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Regional Sales Manager

Date: Aug 9, 2019

Location: India - India - Pune, IN

Company: MTS Systems

MTS encourages employees to take ownership and responsibility for their career development.  We are glad you have decided to continue furthering your career at MTS by expressing interest in this role.


 

Primary Objective:
Responsible for planning, organizing and directing a geographic region’s selling function (including direct reports and indirect BP Channel) to achieve the region’s sales orders, revenue and profits consistent with corporate objectives.  Personally, develop and lead conversion selling pursuits throughout the region. Decide and recommend the deployment of sales resources into the region that will most effectively implement the overall sales strategy. Motivate, direct, monitor, support and coach the regional sales force while personally leading the organization’s regional implementation of the annual selling program. Monitor, record, and analyze individual and aggregate levels of sales performance and tie to management decisions. Take appropriate actions to keep the region’s sales program implementation on target to achieve forecasted results.

 

Major Areas of Accountability:

  1. Establishes the region’s plan for bookings and delivers to that plan. Forecasts future business for each fiscal year, and updates the forecast periodically, as required.
  2. Ensure that a weekly cadence is being following by Sales Team in Opportunity Finding, Qualification, Advancing and Forecasting the Opportunities in the System.
  3. Plans, organizes, staffs, and develops Sales Channel capable of achieving the appropriate coverage in the region to meet market retention, penetration, conversion, customer service, and volume targets consistent with appropriate market plans and objectives. 
  4. Formulates and recommends plans, practices, goals and objectives for the region’s selling activities to expand market share in existing markets and capture new markets.  
  5. Monitors Indirect sales channel to optimize account coverage within the territory consistent with market plans and objectives as well as account geographic density.
  6. Responsible for the on-going management of assigned business partners.  Ensures consistent product training of indirect selling staff in selling and account management skills, corporate strategy, policy, products, and testing methodologies.
  7. Accompany sales professionals to assist them and learn more about customers in their territory, assist in opening new accounts and coaching sales professionals on approach to generate effective customer relationships.
  8. Direct Account Management of a few Strategic MTS Accounts personally. Actively manages pursuit teams when opportunity is significant or involves one of MTS strategic accounts. Working as a collaborator with the teams to manage and close sales opportunities through collaborations with internal resources.
  9. Provide Feedback to Leadership/Management/Marketing on pricing, products, policy, competitor activities and integrated solutions.
  10. Establishes and performs against cost center budgets, as assigned.
  11. Actively engaging with new Customers & Accounts. Create and sustain relationships with customers, and identify new qualified sales opportunities 
  12. Other duties and special assignments as assigned.

Qualifications:

  1. B.S. degree in engineering/technical discipline or equivalent work experience.  MBA or equivalent preferred with 10 years+ in Sales.  Prior supervisory/managerial experience highly desirable.
  2. Broad understanding of standard hi-tech/capital equipment sales methods and practices, particularly competitive selling techniques
  3. Appropriate knowledge and understanding of MTS products and solutions, to be able to qualify opportunities in all MTS markets (GRV, MAT and STR).
  4. Strong verbal and written communication skill essential in English.
  5. Depending on the assigned region, experience working with sales representatives or distributors is highly desirable.
  6. Ability to build relationships, lead cross-functional teams, and build consensus among a large group.
  7. Proven ability to interface effectively with all levels of customer management, national and international.
  8. Ability and willingness to travel 30 to 70 percent of time depending on the region.

MTS Systems Corporation is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, ethnicity, religion, creed, gender, gender identification, sexual orientation, national origin, physical or mental disability, age, marital status or veteran status.

 


 


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