The EMEAI Regional Sales Manager will manage and lead a network of Direct Sales and Distributors along with Service to successfully drive the overall go-to-market strategy for the EMEAI Sales Region. This individual will be responsible for monthly quota and forecast attainment for EMEAI and will contribute to that goal through direct sales, distributor and reseller coaching and motivational efforts, strategic negotiation activity and creative problem solving. The EMEAI Regional Sales Manager will be the primary point of contact between the sales channel and the manufacturing Headquarters and will work with Product Management and Senior Leadership in the elimination of barriers to goal attainment.
Key Responsibilities
* Develop, maintain and improve sales channels in EMEAI to maintain and the ORTEC and innoRIID brand.
* Ensure that the defined sales channel activities are in accordance with AMETEK regulation requirements.
* Participate in the development and the constant improvement of territory specific sales strategies and marketing strategies to ensure market growth via share gain, superior sales and service.
* Continually seek and interpret competitive information to help inform and guide senior leadership decisions on pricing and new products.
* Develop and produce a monthly forecast, by product, no later than COB on the first day of business each month.
* Report significant business opportunities, important market trends including competition, funding and other relevant info, including but not limited to business exhibitions and conferences, key accounts and major sales and marketing actions in defined territory through weekly reports.
* Participate in weekly SOP Sales Management Conference Calls providing updates on progress to monthly goal, field intelligence and strategic discussions.
* Monitor monthly performance of each channel partner for performance evaluation purposes.
* Hold quarterly performance reviews with each channel partner measuring progress towards quarterly and annual sales quotas as well as other business critical metrics.
* Travel, routinely, with each channel partner with the purpose of evaluation, coaching and training each member of the sales channel to ensure constant improvement.
* Assist in the development of all Sales Tools necessary for the sales channel to be successful in their sales efforts.
* Measure the sales channel’s effectiveness in lead generation and follow-up from all lead sources, tradeshows, website, advertisements, etc.
* Evaluate discount requests and approve to assigned authority passing any above authority limit to management with accompanying documentation.
* Direct selling as needed. Requires knowledgeable of the ORTEC business, products and applications.
* Drive Service excellence in the region to maximize customer satisfaction and increase revenue.
* Other duties and responsibilities as necessary and assigned.
Qualifications
* Bachelor level degree or higher in the hard sciences (Chemistry, Biology, Physics, Material Sciences) or proven science background with sufficient experience in Electrochemistry specifically.
* 5+ years of experience leading a sales team with a proven track record of success.
* At least 5 years proven experience in a direct sales role with a proven track record of success.
* Demonstrated experience managing third party relationships with representatives, distributors and resellers.
* Possess a clear track record of leading through indirect influence.
* Be able to provide examples of problem solving skills in relation to sales scenarios.
* Strong ability to work independently as a self‑motivated, driven contributor as well as a part of a diverse outspread team.
* Able to provide examples of a results oriented personality.
* Basic knowledge of CRM systems, reporting functionalities and metrics analysis.
* Strong Microsoft Excel skills.
* Excellent written and spoken English language communication skills.
* Excellent presentation, negotiation and general sales skills.
* Be able and willing to travel up to 50%.
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