- Responsible for direct and key account selling activities in assigned region
- Call on both existing and prospective accounts (sometimes defined as branches with large distributor customers) in person and by other necessary means such as e-mail
- Develop account plans for those accounts for which you are directly responsible and conduct regular reviews of these accounts to achieve the plan objectives
- Schedule and ensure that all account plans are completed and reviewed in a timely and consistent manner
- Conduct bi-weekly sales meetings where COGS and sales, quotes, and forecast versus plan are reviewed
- Manage relationships of area VPs and regional managers with distributor customers
- Involve yourself in key quotes and follow-up with both the account and the field sales engineers as appropriate relating to quote activities
- Provide annual forecast at requested levels - by customer, by product family, by part number - during annual planning process
- Oversees field sales engineers activities on Climax products
- Create, in coordination with the field sales engineers, an annual plan to achieve certain sales objectives in a given territory - this should be updated throughout the year
- Quantitatively measure FSE's by use of COGS and sales data in addition to other agreed upon metrics
- Conduct regular joint sales calls with FSE's
- Contribute to quarterly business reviews with the Regional Managers
- Actively participate in quarterly and annual Company planning meetings
- Provide reasoning to Senior Staff on overall forecasted sales levels
- Represent the Company at trade shows and within industry associations
- Participate in required company-specific and industry-specific trade shows
- Actively involve yourself in association events and meetings
- Serve on committees or councils inside associations as warranted
- Competently use Salesforce to gain information and insight into customer, rep and quote capture performance
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- Identify a set of standard reports that are needed and utilize information from these reports to make decisions and draw conclusions
- Be an active user of Salesforce and the reports that are created
- Control and manage your travel and entertainment spending
- Provide customer training - both web-based and in-person - per customer requests
- Other duties as assigned
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