Job Title: Field Sales Manager
Reports to: Vice President of Sales
Mission
The Field Sales Manager will provide technical expertise and close complex projects by driving sales efforts through distributor channels primarily serving industrial end users within an assigned geography.
Key Responsibilities
Distributor Support and Education
- Educate distributors on how to effectively sell and support the company's product offerings, complementing formal training programs.
- Ensure that distributors are equipped with the necessary product literature, reference materials, and resources to support sales activities.
- Provide hands-on support to distributors during sales efforts, including participating in ride-alongs and providing direct assistance.
- Conduct pre-sale activities for custom projects, including requirements gathering and clearly communicating the product offerings to secure sales.
Project Management and Sales Closure
- Generate accurate budget estimates for complex sales opportunities, ensuring alignment with project requirements and client needs.
- Manage projects within the sales funnel, from initial contact through to closing, ensuring all activities are tracked and sales targets are met.
Collaboration and Teamwork
- Collaborate effectively with value stream and functional leadership to ensure that sales efforts are aligned with overall business priorities.
- Work actively and collaboratively with the sales team, contributing to team success and sharing knowledge and insights to foster growth.
- Engage with other departments including engineering, manufacturing, marketing, and product management to pursue the company's strategic goals and support overall business initiatives.
- Promote and reinforce the company's core values of transparency, open dialogue, and respect, both internally and externally.
Customer Service and Quality Assurance
- Address quality concerns promptly, ensuring transparent communication with both internal teams and end users. Lead the discussion on how problems are being resolved and what measures are being taken to prevent recurrence.
Data Analysis and Recommendations
- Analyze revenue, distributor performance, and end-user trends, making recommendations for improvements and sharing findings with relevant stakeholders within the company.
Key Skills and Qualities
- Technical Selling: Ability to convey complex product offerings in a technical, clear, and persuasive manner.
- Communication and Collaboration: Strong internal and external communication skills, with the ability to work well across different functions and teams.
- Results-Oriented: Focused on achieving goals, driving sales performance, and managing projects effectively.
- Continuous Learning: A commitment to ongoing learning, sharing knowledge with the team, and staying updated on industry trends.
Prerequisites
- Experience: A minimum of 5 years of experience in sales (demand creation) within a manufacturing environment using an indirect sales approach.
- Education: A Bachelor's degree, preferably in Engineering, or equivalent education and experience.
