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JOBS & RESUMES : Job details
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Southeastern Region, United States
Regional Sales Manager, Southeast
- Full time

Company: Cargotec Solutions Kalmar LLC
Industry type: Transport / shipping
Start date: June 2018

Working through the assigned dealer network within the designated region, the Regional Sales Manager will promote and capture sales within the region and will serve as the liaison between the dealers and the Kalmar Sales/Service network.  Improve new customer development; thereby achieving unit order goals in assigned region.  Improve dealer understanding of all Kalmar products, programs and systems. Close or assist dealers in closing new major accounts in selected markets

Requirements / Skills:
•Manage an area of primary responsibility of dealers in Southeast US?Achieve sales volume objectives for region.
?Revenue: Develop, realize and maintain incremental revenue by selling and advocating Kalmar products within specified territory and or assigned accounts.

•With Dealer Development, recruit and or further develop dealers that can provide total solutions and programs that drive significant sales in key vertical markets and territories.
•Qualify, establish and maintain Kalmar’s value propositions to targeted dealers in specified territory
•Market current equipment programs and develop strategic plans with select dealers to further penetrate current markets, identify new customers and promote the complete Kalmar solution
•Develop major local and Dealer Managed National Account prospects. Provide solutions and quote through dealers.
•Provide technical consultation directly or through internal support resources to enable dealers to integrate and support Kalmar products in their solutions.
•Provide consultation and focused discussion to dealers when developing monthly, quarterly and yearly revenue targets and goals. Support dealer in the drafting of their written action plans to achieve targets.
•Provide and promote Kalmar new product introductions, program introductions, sales training and effective positioning to appropriate dealers for equipment.
•Become the subject matter expert on Kalmar products, programs, services, and sales process.
•Identify, track and facilitate closure of key opportunities utilizing Kalmar’s CRM, call reports, pipeline, opportunities, competitors’ activities, and other data as required daily.

•Convey relevant information to sales and competitor intelligence.
•Provide input for forecast on sales and industry volume.
•Achieve a high level of customer satisfaction.
•Assist dealers with product training, end customer visits, completing quotations, and submitting factory orders
•Analysis of customer needs and product requirements to satisfy customer wants by segment.
•Maintain market information on competitive product content and pricing.
•Work with Engineering, Parts, and Service to maximize performance in all areas.

•Customer Focus: Understanding and meeting the needs of customers before and after the sale.

•Ownership/Accountabilities: Take the lead in getting the job done and accepting responsibility for personal actions and results.
•Communication: Strong written and oral communication skills with an emphasis on responsiveness.
•Team Builder: Building cooperation among individuals and departments, sharing information and resources, and working to achieve group goals.
•Planning and Organization: Anticipate and draw inferences about the future and structuring resources and actions in a logical manner.
•Problem Solving: Taking a well-organized approach to solving problems and acting decisively despite obstacles or resistance.

Job Requirements
•Business Management degree; will consider combination of Sales/Marketing experience and education in lieu of BS degree

•Minimum of five (5) years experience in heavy industrial equipment sales and support
•Should possess a technical aptitude for heavy equipment; some knowledge of engineering is a plus.
•Comfort with selling high value equipment that has a long sales cycle
•Candidates must have superior communication and negotiating skills and the ability to communicate with individuals and/or groups consisting of principle owners, dealer representatives, customer-end users and other sales, parts, technicians or service personnel.
•Must be able to face and address difficult issues and personalities
•A "Can Do" attitude and sense of urgency is required to create change and to impact overall performance.
•Must be capable and willing to travel and represent the Southeast Region

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