AddressPOSITION DESCRIPTION
POSITION: Regional Sales Manager (Industrial Markets)
LOCATION: Adelaide, South Australia
REPORTING TO: Sales Director - Industrial Markets
DIRECT REPORTS: Nil
Position Summary
The Regional Sales Manager actively promotes the company's products and services to a defined customer base within an assigned geographic territory to achieve the annual Sales target. The Regional Sales Manager will be the key technical point of contact for their assigned customers.
POSITION RELATIONSHIPS
Internal
Sales Director - Ind. Markets
General Manager
Service Manager
Field Service Technicians
Customer Service Manager Sales Associates
External
Customers (existing & potential)
KEY RESPONSIBILITIES
Regional Sales Manager responsibilities include (but are not limited to):
Through effective territory management, expand Hach Pacific's business in the assigned territory seeking new opportunities and prospects within the Industrial markets in South Australia and The Northern Territory. Industrial markets refers to the Food & Beverage, Petrochemical & Mining, Oil & Gas, Power & Energy, Pharmaceutical and Paper & Pulp industries.
Achieve monthly, quarterly, and annual Sales targets as assigned by the Company.
Participate in sales activities including:
Customer site visits - existing, new, and key account customers
Telephone contacts
Trade seminars and shows
Product demonstrations, training, and customer seminars of Hach Pacific's full range of products and services
Proactively maintain CRM data (Salesforce.com) - including customer and contact info, field activity reports, opportunity pipeline, funnel management, etc.
Preparation of quotes, perform follow ups, and effective opportunity and funnel management
Participation in the company promotion and/or advertising efforts as required from time to time
Assist Marketing in maintaining a mail list for customers in the assigned territory
Collect and report information on all competitive activity within the assigned vertical market & territory.
Create a robust relationship with contractors and system integrators.
Monitor and act on upcoming projects, working closely with the project team.
Build knowledge of the applications of Hach's existing product range, exploring new applications for the products and sharing the information with sales colleagues.
Prepare, submit, and implement a detailed annual sales plan identifying:
Sales objectives and initiatives
Sales opportunities
Account action planning
Call cycle and key customers
Major customers and regional shows to be attended during the following fiscal year.
Manage time, diary, and administration effectively and efficiently:
Positive participation and leadership in the company's Team environment, effectively working with AUS and NZ sales, service, and support teams.
Work with rest of the territorial staff as a team member to meet objectives.
COMPANY COMMITMENTS
The Company is committed to providing the highest quality products and services to new and existing clients. All Hach Pacific employees are expected to contribute to enhancing the Company's reputation and success.
In keeping with our reputation for quality and service, all Hach Pacific employees are always expected to conduct themselves in a manner conducive to good relationships with our clients and other staff as well as ensure that a high professional standard of presentation and performance is maintained.
All Hach Pacific employees are responsible for the maintenance of Health & Safety standards and practices as required by legislation and Company policies and procedures.
All Hach Pacific employees are expected to respond flexibly and quickly to any changes required by the Company, its clients, and the requirements of the industry. All Hach Pacific employees may be required to undertake any duties within the Company's operation as required, subject to the extent of your skills and training or as requested by your manager for which you have the appropriate skill.
The Company is committed to the continuous professional development of its employees.
TRAVEL
- State based SA travel is a requirement of this role (typically 50-70%). Occasional international travel may also be required.
PERSONAL QUALITIES, SKILLS, QUALIFICATIONS & EXPERIENCE
Essential:
Relevant Trade or Tertiary qualification (e.g. Science, Chemical Engineering)
Minimum 5 years B2B sales experience selling technical products into Industrial Markets.
Understanding of industrial processes and laboratory testing requirements
Demonstrated experience in achieving outstanding sales results and delivering on year-over-year growth.
Ability to adapt to structured business processes and apply standard work.
Well-developed sales and negotiation skills
Extensive technical understanding
Excellent communication skills (written & verbal)
Self-starter, able to work independently
Excellent time management
High degree of computer literacy
Valid driver's license
Preferred / Advantageous:
Experience in water quality instrumentation and equipment
Has relevant current customer contacts in the assigned territory
Use of SalesForce.com or similar CRM to actively manage a sales territory
Business acumen and commercial nous
Proven business development experience
At Veralto, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.
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