Sales Manager - Midwest Region

Benefits:

• Medical Insurance
• 401(k)
• 401(k) matching
• Dental insurance
• Flexible schedule
• Free uniforms
• Paid time off

Overview:
The role of Sales Manager – Midwest Region is vital in supporting our ‘Ensitech Inc.’ Distribution network in North America, particularly out of our Chicago office and region. The channel there encompasses Distributors, Resellers, End Users and Direct Sales Agents, not only in the United States, but Canada and Mexico as well. The primary function of the role is to grow sales in excess of the set sales budgets, to support and lead the team surrounding and to mentor, develop and train our staff, including but not limited to our BDM(S). You will be provided with the tools to ensure growth across a range of categories from our existing relationships, however you should always be hunting for any new opportunities, coaching market development, client and regional mapping, particularly in markets that are untouched by our current distribution. Teamwork will be pivotal, as you will need to liaise with other stakeholders within the business, both in the US, Australia and potentially Europe, on a regular basis, to provide marketing, technical, training and customer support. The position requires you to work closely with the General Manager, Finance functions, Marketing Manager, Product development, R&D, Operations leadership and Administration, to implement new strategies to grow our distribution volumes. This includes building stronger relationships with our distribution partners by offering sales support through retail campaigns and marketing initiatives. Given this is a Regional role, regular planned travel will be required to service this business, as well as possible International as well in time.
This role will be a member of the senior management group for Ensitech Pty Ltd and Ensitech Inc.

Responsibilities:

A. Sales and Support:

• Develop call cycles to efficiently service our Ensitech Inc. customers.

o Communication. An effective routine to be in regular contact with customers within your designated region, via telephone, video conferencing, Email communication , F2F and trade shows.
o Face-to-Face Distributor Visits. Expectation of 2 to 3 times per annum for ‘Certified’ Distributors, providing government restrictions are not in place. This is vital work ensuring that our Distributors are engaged and active, meeting their contractual obligations. All other Accounts would be once per annum. Advanced planning of field trips required, that covers the company’s business objectives for the period. In some instances, these may coincide with marketing initiatives/ events such as national trade shows or localised distributor events such as Open Houses.
o Cold Calling. Visit prospective distributors to assess potential business fit.
o Planning. 6-week calendar of proposed activity utilising Outlook Calendar.

• Respond to all phone calls, emails and web enquiries within 24 hours. Log and record in the CRM system. Close or reset tasks to ensure appropriate follow up protocols are adhered to.
• Utilize ‘Live Streaming’ platform to further foster relationships with all customers. Whether that is with sales support, product demonstrations or training.
• Leadership of others, BDM(S), Customer Service, Operations, Warehouse.
• Maintain and develop key relationships with all distribution partners to ensure high levels of customer satisfaction.
• Achieve or Exceed Sales Budgets developed by the business in line with Ensitech Inc. goals per Month, Qtr and Annually.
• Sales Campaigns. Whether retail or wholesale, to implement the sales and marketing strategy across the respective territory using the marketing package provided.
• Liaise with customers regarding quotation requests and orders.
• Manage potential conflicts between different Distributor parties.
• Maintain accurate records within the CRM system of all interactions with Distributors and Leads.
• Support the network with training, technical, and marketing information.
• Assist in the shipment of trade exhibition infrastructure prior to and after the event.
• Assemble/ dismantle display stands at trade exhibitions.
• Ensure Customer Service standards are maintained to a high degree.

B. New Business Development

• Identify potential new markets for distribution, via existing Distributors/ Resellers or Direct Sales Agents.
• Assist with the development and launch of new products.
• Assess areas of opportunity where our distribution network does not actively service. Appoint Direct Sales Agents to promote/ demonstrate all facets of the brand. Support and close off sales to these groups.
• Report to the business, recommendations to engage with potential candidates or cease trading with existing Distributors.
• Recruit new prospects and administer the implementation of these Distributors/ Agents.

C. Reporting

• Provide factual, on time reporting, discussing sales performance, Key Initiative’s, interactions with our Distribution Partners, challenges and issues impacting the market including competitor activity.
• Track & report sales volumes/ revenues by category on a monthly basis with the support of team in place.
• Accountable for the performance of the Ensitech Inc. P&L at a local level as well as debtor performance.
• Provide feedback on future sales for demand planning.
• Update CRM system and internal sales of changes to contacts within the distribution channel.
• Actively engages in sales and company meetings.

D. Training

• Conduct regular training with our Distributors, Reseller and Direct Sales Partners/ Customers. This will be through a mix of initiatives to be further developed (see point E), to ensure we provide them with the best knowledge to adequately represent the products and brand in the marketplace.

E. In conjunction with the General Manager and Management Group:

• Assist and coordinate development of action plans to drive sales growth, profitability and brand awareness in all markets including analysis of competitors in the marketplace.
• Monitor and report market feedback from these strategies.
• Develop a training program to provide the best knowledge to our distribution partners.
• Assist with the development and regular updating of sales budgets & forecasts.

F. Other Stakeholders:

• Build and maintain strong internal relationships with all team members within Ensitech Inc. Additionally, work with stakeholders from the Australian Head Office.
• Collate and report appropriate ‘Market Intelligence’ to the Senior Management Team and Marketing Department.
• Provide feedback to the Technical Director on product issues affecting the market.
• Stay connected to our Key Supply partners and assist with Supply chain security.

G. Miscellaneous:

• Other activities as directed by the General Manager or CEO.
• Tasks & priorities are agreed upon,in consultation with the General Manager and CEO.
• Submit travel expenses within 10 days of the trip conclusion or end of month, whichever is earliest.
• Demonstrates the ability to interact and cooperate with all company employees.
• Adhere to all company policies, procedures and business ethic codes.

Authority:

• Access to Ensitech Customer files, Ensitech Shared files (Server) and ‘Customer Relationship Management’ database.

Skills, Qualifications and Experience:

• Strong self-management and organisational skills. Must be able to work unsupervised but with direct/ indirect colleagues and management to ensure goals and targets are achieved.
• Excellent written and verbal communication skills. Must be efficient, friendly and professional with a proven record of building relationships.
• Appropriate qualifications in the field of expertise. Welding or Industrial Supplies knowledge would be advantageous, Business Qualification would be highly regarded.
• Previous sales experience success in achieving KPI’s is essential.
• Prepared to be hands-on in actively demonstrating the range of products to end users and attendees at various forms of trade events including our live streaming platform.
• Above average experience using Microsoft Office Suite/ Apple hardware.
• Proactive problem solver.
• Positive attitude towards safety.
• Sensitivity to the cultural beliefs of all customers.
• Valid Driver’s License and Insurance.
• Ability to obtain a Passport to travel across North America and internationally is a pre-requisite.
• Frequent travel is expected in the role, so flexibility to travel, sometimes at short notice is essential.
• Must enthusiastically represent and uphold Ensitech’s Values to all parties, including the policies of the company.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to walk, sit, use hands, and reach with hands and arms. The employee is occasionally required to stand, climb or balance, stoop, kneel, crouch or crawl, and taste or smell. The employee must regularly lift and/or move up to 45 pounds.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently exposed to work near moving mechanical parts and fumes or airborne particles. The employee is occasionally exposed to risk of electrical shock.

The noise level in the work environment is usually loud.

Authorised By:


Ensitech Inc. Policy Statement:

Ensitech Inc. is a safety, quality and environmentally conscious company and as a result, it is the responsibility of every employee to fully understand and adhere to all of the Company’s Policies and Procedures.

Flexible work from home options available.