Regional Sales Manager - West Region

at  Mitsubishi Electric Power Products Inc

POSITION SUMMARY

MEPPI’s Critical Power Solutions Division (CPSD) is looking for a Regional Sales Manager in the Western Region (Denver/Phoenix/Portland/Seattle/California) to manage the sales activity, account strategy and overall relationship for existing customers within a specific geographic territory to achieve CPSD’s annual and longer-term revenue, profit and market share objectives. In addition the successful candidate will manage relationships with channel partners, consultants, contractors, resellers and distributors as well as end users to achieve maximum market penetration and to achieve agreed upon revenue and profit targets for specified accounts. Responsible for sales volume over $15M and operating budget of approximately $100k.

QUALIFICATIONS

• Bachelor’s degree in electrical engineering, plus a minimum 5 years professional work experience including selling power quality products or services and management of manufacturers’ representative, resellers, distributors; or, equivalent education through obtainment of an advanced degree and experience.
• Broad knowledge of electrical power and other power quality related products
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
• Proven track record of building strong working relationships and executing across all functions and levels of an organization
• Well-developed analytical, negotiation and customer service skills
• Excellent attention to detail, a commitment to quality, results driven and customer focused
• Strong team-orientation and individual presence
• Developed computer skills, with emphasis on MS Office products Experience with SalesForce or other CRM is preferred

• Sales and Marketing - Develops and implements marketing and sales strategies and supporting tactics including sales channel management for assigned accounts within a specified geographic territory to achieve CPSD’s revenue, profitability and market share objectives. Pro-actively works with manufacturing representatives and/or other sales channel partners to assess customer’s business needs; applies technical knowledge and expertise to identify the best solutions and alternatives to meet said needs; and, ensures timely preparation and delivery of appropriate proposals/quotes, contracts, products and services.
• Customer Relationship Management - Establishes and maintains CPSD’s relationship with a group of existing customers within an assigned geographic territory with a focus on continuous account growth and expansion. Acts as the interface between the customer and all relevant internal divisions including sales, production, service and support to ensure timely and successful delivery and operation of all products and solutions. Maintains excellent working relationships while furthering the goals and positive professional image of the Company with all customers, vendors and MEPPI divisions.Other Relationship Management
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• Establishes and maintains CPSD’s relationship with manufacturing representatives, channel partners, consultants, contractors, resellers and distributors within an assigned geographic territory. Acts as the interface between these individuals and all relevant internal divisions including sales, production, service and support to ensure timely and successful sales, delivery and operation of all products and solutions.

• Research, Planning and Forecasting - Develops timely and accurate budgets and forecasts (revenue, profitability and volume) and related reports (inclusive of sales/marketing activities) for assigned accounts, continuously monitors performance and recommends adjustments to forecasts as necessary and at least monthly. Also ensures forecast database for territory is accurate and up to date. Analyzes market statistics, trends and customer and competitor actions to determine impact on CPSD plans and ability to meet objectives. Supports and suggests recommendations for improvement or change in policy, product and/or procedures to the National Sales Manager, as appropriate.
• Financial Management - Manages all commercial aspects of existing accounts including leading negotiation of commercial terms and conditions to acceptable positions as per contracts manager recommendations. Also ensures assigned cost center is managed within budget.
• Personnel Management - Recruits, hires, trains, manages, coordinates and evaluates activities of CPSD independent manufacturing representatives and/or other sales representative organizations within assigned territory and discusses issues or suggested actions with the National Sales Manager.
• Key Knowledge - Knows MEPPI’s Quality and Environmental Policies and is able to fully discuss the importance and impact on the Company’s work. Also maintains technical competency and remains current in changes in the industry.