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ESPEC North America · 1 day ago

Field Sales Manager

Hudsonville, MI

Full-time

Hybrid

Senior Level, Lead/Staff

10+ years exp

ESPEC North America is a partner in environmental and accelerated reliability test chambers and solutions, focused on providing high-quality and reliable products. They are seeking a Field Sales Manager to lead and develop a team of Regional Sales Managers, ensuring they meet booking targets while maintaining compliance with ISO standards and improving customer satisfaction.

Manufacturing

Responsibilities

Maintains and improves Field Sales group policies and procedures ensuring full compliance with relevant ISO Standards

Reviews monthly booking reports, updates booking forecasts and conducts market trend analysis

Provides quarterly sales forecasts broken down by product and region

Establishes and adheres to the annual budget set for the group

Provides leadership and guidance to Regional Sales Managers (RSMs)

Establishes and monitors key performance indicators (KPIs) for individuals and the team

Collaborates with RSMs to optimize the performance of Independent Sales Representative Groups by focusing on skill development, knowledge enhancement, territory coverage optimization, and succession planning

Develops plans for the personal and professional development of RSMs

Develops plans for sales growth across all regions

Facilitates staff development by identifying training needs; providing resources; monitoring progress; providing feedback; and supporting individual and group efforts

Builds and maintains customer relationships through regular visits to support booking targets

Improves customer satisfaction, strengthens relationships, and drives sales growth

Collaborates with other departments to exceed customer expectations and achieve booking objectives

Frequently interfaces with the Service Group to provide seamless support for customers

Champions the problem-solving process and ensures consistent application for continuous improvement

Collaborates with other internal groups to resolve regional sales challenges, escalate critical issues, remove obstacles for customers, and streamline processes

Frequently interfaces with Inside Sales, Sales operations, Marketing, Production, Engineering and Shipping to assist RSMs, Sales Reps and Customers

Assists RSMs in identifying Key Customers and Critical Industries and Market Segments as targets for programs to increase Market Share

Works with Marketing to develop and recommend effective communication and promotional strategies

Reviews customer terms and conditions and negotiates acceptable modifications to mitigate risks and protect ESPEC’s interests

Work with RSMs to develop annual booking forecasts, monitor progress and address any gaps as necessary

Moderate travel required

Other duties as assigned

Qualification

Sales ManagementCRM SystemsERP SystemsMicrosoft OfficeMarket Trend AnalysisTeam ManagementCustomer FocusProblem SolvingCommunication SkillsAdaptability

Required

Bachelor's Degree in (Business, Sales, Marketing, or Technical Field) required

Minimum of 10 years of Sales Management experience is required

Mid-level computer skills required, including the use of Microsoft Office (Word, Excel, Email, Teams)

Previous experience using CRM and ERP systems is required

Strong background and experience in Sales, and diverse experience in a Manufacturing environment is preferred

Ability to read and comprehend multiple step instructions (in the English language), short correspondence, and memos

Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations

Ability to write reports, business correspondence, and procedure manuals

Ability to effectively present information and respond to questions from groups of Employees, Managers, Sales Reps, Distributors, Affiliated Companies, and Clients