Regional Sales Manager

Summary of the role

The Regional Sales Manager (SM) is responsible for the overall sales management, support and guidance of Trelleborg Medical Solutions Sales Engineers (SE). The Sales Manager will plan, direct, and monitor the activities and performance of this team within the region.

The Regional Sales Manager is responsible to ensure the SE promotes and sells Trelleborg Medical Solutions portfolio of solutions and services in order to achieve sales and profit targets. The RSM coordinates all regional sales activities, conducts sales meetings and formulates sales and profit forecasts as well as establishes and builds relationships within key customers and prospective target accounts. As an integral part of the Business Unit leadership team, the SM assits in management & business reviews.

Tasks and Responsibilities

The primary function of the Regional Sales Manager (RSM) position is one of sales management, support, and guidance of the Sales Engineer Team. The Sales Manager will also be responsible to promote and sell Trelleborg Medical Solutions portfolio of solutions and services within the region in order to achieve sales and profit targets.

• Attract, Hire, Develop, Coach, Retain and Lead a professional and well organized team of Sales Engineers.
• Direct, Coordinate, and Motivate a team of Sales Engineers to attain sales and profit growth objectives. Establish and foster a positive, goal driven work environment.
• Coordination of all sales activities within the region in order to gain market share and increase overall profits as defined by each SE’s territory & account plans.
• Assist in developing the Trelleborg Medical Solutions Business Plan for the region, inclusive of Continuous Improvement targets.
• Work closely with the TMS segment team and Marketing Department, developing and executing Sales and Marketing Strategies. Conduct sales meetings. Formulate Sales & Profit forecasts and budgets.
• Assists the TMS segment team in management reviews, business reviews and business plans.
• Provide the required business reporting documents in a timely manner. These reports include Month End Reports, Key Performance Indicators and Policy Deployment targets to improve.
• Work with TMS segment team and Marketing department to increase Trelleborg Brand Awareness and identify Marketing needs and opportunities for region.
• Make joint sales visits with SE’s in order to coach SE on how to build customer relationships, pursue and qualify new sales leads, drive Customer Satisfaction and generate Projects for Sales Growth.
• Complete 10+ sales visits per month with mix of new & existing accounts.
• Assist and coach SE in building customer relationships and strategic partnerships, assessing customer needs, recommending appropriate solutions and services, responding to complex customer inquiries; negotiating prices and delivery times, and winning sales orders to meet sales targets. Assist and coach SE on how to utilize Trelleborg resources where appropriate and needed.
• Help SE identify, research, and contact assigned growth customers that will generate future sales and repeat business.
• Collaborate with business development role to identify new emerging customers.
• Provide market feedback and intelligence for use by the TMS segment team and Marketing Department
• Promote Trelleborg solutions and be a total solution provider.
• Assist in establishing the market selling price and profit margin utilizing market research, tools and methods along with the support of the TMS segment team.
• Develop short and long-term strategic sales plans for key territories and accounts utilizing Sales Excellence Tools. Meet and review with the TMS segment team quarterly.
• Develop and implement procedures to ensure that customer projects, quotations and orders are processed efficiently, correctly and in a timely manner.
• Represent the TMS segment team in cross-functional teams: Sales Projects, Sales Excellence, etc.
• Provide proactive communication, analysis and problem solving
• Provide innovative solutions and continuous improvements
• Work with the right sense of urgency: Response times, flexibility and accuracy
• To maintain a professional attitude and appearance at all times when dealing with customers.

Targets to achieve:

• Sales Growth: Achieve Sales Target. Strive for 10%+ year over year growth.
• Profitability: Achieve Profit Target. Strive for 10%+ year over year growth.
• Project Focus: Generate and convert projects for key target customers. Manage project cycle and velocity.

The RSM position may also include general SE tasks and SE territory management.

Education and Experience

• 5+ years work experience in sales (medical device manufacturing preferred)
• People management experience, including hiring, coaching, performance management, and employee development
• Minimum of 4 Year College degree. (Business or Technical Engineering preferred. MBA a plus)
• Strong Technical aptitude beneficial. Must be mechanically inclined.
• Must be able to read and understand technical prints
• Strong knowledge of business sales and marketing practices
• Knowledge of rubber/plastic products is beneficial
• Familiarity with ISO quality requirements is beneficial

Competencies

• Sales and Marketing experience
• Strong business sales and marketing strategies
• Managerial, Motivational and Administrative skills
• Team player with collaborative skills
• Affinity to coach and mentor a sales team
• Excellent Customer Focus and understanding of Total Customer Satisfaction
• Technical aptitude and or engineering experience
• Ability to work independently as well as in a team environment
• Excellent written and verbal communication skills
• Excellent people and relationship building skills
• Customer driven with a positive, professional, can-do attitude
• Strong organizational skills with the ability to multi-task with attention to detail and accuracy
• Strong analytical, decision making and problem solving skills
• Strong math skills (addition, subtraction, margin calculations)
• Proven proficiency and experience in the use of Microsoft Word, Excel and PowerPoint
• Proven proficiency and experience in the use of business operational software (CRM, Oracle JDE, SAP)

Geography to cover and travel requirements

• The Sales Manager position is responsible for the Americas. In addition, the SM position may include a local SE geographic position.
• Travel requirements (including overnight travel) will be approximately 50% of the work time. Travel will include local, national and international requirements for customer visits, business meetings, and trainings.

#TMS

• Competitive compensation: Plus, bonus opportunities!
• Generous benefits package: Includes health, dental, vision, STD, LTD, life, 401k, paid time off, tuition reimbursement, and more!
• Clean work environment: Enjoy working in a very clean and climate-controlled environment every day!
• Greater opportunity for impact: You will impact the production of life-saving devices.
• Growth and advancement: Join a global company that loves to promote from within and allows for advancement.