The Regional Sales Engineer / Specialist (RSE/S) manages the business and activities of their assigned geographic area with the objective of growing total sales and profitability. Essential to this is effectively maintaining existing business revenue and profitability as the foundation for growth. They may, or may not execute all activities in the assigned geographic area. They will determine necessary actions and coordinate to ensure that activities are executed in a manner consistent with SPIROL’s Global Vision, Sales Vision and Sales Model.
The RSE/S is critically important to ensuring the success and efficiency of the assigned team in the geographic area. All sales and customer service personnel (Sales Application Engineer / Specialist, Region Sales Engineer / Specialist, Sales Representative & Customer Service Representative) are an integral team to ensure success in achieving the assigned geographic area’s objectives.
The RSE/S is a part of a team to execute the “Role and Responsibility of the SPIROL Sales Entity”, a copy of which is attached. While the RSE/S is only one member of the sales organization, they are responsible to coordinate all of the activities in the assigned market to ensure effective execution of the sales entity role. In general, an RSE/S reviews and qualifies all activities in the region and ensures that the best sales resource is addressing the task at hand.
1. The RSE/S’s primary role is to manage all activities associated with maintaining and growing business within the assigned geographic area.
2. Manage and execute the solution selling model and engage other members of the Sales Organization where necessary to ensure success. Both locally and globally.
3. Execute all phases of the Order Creation process including creating demand for SPIROL products, lead response & qualification, initiating engineering reviews, determine pricing & supply terms, and generating technical reports & proposals. Create and execute objectives, strategies, and tactics for successful project closure.
4. Perform Annual Business Reviews for existing customers, taking action where conditions necessitate changes in the terms of supply.
5. Development, execution and monitoring of the Annual Sales Call Plan and taking action when necessary to adjust the plan as circumstances dictate. Changes to the plan should be communicated as necessary to all impacted team members.
6. Communicate with Operations on demand changes (increases or decreases) to ensure customer satisfaction and to limit SPIROL inventory obsolescence risk.
7. Resolve issues where the customer is not following the provisions in the proposals, specifically as it relates to planning / demand horizons and payment terms.
8. As it relates to technical and pricing issues, execute order review and resolve routine non-conformances or assign to the appropriate personnel before order is moved to Order Fulfillment.
9. Work closely and collaboratively with Customer Service personnel to ensure the highest level of customer responsiveness and customer support in sales related matters.
10. Coordinate all sales personnel in a territory and communicate with the Sales Manager when unusual or atypical situations arise and work assignments need to be adjusted. The Sales Manager will then make the necessary adjustments.
11. Travels as necessary to support the territory and company objectives, including but not limited to execution of the annual sales call plans, ABRs, new business / opportunity development, customer relationship development, and resolution of any service or business issues with the customer.
12. Perform quarterly sales analysis, and annual forecasting of existing customers.
13. Complete other work assignments as necessary and as requested by his / her supervisor.