POSITION: Regional Sales ManagerLOCATION: Melbourne, AustraliaREPORTING TO: Area Sales Manager, Southwest AustraliaDIRECT REPORTS: Nil
POSITION SUMMARYThe role of the Regional Sales Manager is to actively promote the company’s products and services to a defined customer base within an assigned geographic territory to achieve the annual Sales target. The Regional Sales Manager will be the key technical point of contact for their assigned customers.
POSITION RELATIONSHIPSInternalArea Sales ManagerGeneral ManagerService ManagerCustomer Service ManagerSales colleagues
ExternalCustomers (existing & potential) – as defined from time to time
KEY RESPONSIBILITIESRegional Sales Manager responsibilities include (but are not limited to):• Through effective territory management, expand Hach Pacific business in the assigned territory seeking new opportunities and prospects in municipal and industrial markets.• Achieve monthly, quarterly and annual Sales targets as assigned by the Company.• Participate in sales activities including:- Customer site visits – existing, new and key account customers- Telephone contacts- Trade seminars and shows- Product demonstrations, training and customer seminars of Hach Pacific full range of products and services- Maintain customer activity files – including forecast, pipeline and CRM data- Preparation of quotes, perform follow ups, and effective quote funnel management- Participation in the company‘s promotions and/or advertising efforts as required from time to time- Assist Marketing in maintaining a mail list for customers in the assigned territory- Collect and report information on all competitive activity within the assigned vertical market & territory.- Create a robust relationship with contractors and system integrators.- Monitor and take action on upcoming projects working closely with the project team.- Build knowledge of the applications of Hach’s existing product range, exploring new applications for the products and sharing the information with sales colleagues.• Prepare, Submit and implement a detailed annual sales plan identifying:- Sales objectives- Sales opportunities- Call cycle and key customers- Major customers and regional shows to be attended during the following fiscal year.• Manage time, diary and administration effectively and efficiently:- Movement Schedule (calendar)- Active weekly call plan- Keep all administrative activities in order, including expenses- Maintain customer activity files including quotes, funnel and sales opportunities in company’s CRM or by other reporting tools, as required• Positive participation and leadership in the company’s Team environment, effectively working with AUS and NZ sales, service and support teams.• Work with rest of the territorial staff as a team member to meet objectives.
COMPANY COMMITMENTS• The Company is committed to providing the highest quality products and services to new and existing clients. All Hach Pacific employees are expected to contribute to enhancing the Company’s reputation and success.• In keeping with our reputation for quality and service, all Hach Pacific employees are expected at all times to conduct themselves in a manner conducive to good relationships with our clients and other staff as well as ensure that a high professional standard of presentation and performance is maintained.• All Hach Pacific employees are responsible for the maintenance of Health & Safety standards and practices as required by legislation and Company policies and procedures.• All Hach Pacific employees are expected to respond flexibly and quickly to any changes required by the Company, its clients and the requirements of the industry. All Hach Pacific employees may be required to undertake any duties within the Company’s operation as required, subject to the extent of your skills and training or as requested by your manager for which you have the appropriate skill.
TRAVELFrequent domestic travel is a requirement of this role (typically 50-70%). Occasional international travel may also be required.
PERSONAL QUALITIES, QUALIFICATIONS & EXPERIENCEEDUCATION/ACHIEVEMENTSEssential:
• Relevant Trade or Tertiary qualification (e.g. Science, Chemical Engineering)
• Minimum 5 years B2B sales experience (selling technical products)• Demonstrated experience achieving outstanding sales resultsPreferred:• Water instrumentation, equipment, and process knowledge• Has relevant current customer contacts in the assigned territory• Use of SalesForce.com or similar CRM to actively manage a sales territory
• Ability to adapt to structured business processes & apply standard work.• Valid driver’s license• Well-developed sales & negotiation skills• Strong technical understanding• Excellent communication skills (written & verbal)• Self-starter, able to work independently• Excellent time management• High degree of computer literacy
Preferred:• Strong commercial acumen• Business development experience
Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available here.