Regional Sales Manager
Organization Summary
Lindsay Corporation is a global company headquartered in Omaha, Nebraska, focused on providing irrigation and infrastructure solutions to meet the needs of a growing population. As one of the world’s leading providers of irrigation and water management, its Zimmatic systems are operating in more than 90 countries. Lindsay Corporation’s infrastructure division offers a wide range of products that aid in roadway maintenance and transportation safety. Since 1955, Lindsay Corporation has been at the forefront of research and development of products and services designed to meet the needs of a constantly evolving world.
Summary & Purpose
The Regional Sales Manager is responsible for adding value to the business by effectively managing the company’s sales activities to include public sector activity, trade customer sign up, multi occupancy and wider support as required. This position comes with a generous salary and bonus package, along with a company car.
Key Performance Areas & Associated Activities
As an employee of Lindsay Snoline, the employee’s responsibilities are, but not limited to:
- Responsible for obtaining profitable sales of projects via bidding and/or negotiating new projects with existing and new customers/distributors and interfaces with installation personnel and general contractors.
- Work with Road Authorities and government agencies to implement road safety standards.
- Plan, direct, and coordinate activities of designated projects to ensure that goals or objectives of projects are accomplished within prescribed time frame and budgetary requirements.
- Provide guidance about market trends, develop resources and track long term sales data.
Required Standards
- Prioritize developing, maintaining, and expanding relationships with current and new customers.
- Identifying customer needs to ensure satisfaction, as well as acquiring new relationships and leads while working with existing customers and vendors.
- Reviewing project proposals and establishing a plan to determine time frame, funding limitations, procedures for accomplishing project, staffing requirements, and allotment of available resources.
- Proposing potential business deals by contacting potential customers and exploring opportunities.
- Screening potential business deals by analyzing market strategies, financials and deal requirements.
- Create and maintain a sales culture that is focused on the delivery of results through the provision of coaching and development of his team.
- Executes sales and account strategies as directed by management, in accordance with corporate goals; helps to develop plans for strategic accounts within specified territory to exceed expectations in revenue retention/growth, account profitability, and customer satisfaction/loyalty.
- Works closely with external customers and partners, and internally with sales, and product engineering teams to develop and maintain technical relationships with customers; understands customer’s product strategy, requirements, and constraints; matches products and solutions to customer’s needs; resolves technical questions and issues.
- Calls on engineers, contractors, and government agencies, industrial and manufacturing accounts to ensure products are in all sections of their specifications; the goal is to have all products listed in their master specifications.
- Provides technical sales assistance to other Sales Teams to review and develop engineering/product guide specifications as needed or requested.
- Develops long-term relationships with key account decision makers; develops a complete understanding of the organization’s structure and key buying influences of related territory.
- Increases demand for company’s products by soliciting new customer/contractor calls; maintains a cycle of regularly scheduled calls and visits to customers and reps; visits plants and facilities to obtain contact information for scheduling future appointments; grows customer/contractor database for specific territory.
- Travels to various locations to provide ongoing training and support as requested or needed to distributors and contractors.
- Receives and follows-up on various leads from trade shows or other sources; prospects, identifies and prioritizes to make contact, answer questions, and provide requested information.
- Provides support to cross-functional teams as needed to ensure client deliveries are executed as agreed.
- Support the sales team using process improvement, measurement, tracking and analytics relevant to their functional areas.
- Partner with Sales and Marketing department to refine lead qualification process, analyze and report on campaign performance with reporting and dashboards.
- Enhance sales productivity by enabling the team to work smarter by simplifying processes.
- Track and analyze key metrics including pipeline growth, win/loss rates, and quota attainment.
- Own the end-to-end process of tracking the sales funnel and operational metrics and delivering regular insights to the business; define and deliver techniques to improve the funnel performance for sales management.
- Refine customer segmentation, assist with territory management, and create a plan to enhance renewal and upsell processes.
Requirements
- Bachelor’s degree in administration, Civil Engineer or related field is preferred.
- 5-10 years of experience in managing projects.
- 5-10 years of experience in sales and business development.
- Strong interpersonal skills to support leadership, management, negotiation, and problem-solving functions.
- Ability to handle multiple priorities simultaneously and meet deadlines.
- Friendly, courteous, professional, outgoing, and customer service oriented
- Excellent interpersonal skills
- Excellent customer focus orientation
- Excellent organizational skills
- Target driven
- Strong problem solving skills
- Strong verbal and written communications skills in English and other relevant regional language, including Italian
- Advanced skills in MS Office packages
- Advanced computer skills;
- Product knowledge;
- Ability to market and sell technical products and interpret technical data and drawings related to the specific product range and meeting client needs; and
- Sales, marketing, support, financial, forecasting and related software applications.
Preferred Requirements
- Multi-lingual – to include German, French and Arabic (English & Italian are required)
- When submitting your resume/CV, be sure to submit in English and mention your level of Italian language fluency.
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