and programs that will enable MSA better utilize existing resources while increasing the customer coverage and market share. Provides support to Industrial Sales Manager in planning organizational development, sales and growth plans regarding assigned territory:
Responsible for regional growth in Industrial sales with Central/South of Spain and Portugal territory focus area, ideally based in the assigned area (Madrid preferred). This position will be responsible for the development of core products sales to key market segment OGP, utilities and construction.
The main part of the work will be contact and communication with customers (end-users, channel partners) and MSA associates (technicians, sales resources, customer service, marketing). Cross-functional interaction is required, as well as cooperation with other sales team members in MSA France/Spain.
- Demonstrates an understanding of sales and distribution strategy at the field level.
- Manages growth expectations in French industrial market with key focus at end customer level
- Trains customers & channel partners on products, holds customer seminars and product demo days
- Knowledge of core products, standards, laws, regulations, policies, and pricing structures
- Has some exposure to multiple markets and competitive landscape
- Achieve revenue targets and create a full network of clients including negotiating contracts
- Maintain current (key) accounts through customer relationship management
- Strong knowledge of market trends, competitive actions, product needs and customer base
Identify and focus on best customers in terms of profitability and potential.
- Familiar with channel partner compensation and discounting programs.
- Reports trends/conditions, competitive activity and sales opportunities to sales management
- Familiarity with digital selling strategies
- Familiarity with management of sales process.
- Familiarity with social media for communication purposes
**Responsibilities**:
Major Responsibilities:
- List 4-8 major job responsibilities and how these are achieved. Indicate the approximate percent of time spent on each (the total should equal 100%)._
% of Time
Major Responsibilities
80%
1.
1.1)Manage the sales through the channel partner network within the assigned territory in order to deliver on goals and sales targets by understanding both local market specifics and local organizational resources.- 1.2) Monitor Product Portfolio Management which should result in constantly improving customer coverage by offering Best Product Mix.- 1.3) Organize/attend meetings and events with channel partners and end users- 1.4) Support sales teams of channel partners in their efforts to grow sales of MSA products- Approximately 75% of the time is required to be allocated on business trips within the assigned territory**How is it accomplished/Key Performance Indicators?**
- Generating new business opportunities by meetings with customers (End Users and Channel partners)
- By providing training, guidance and support to channel partners
- Focus on effective utilization of resources to achieve high performance
- Monitor the Sales activities results on regular basis
- Support IND Sales Manager to pro-actively manage Channel Partner agreements that will increase MSA share of customer, while supporting Channel partner Market Development plans
- Monitor competitors to gather insight into market size and trends
- Understand regulatory and cultural environment
- Understand customer needs/drivers to improve Customer acquisition and loyalty
- Suggest improvements that can boost MSA strategic position on local markets
15%
2.
Implement programs that will increase market share, customer coverage and product coverage within the territory assigned, while focusing efforts on Core products and products with high fitness rankings. Prioritize Business opportunities and responsibly plan how to utilize resources.
**How is it accomplished/Key Performance Indicators?**
- Implement local Demand Creation programs leading to higher MSA brand awareness and safety awareness
- Identify and offer to Industrial Sales Manager strategic partnerships within the assigned Territory
- Understand local markets growth potential and MSA capability to utilize it
5%
3.
Prepare sales and market reports for the Industrial Sales Manager
**How is it accomplished/Key Performance Indicators?**
- Carefully analyzing customer and channel partner feedback (meetings, surveys, etc.)
- Providing valuable sales and business reports in alignment with the tools provided by the direct supervisor
Qualifications:
**High Level Requirements of Position**:
**Experi
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