DWYER INSTRUMENTS, INC.
POSITION DESCRIPTION
JOB TITLE: District Sales Manager I
JOB SUMMARY: Calls on customers in assigned area to demonstrate technical and commercial advantages of Dwyer Instruments. Manages and supervises assigned Field Sales Engineers. Demonstrates ability to lead the field sales force within the district to continually provide sales prospect opportunities that result in sales closure. Sales closure and prospects are consistent with corporate sales qualifiers and objectives.
SOURCE OF DIRECTION: Sales Manager Americas
ESSENTIAL FUNCTIONS:
1. Makes direct calls to major OEM customers, consulting engineers, large consumer accounts, independent manufacturer reps, and other sales prospects. Provides direction to assigned district sales personnel to maximize sales growth in his/her district. Achieves sales qualifier objectives for the district.
2. Reports on acceptance of Dwyer products in the field, recommends modifications to old products and development of new products based on field observation.
3. Reports on status of competition encountered (technical and price performance).
4. Supervises Sales Engineers assigned to his/her district and evaluates their performance. Provides any required training for sales engineers.
5. Demonstrates consistent urgency to accomplish organizational objectives both internally and externally to the company.
6. Makes regular use of Dwyer product samples and feature, function, benefit data during sales calls and other presentations to existing customers, individuals or groups.
7. Advises Sales Manager Americas on general business conditions in his/her district with specific comments on additions or deletions to the number of large plants/impact accounts, general hiring or lay-off patterns, etc.
8. With Sales Manager Americas, sets and monitors objectives for District and territory to achieve product qualifier goals. Provides and reviews annual revenue forecast and expense budget for his/her district.
9. Demonstrates on-time reporting, calling on the decision maker, an effective weekly call schedule, proper follow up, and lead generation for the company and his/her district.
10. Participates in the hiring procedures for new Field Sales Engineers and branch office staff within his/her district.
11. Adheres to company expense policy and guidelines established by Sales Manager of the Americas. Utilizes avenues such as discount internet websites and advance planning purchases to reduced field sales expenses. Demonstrates these and other cost saving initiatives.
12. Provides timely and quality services and support to all internal and external customers. Independently seeks and identifies problems and constraints blocking progress toward these objectives. Consistently develops creative and effective solutions to those opportunities.
District Sales Manager 1
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OTHER FUNCTIONS:
1. Handles company exhibits at small district trade shows and other district sales promotion activities.
2. Demonstrates value-added service to the customer. Customers recognize the DSM as value-added to them.
3. Communicates success (i.e. new products, procedures, market, etc.) with fellow employees and management to ensure success for the entire organization.
4. Perform product presentations targeted to groups consistent with our corporate market strategy.
5. Working with Sales Manager America, assign performance goals for sales representatives and distributors (e.g. Love Controls representatives), makes joint sales calls periodically to assess performance and progress.
6. Has the ability to provide creative solutions for new problems and is alert to the need for innovation in attacking these problems.
7. Has a personality compatible with the organization and strives to produce at a desirable level. Has the drive and physical ability to maintain a high level of productivity.
8. Conducts himself/herself in a professional manner and maintains himself/herself and his/her work area to reflect this level of professionalism. This is inclusive of administering sales policies and procedures, and reflecting a positive company image with prospects and customers.
GENERAL REQUIREMENTS:
Requires a thorough knowledge of Dwyer sales policies and objectives, technical understanding of Dwyer Instruments and their applications along with the ability to convey that understanding to others. Must be able to effectively supervise and manage in field sales and branch office.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and requirements of personnel as classified.
Approved:______
Dept. Head Date Human Resources Date
11/08 revised