- GROW the territory revenues with supportive margins.
- Responsible for the hiring and severance of manufacturer representatives in the region.
- Train manufacturer representatives and their sales personnel in the sale of Thermon products, policies, and procedures of the company, following appropriate sales methods and techniques found to be in good practice and as developed and outlined by the company.
- Determine, recommend and implement territory revisions.
- To periodically analyze, jointly with the representatives, sales objectives for both present and prospective customers, sales and service activity demands and programs for effective sales coverage.
- To aid the representative in arranging, planning, and conducting instructive meetings as required with external customers.
- To make regular calls on the representatives for the purpose of counseling with them and generally supporting them.
- To handle correspondence with representatives, customers and company personnel as needed.
- To maintain all records requested by management.
- To seek new uses and applications for company products with present and prospective customers.
- To aggressively carry out sales programs as directed.
- To address representative or customer complaints in accordance with company policy and to advise management promptly of any situation beyond the scope of authority.
- To be alert to competitive products and merchandising practices and to keep management informed concerning them.
- To develop sales forecasts, territory potentials, territory analysis and cooperate with management in setting adequate sales quotas and goals.
- To assist in the preparation of bids and proposals, with a focus on setting competitive strategies and pricing on major projects.
- To cooperate with all company executives and department heads for the maximum achievements of sales, profits and satisfied customers.
- Organize and conduct sales training seminars for new representative sales personnel.
- To establish stocking levels for representative stocking programs.
- To assume the obligations of good citizenship and to participate in worthwhile community and national activities as may be required for sound public relations for the company.
- Utilize the Custom Relationship Management tools as directed.
- Extended overnight travel is a regular requirement
- Key Characteristics, Competencies and Skills
- Ability to work autonomously and drive results with minimal direct supervision
- Self-driven and motivated
- Able to effectively initiate, develop and maintain multi-level working relationships with customer organizations
- Exceptional customer service skills with the ability to establish and maintain strong customer relationships
- Superior teamwork and leadership skills across a multi-faceted organization
- Strong written and verbal communication skills
- Outgoing, friendly, enthusiastic and sociable
- Experience with CRM is a plus (especially Microsoft Dynamics)
- Proficient in use of Microsoft Office Software (Word, Excel, Outlook, PowerPoint, etc.)
- Must be comfortable giving and participating in customer training presentations
- Strong sales track record
- “Hunter” sales mentality - ability to help develop a territory from scratch
Technical Expertise: The ability to demonstrate depth of knowledge and skill in a technical area.
- Effectively applies technical knowledge to solve a range of problems.
- Possesses an in-depth knowledge and skill in a technical area.
- Develops technical solutions to new or highly complex problems that cannot be solved using existing methods or approaches.
- Is sought out as an expert to provide advice or solutions in his/her technical area.
- Keeps informed about cutting-edge technology in his/her technical area.
Thoroughness:Ensuring that one’s own and others’ work and information are complete and accurate; carefully preparing for meetings and presentations; following up with others to ensure that agreements and commitments have been fulfilled.
- Sets up procedures to ensure high quality of work (e.g., review meetings).
- Monitors and checks the accuracy of the quality of one’s own work.
- Develops and uses systems to organize and keep track of information or work progress.
Carefully prepares for meetings and presentations.Carefully reviews and checks the accuracy of information in work reports (e.g., production, sales, financial performance) provided by management, management information systems, or other individuals and groups. Redundant?
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Interpersonal Awareness:The ability to notice, interpret, and anticipate others’ concerns and feelings, and to communicate this awareness empathetically to others.
- Understands the interests and important concerns of others.
- Notices and accurately interprets what others are feeling, based on their choice of words, tone of voice, expressions, and other nonverbal behaviour.
- Anticipates how others will react to a situation.
- Listens attentively to people’s ideas and concerns.
- Understands both the strengths and weaknesses of others.
- Understands the unspoken meaning in a situation.
- Says or does things to address others’ concerns.
- Finds non-threatening ways to approach others about sensitive issues.
- Makes others feel comfortable by responding in ways that convey interest in what they have to say.
Building Collaborative Relationships:The ability to develop, maintain, and strengthen partnerships with others inside or outside the organization who can provide information, assistance, and support.
- Asks about the other person’s personal experiences, interests, and family.
- Asks questions to identify shared interest, experiences, or other common ground.
- Shows an interest in what others have to say; acknowledges their perspectives and ideas.
- Recognizes the business concerns and perspectives of others.
- Expresses gratitude and appreciation to others who have provided information, assistance, or support.
- Takes time to get to know co-workers, to build rapport and establish a common bond.
- Tries to build relationships with people whose assistance, cooperation, and support may be needed.
- Provides assistance, information, and support to others to build a basis for future reciprocity.
Attention to Communication:The ability to ensure that information is passed on to others who should be kept informed.
- Ensures that others involved in a project or effort are kept informed about developments and plans.
- Ensures that important information from his/her management is shared with his/her employees and others as appropriate.
- Shares ideas and information with others who might find them useful.
- Uses multiple channels or means to communicate important messages (e.g., memos, newsletters, meetings, electronic mail).
- Keeps his/her manager informed about progress and problems; avoids surprises.
- Ensures that regular, consistent communication takes place.
Fostering Teamwork:As a team member, the ability and desire to work cooperatively with others on a team; as a team leader, the ability to demonstrate interest, skill, and success in getting groups to learn to work together.
- Listens and responds constructively to other team members’ ideas.
- Offers support for others’ ideas and proposals.
- Is open with other team members about his/her concerns.
- Expresses disagreement constructively (e.g., by emphasizing points of agreement, suggesting alternatives that may be acceptable to the group).
- Reinforces team members for their contributions.
- Gives honest and constructive feedback to other team members.
- Provides assistance to others when they need it.
- Works for solutions that all team members can support.
- Shares his/her expertise with others.
- Seeks opportunities to work on teams as a means to develop experience, and knowledge.
- Provides assistance, information, or other support to others, to build or maintain relationships with them.
Managing Performance:The ability to take responsibility for one’s own or one’s employees’ performance, by setting clear goals and expectations, tracking progress against the goals, ensuring feedback, and addressing performance problems and issues promptly.
- Behaviours for employees
- With his/her manager, sets specific, measurable goals that are realistic but challenging, with dates for accomplishment.
- With his/her manager, clarifies expectations about what will be done and how.
- Enlists his/her manager’s support in obtaining the information, resources, and training needed to accomplish his/her work effectively.
- Promptly notifies his/her manager about any problems that affect his/her ability to accomplish planned goals.
- Seeks performance feedback from his/her manager and from others with whom he/she interacts on the job.
- Prepares a personal development plan with specific goals and a timeline for their accomplishment.
- Takes significant action to develop skills needed for effectiveness in current or future job.
- Establishing Focus: the ability to develop and communicate goals in support of the business’ mission.
- Acts to align own goals with the strategic direction of the business.
Interpersonal Awareness: The ability to notice, interpret, and anticipate others’ concerns and feelings, and to communicate this awareness empathetically to others.
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