Regional Sales Manager

Preformed Line Products Company Mayfield Village , OH 44656

Posted 2 months ago

The Regional Sales Manager is responsible for the sale of company products/services in a specified region or other major geographical area. Supervises key accounts and area field sales manager personnel along with supervising the selection and development of distributors and representative agencies. This senior level position requires complete knowledge of the organization's products, services and policies and requires several years of experience along with specialized training within product lines.

Essential Functions:

1.Coordinates effective working relationship with Manufacturer's Representatives.

2.Coordinates effective working relationship with Distributors.

3.Investigates new product opportunities for PLP with key accounts.

4.Understands the market(s) the customer is involved and to determine the best method(s) to employ to convince the customer to use PLP products.

5.Must fully understand how PLP products are used by its customers.

6.Resolves all customer complaints regarding PLP products or services.

7.Cooperates with PLP Product Management and R&E as required to investigate market or product issues with key accounts.

8.Determines which key accounts offer the most potential for PLP sales increase.

9.Establishes account coverage at the identified accounts by utilizing sales personnel resources.

  1. Determines where the buying influences are.

  2. Provide pricing guidance to PLP's Customer Service group using available tools including IFS, ClickBase // Sales History, and Members' Only website.

  3. Review quotations and assess pricing decisions on major quotations to PLP customers, distributors and packagers.

  4. Maintain decision-making responsibility for pricing on quotations totaling $75K or less, and work with Management when evaluating pricing on quotations of over $75K.

  5. Coordinates routine and effective sales calls on the identified buying influences.

  6. Communicates with PLP through trip reports or territory updates as required.

  7. Provides guidance and advice to reporting sales personnel to achieve inroads with customers to increase sales of PLP products.

  8. Coordinates all PLP product field trials with the customer, while utilizing appropriate PLP resources, including other PLP Field Sales Manager(s) as required.

  9. Coordinates key account product demonstrations with the appropriate PLP sales personnel.

  10. Effectively monitors expenses for key account coverage.

  11. Monitors PLP product sample costs.

  12. Provides a sales forecast at least annually, perhaps more often.

  13. Coordinates sales meetings as required.

  14. Develops and implements an annual sales plan incorporating the team concept approach

Qualifications and Requirements

  • Education:

o College degree or equivalent.

  • Required Experience:

o 5 to 7 years previous successful sales management, outside plant management, or related engineering management experience preferably in the markets PLP serves or 10 years of experience in lieu of degree.

  • Computer Skills:

o Ability to use a computer and applications such as Microsoft Word, Excel and Powerpoint.

  • Travel Requirements:

o Ability to travel a minimum of 50% of the time.

  • Other Qualifications/Requirements or Skills:

o Must possess a valid driver's license.

o Must be a self-starter who can work with minimal supervision.

o Ability to effectively communicate in both verbal and written situations involving internal personnel, manufacturing reps and customers and possesses a diplomatic approach to problem solving.

o Must possess mechanical aptitude and ability to perform strenuous work as required to demonstrate product installations in aerial, buried or under-ground applications.

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Regional Sales Manager

Preformed Line Products Company