Technical Sales Manager
Kansas City, KS
OVERVIEW: This selectee represents the Company by contacting established and prospective customers in an assigned territory for the purpose of selling the Company's Metalworking and Surface Treatment chemicals. The qualified candidate provides a complete sales service which insures safe product performance. Also responsible for maximizing territory profitability by managing product (technology) mix, customer mix and contribution margin dollars for the territory.
RESPONSIBILITIES: • Sales Analysis and Planning • Understands the business activities of accounts in the territory and applies knowledge of the customer's internal operation to tailor sales presentations and sales proposals to the account's specific needs • Manages territory profitability by reviewing territory compensation margins, providing margin improvement by product selection and optimum pricing. Assures that technology provided within the territory strengthens the company's competitive position within the accounts • Plans a weekly itinerary of calls to allocate time effectively and to ensure proper territory coverage by industry, geography and account potential • Sales Execution • Calls on established and prospective customers, determines their needs, and sells appropriate products to markets, targeted by the business units of the company • Makes proper number of calls per day based on territory requirements • Must be able to physically service and call on existing and prospective customers • Selects the process and the right material to solve customer cleaning, sanitation or surface treatment problems • Selections are made under limitations set by the individual production and maintenance schedules of the industrial plants being served • Makes sales presentations, both orally and in writing • Answers questions concerning product use • Quotes price and delivery policy within established limits, subject to approval • Attains sales plan by securing new customers, increasing sales to current customers and renewing orders • Customer Service • Works closely with customers who buy and use our products, by building strong business relationships • Maintains contacts with customers in relation to their service requirements • Provides information on new products, methods, techniques and other general information such as safety and disposal • Trains customers and insures proper and safe use of our materials. • Communications and Records • Maintains records of the activities in the territory as required by management and those records necessary for successful performance • Reports competitive activities that impact sales in the territory • Prepares and submits call reports, exception reports, and in-plant service reports, as required • Forwards reports to appropriate business unit for inclusion into customer's file • Sales Support Activities • Improves technical knowledge of our materials through self-study and participation in professional societies • Participates in team selling activities in cooperation with other TSR's, technical support personnel and application engineers • Requests samples according to company policy • Exercises proper caution in handling company materials and equipment • Operates automobile safely and maintains proper operating condition Ingredients for success:
REQUIREMENTS: • BS Degree preferably, or the equivalent work experience • Industrial sales experience (two or more years) preferably in specialty chemical sales including METALWORKING OR SURFACE TREATMENT background • Ability to make sales presentations and follow up with written proposals • Well organized with sales planning and territory management skills • High energy, self-starters with the ability to overcome customer objections