Regional Sales Manager


Established in 1962, Mate Precision Tooling is a world-class manufacturer of CNC punch press tooling and forming applications for the sheet metal fabrication industry. We also offer a complete line of laser products and press brake tooling. Headquartered in the metropolitan Minneapolis, Minnesota area, Mate employs nearly 400 people and services customers worldwide.  Mate Precision Tooling offers competitive compensation package including Medical, Dental, Life Insurance, Vacation, Paid Holidays, 401k Match, Profit Sharing and more.

Established in 1962, Mate Precision Tooling is a world-class manufacturer of CNC punch press tooling and forming applications for the sheet metal fabrication industry. We also offer a complete line of laser products and press brake tooling. Headquartered in the metropolitan Minneapolis, Minnesota area, Mate employs nearly 400 people and services customers worldwide. Mate Precision Tooling offers competitive compensation package including Medical, Dental, Life Insurance, Vacation, Paid Holidays, 401k Match, Profit Sharing and more.

Summary

This is a key management position responsible for leadingall sales management functions for approximately one-third of Mate’s NorthAmerican sales revenue. The RSM managessales activities of Sales Engineers to achieve assigned goals of the region’s outsidesales team. Carries out supervisoryresponsibilities in accordance with the organization’s policies and applicablelaws. Responsibilities include coachingemployees and planning, assigning and guiding their work in order to achievesales and development goals.

Essential Duties and Responsibilities

· Implements strategic sales plans toachieve regional and corporate goals.

· Leads regional team’s sales generationactivities in alignment with objectives.

· Is the technical expert who regularlyworks in the field with Sales Engineers to model best practices and coachdirect reports.

· Prioritizes Sales Engineer developmentacross skills and knowledge.

· Monitors key activity metrics includingappointment counts, customer buying counts, quote generation, customer buyingpercentages, product segment sales, and CRM use.

· Owns staffing, training, andperformance evaluations to develop team and ensure sales program implementation.

· Provides regular reporting of keyaccount activities, sales win/losses, and competitive updates.

· Strategizes with sales management togrow market and key customer share.

· Directs channel development activity toensure goals are met in direct, dealer, and OEM channels.

· Delivers sales presentations to key customersin coordination with Sales Engineers.

· Meets with key customers, assistingsales representative with maintaining relationships and negotiating and closingprojects.

· Maintains a strong relationship withfield personnel of Mate’s channel partners.

· Monitors and evaluates the activitiesand products of the competition.

· Represents company at trade associationmeetings to promote product.

· Additional duties as may be assignedfrom time-to-time.

Qualifications

· Candidates must have a minimum of threeyears of outside industrial sales management experience.

· Experience successfully selling productsand value-added services into the manufacturing segment, preferably in thesheetmetal fabricating industry.

· Must have the ability to travel regionallyeight to 10 nights monthly or as necessary to achieve goals.

· Working knowledge of MS Office suiteand ability to utilize CRM software. Familiarity with CAD or programming software a plus, but not required.

· High school diploma or equivalent. Advanced technical education or collegedegree is desirable.

Competencies

Teamwork – Balance team andindividual responsibilities. Exhibitobjectivity and openness to others’ views. Provide and welcomefeedback. Contribute to building apositive team spirit. Put success ofteam above own interests. Build moraleand team’s commitments to achieve goals and objectives. Support individual Sales Engineers’ efforts tosucceed.

Leadership – Include staff inplanning, decision-making, facilitating, and process improvement. Take responsibility for subordinates’activities. Provide regular performancefeedback. Develop subordinates’ skillsand encourages growth. Solicit and applycustomer feedback. Improve processes andservices. Continually work to improvesupervisory skills.

Interpersonal Skills – Maintain aprofessional and steady demeanor. Listento others to understand all aspects of a situation. Remain open to others’ ideas and perspectives. Demonstrate a sense of urgency whenresponding to internal and external personnel. Maintain confidentiality.

Oral Communication – Speak clearly andpersuasively in all situations. Listenand seek clarification when necessary. Demonstrate professional group presentation skills. Actively participate in meetings.

Written Communication – Write clearly andinformatively, express complete ideas and positions in a logical manner. Edit own work for spelling and grammar. Present numerical data effectively. Thoroughly read and interpret writteninformation.

Technical Skills – Continuouslybuilds knowledge and skills. Shareexpertise with others. Good workingknowledge of Mate and competitive products and services. Good understanding of sheet metal fabricationand applications with the ability to recommend alternate methods to achievebetter throughput and productivity.

Problem Solving – Identify and resolveproblems in a timely manner. Gather andanalyze information skillfully. Developalternative solutions to problems. Workwell in group problem solving situations.

Judgment – Displaywillingness to make decisions and take action. Exhibit sound and accurate judgment. Includeappropriate people in decision-making process. Make timely decisions.