PURPOSE AND SCOPE

This role is responsible for business development for the assigned products and maximizing product sales and profitability through the Rite-Hite distribution network. The incumbent will execute long and short-term sales strategy as well as plan and execute effective training and support of Distribution's sales teams. This position may be responsible for direct selling to manufacturers, OEMs and specific targeted accounts for non-traditional products. Additionally, this position will be responsible for contributing to market analysis and validation and successfully launching new products in conjunction with marketing initiatives.

ESSENTIAL DUTIES AND RESPONSIBILITIES

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

Execution of Sales Plan

• Meeting or exceed the rep net orders budget and orders gross profit as established by Rite-Hite for the assigned product lines.
• Develop and maintain a complete understanding of the industry (trade associations), including the products, sales strategy, competition, operations, and business philosophies at each level.
• Create a sales plan that delivers a consistent approach to distribution salesforce, end user customers and manufacturers.

Rite-Hite Distribution Support & Development

• Support the sales efforts of the Distribution Company's sales team through training, sales meetings, field training and hosting major sales events.
• Provide ongoing assistance to the field sales force.
• Provide sales training.
• Support the development and implementation of procedures to enhance current systems to support the sales force automation.
• Deliver competitive strategies to secure business with existing and new customers.

Account Manager/Major Account Development

• Identify potential major accounts and major opportunities within those accounts for application of our products and services.
• Effectively coordinate the sales efforts of the Sales Representatives responsible for the account by both direct selling and sales support of those involved with the strategy and application information.
• Develop long-term relationships with these accounts through agreements and effective coordination of sales efforts.

Product Training

• Create and deliver effective sales training programs.
• Deliver "Train the Trainer" for assigned product group utilizing internal resources such as Arbon District Managers, Regional Sales Vice Presidents, Industry Specialists, etc.
• Train customers on all new product launches.

Voice of Customer

• Focus on Voice of Customer (VOC) and Product Development projects for enhancement of current products and identifying new products to fit market needs.
• Gather, analyze, and report on VOC feedback.
• Provide before and after installation field support including communicating valuable customer feedback to Sales Management, Marketing and Engineering Departments.
• Provide necessary input specifically in product upgrades and enhancements to Product Development.

EDUCATION and/or EXPERIENCE

• Bachelor's degree in business management, Marketing, or a related field
• 5+ years successful industrial field sales experience
• Equivalent combination of industry related experience may be substituted for 4-year degree.
• Strong experience and thorough understanding of industrial sales

KNOWLEDGE / SKILL REQUIREMENTS:

The ideal candidate will demonstrate:

• Specific experience and knowledge of industrial sales.
• Ability to motivate a sales force to maximize sales.
• Up to 50% domestic (North America) travel required.

SUPERVISORY RESPONSIBILITIES:

This role will not have supervisory responsibilities.

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Rite-Hite is the global leader in the manufacture and distribution of industrial loading dock and door equipment. Our innovative products and world class sales organization ensure solid, consistent growth, both for our company and our staff. We are always looking ahead to develop innovative new products and services to improve our customers' safety, security, and productivity.

Rite-Hite provides competitive compensation and a comprehensive benefits package with medical, dental, and vision coverage along with life and paid medical leave. We also provide a retirement savings plan that combines 401(K) with company match and profit sharing. Paid holidays, vacation, and up to five paid personal/sick days per year round out the package.

Rite-Hite is an Equal Opportunity/Affirmative Action employer offering a drug free workplace for our customers and employees.