Regional Sales Manager - Indianapolis, In

General Summary

The Regional Sales Manager is responsible for selling corporate products or services through the achievement of opportunity-based sales quotas. The Regional Sales Manager will reach his or her business targets through effective management of designated territories and physical visits to customer sites. This individual will also develop ongoing, profitable relationships with customers and continually maintain a professional image of the company. Integrity, passion, and in-person presentational skills are essential for this role. The primary focus of this position is to sell motive power products (forklift truck battery and chargers, service, preventative maintenance contracts, etc) but also sell deep cycle batteries and battery test equipment.

Primary Responsibilities:

• Overcome objections of prospective customers.
• Analyze data to provide feedback, recommend areas for operational improvement, or recommend appropriate technical solutions
• Perform professional presentations or demonstrations of company product(s)/service(s) while on-site.
• Provide basic technical support on products/services and provide customers a “solutions” approach in specifying products for the customers’ application.
• Physical visits to customer and prospect locations.
• Generate and develop new customer accounts to increase revenue including cold calls
• Always maintain professionalism, tact, diplomacy, and sensitivity to portray the company in a positive manner.
• Penetrate all targeted accounts and radiate sales from within client base.
• Emphasize product/service features and benefits, quote prices, and discuss credit terms. Build and foster a network of referrals to create new opportunities for revenue growth.
• Ensure follow-up by utilizing company CRM System to documents sales activity, generate quotes, etc.
• Use marketing data using applicable sales management software tools to maximize sales efficiency and effectiveness.
• Actively manage call schedule to adequately cover assigned territory in a time-efficient manner.

Maintain accurate records; including sales call reports, expense reimbursement forms, billing invoices, and other documentation.

Education

• College degree is desired
• High school diploma required

Experience

• Solutions selling experience a strong plus
• Experience in material handling sales/service a plus
• Forklift battery and/or charger experience preferred
• Industrial application sales experience a plus

The ideal candidate will possess the following attributes and traits:

• Success in qualifying opportunities involving multiple key decision makers.
• Experience with customer relationship management software.
• Professional demeanor, selling style, appearance, integrity and work ethic.
• Excellent listening skills.
• Ability to download and analyze data and provide feedback to customers on equipment performance.
• A minimum of 3 years of direct work experience in an external sales capacity. Demonstrated ability to convert prospects and close deals while maintaining established sales quotas.
• Ability to work individually and as part of a team.
• Strong problem identification and objection resolution skills.
• Strong knowledge of retail and/or wholesale sales principles, methods, practices, and techniques.
• Self motivated, with high energy and an engaging level of enthusiasm.
• Computer literacy (i.e., Excel, Work, Email, Internet)
• Able to perform basic calculations and mathematical figures.
• Must possess a valid driver’s license.
• Solid experience in opportunity qualification, pre-visit planning, call control, account development, and time and territory management.
• Ability to clearly and effectively set goals
• Track record of success in business to business sales.
• Exceptional verbal/written communication and presentation skills, including the ability to convincingly persuade others in personal interviews and via telephone.
• Able to build and maintain lasting relationships with customers.