Regional Sales Manager- Northeast

ZwickRoell, LP; New York (NY); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Paid time off

Health insurance

Vision insurance

Retirement contributions (401k)

Job summary

ZwickRoell, LP in the Northeast USA seeks a dynamic Territory Manager to drive sales of testing solutions and services. You will collaborate with RIM, Application Engineers, and regional teams to develop strategies and close deals.

The role reports to the National Sales Manager and requires building strong customer relationships, traveling domestically, and leveraging CRM to manage pipelines and forecasts.

Qualifications

• Strong oral and written communications, and ability to present to diverse audiences.
• Proven track record in outside technical sales of capital equipment.
• Knowledge of test & measurement or related industries is preferred.
• Ability to build relationships and drive consensus among stakeholders.
• Willingness to travel domestically 30-70% of the time.

Responsibilities

• Develops and executes a Territory Management plan to achieve sales volume.
• Generates and develops new accounts; manages existing accounts.
• Presents to audiences including C-suite and production staff.
• Qualifies opportunities, develops proposals, and closes business.
• Makes on-site visits to customers (monthly targets).
• Uses CRM daily for lead, contact, activity, forecasting, and account management.
• Collaborates with Application Engineers and Germany engineering to craft value propositions.
• Maintains knowledge of ZwickRoell capabilities, products, and services.

Skills

Communication skills

Presentation skills

Analytical problem solving

Discipline

Travel readiness

Driver’s license

Education

Technical bachelor’s or master’s degree

Job description

Drive ZwickRoell's market success by expertly navigating sales of our testing solutions, products, and services. Collaborate seamlessly with Regional Industry Manager (RIM), Application Engineers, local service and our sales support teams in Germany to develop and execute successful sales strategies. Your role will drive growth in both volume and profitability while strengthening ZwickRoell’s positionto develop and execute effective sales strategies and milestone in our journey towards market leadership.

This position reports directly to the National Sales Manager.

Location(s): Northeast, USA

MAJOR AREAS OF ACCOUNTABILITY

• Develops and executes an annual Territory Management plan to achieve specified sales volume, ensuring all prospects and customers receive the level of attention appropriate to their business potential. Regularly monitors progress against the plan and makes modifications, as required, throughout the year.
• Generating and developing new accounts and effectively managing existing accounts.
• Presenting to small and large audiences including C-suite executives, production managers, and technicians.
• Qualifying opportunities, developing proposals, and closing business.
• Making at least 16 on-site customer visits monthly.
• Using CRM daily for all lead, contact, activity, forecasting, account management and time management monitoring, recording, and reporting functions.
• Responds promptly to inquiries and seeks out and calls upon potential customers to identify their needs for products or services and qualifies leads.
• Partners with Application Engineers, and ZwickRoell Germany engineering, as needed to develop consensus with customers on customer value propositions (CVPs) prior to solution building. Ensures proposal meets customer needs and clearly presents ZwickRoell value propositions.
• Builds successful relationships with key decisionmakers and influencers in existing and prospective customers.
• Develops and maintains knowledge and expertise of the following areas to enhance sales effectiveness:
  • ZwickRoell capabilities, products, components, and services and how they apply to customer needs.
  • Test applications, methodology and test technologies, and how to apply ZwickRoell offerings to satisfy specific customer requirements.
  • Customer base, customer organizations, customer needs and market trends affecting customers.
• Continuously monitors and responds to competitor activities at prospects and provides timely reporting on competitive activity to sales management and marketing.
• Performs administrative responsibilities in connection with sales accountabilities, as required.
• Other duties as assigned.

GENERAL QUALIFICATIONS

• Strong oral and written communications skills.
• A minimum of 3-5 years of experience in outside technical sales of capital equipment (preferably in test & measurement, analytical instrumentation, or industrial controls).
• Good computer and software skills.
• A technical bachelor’s or master’s degree (e.g., materials science, mechanical/electrical/biomedical/chemical engineering, physics, or chemistry).
• Ability to work with a high degree of personal discipline.
• Presentation skills and ability to interface and work directly with customers.
• Ability to build relationships and build consensus among diverse stakeholders.
• Knowledge of competitive products.
• Knowledge of common ASTM/ISO standards in mechanical testing of materials is preferred.
• Knowledge of the sales process.
• Problem solving and analytical business skills.
• Willingness to travel domestically 30-70% of the time, depending on the assigned territory.
• Must possess a valid driver’s license and be able to obtain automobile/liability coverage.

BENEFITS OFFERED

• Paid time off.
• Health insurance.
• Vision insurance.
• Healthcare reimbursement accounts such as HRAs and FSAs.
• Dependent Care account.
• 401(k) Retirement accounts.
• LTD (Long-Term Disability).
• Voluntary Group Life Insurance.
• Ancillary coverages such as Critical Illness and Off-Work Accident.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit (including travel time by airplane or automobile). The employee frequently is required to use hands to finger, handle, or feel and reach with hands and arms. The employee is occasionally required to stand and walk. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.

To learn more about the company and this exciting opportunity, please visit our website. ZwickRoell, LP is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex (including pregnancy, gender identity, and sexual orientation), race, color, religion, national origin, disability, genetic information, protected veteran status, age, or any other characteristic protected by law.