Careers at Hypertherm

Distribution Sales Manager So Cal Region

Location:

Los Angeles, CA

Employment duration:

Full time

# of openings:

Shift:

1st Shift

Pay range:

Description

The main responsibility of the District Sales Manager is to sell, promote, and support Hypertherm plasma systems, consumables, and parts through the establishment, recruitment, training and development of a network of independent distributors to maximize Hypertherm market share in designated area. Drive end-user demand and loyalty for Hypertherm products.

Responsibilities

STRATEGY:

Prioritize and execute objectives based on sales area opportunities for market penetration, including:

Develop an area operating plan
Develop new and existing channel partners to maximize area coverage
Review quarterly sales results against sales goals per product line; develop, implement and revise strategy where necessary

SELLING:

Develop annual business plans with key and developing Distributors to meet sales objectives and attain continued market share growth, including:

Assess training needs, develop and execute a plan to fill requirements
Determine annual/quarterly sales targets (e.g. develop and update market size and share data)
Execute agreed upon promotional programs (e.g. Plasma Profit Center quarterly sales promotions)
Gain commitment for and support for joint activities, spread evenly throughout the year (e.g. trade show, open house, end-user visits, demos)
Have formal quarterly reviews with Distributor management to review progress against target.

MARKETING AND PROMOTION:

Implement new product launch programs; monitor and report results based on established plan. Continue to promote existing products utilizing available sales tools (e.g. demo box program (EU), consumable recapturing programs, quarterly sales promotions) to optimize sales processes and results.

Support channel partners in the presentation of product features, benefits, advantages and value to selected end users in order to achieve end-user product preference and pull.

CHANNEL PARTNER TRAINING:

In order to maintain and develop the skill and knowledge levels of the channel partners, train Distributors on the advantages of Hypertherm products and services by conducting and/or organizing regular training related to:

Plasma Process
Effective selling techniques and strategies
Product features, benefits and values
How to demonstrate Hypertherm products
Technical Service training

Build capability throughout the channel partner’s sales organizations to ensure the delivery of a consistent message.

Document training levels of all Distributor personnel (sales and technical) in customer relationship management database (SalesLogix).

MARKET INTELLIGENCE COLLECTION AND REPORTING:

Maintain updated information and reports in customer relations management database (SalesLogix) to include relevant data for channel partners, end-users and installed base including:

Account
Contact
Calendar
Activities and communications
Hypertherm and competitive products and technologies used
End user data
Distributor Associations

Gather competitive product information (e.g. capabilities, pricing, sales strategies) and share with sales team members and the respective business team in order to update competitive sales tools and strengthen Distinctive Value Proposition (DVP).

Qualifications

Sales professional with 3 years extensive experience in Business-to-Business environment, managing a network of independent distributors in an industrial setting.
Current drivers license
BA/BS Degree (preferred)

Required Skills

Can identify opportunities for the entire product line. Has good or product knowledge and can demonstrate and present the features, benefits and values of, and train the distributor sales force on all of our products
Capable of solutions selling, recommending the appropriate integrated suite of products for the end user application.
Has the ability to develop manage and coordinate promotional programs with distributors that produce high-quality results.
Has knowledge of the competitive dynamics within their respective marketplace
Understands how the Distributors are organized and operate in their marketplace.

Physical Demands

Travel (60%+)
Located in the sales region (Greater Los Angeles area, or Orange County, CA)
Ability to work from a home office or sales office as needed in region
Located close to a major airport
Ability to demonstrate Manual systems (manage movement of 45 kilos/100 pounds)
Operate plasma equipment within safety guidelines

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