Overview
Description Who we are: ESPEC North America (ENA) is partner in environmental and accelerated reliability test chambers and solutions with a long history and deep expertise in making the world a better place through better quality, higher reliability products. Mission We continually aim to grow and evolve by building mutually responsive, innovative partnerships with our customers, vendors, and strategic allies, and creating opportunities for our team members. Our cornerstone is to be the most reliable and accessible supplier of testing solutions. Working Schedule:
8:00AM - 5:00PM Monday-Friday
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.
Qualifications
Education
Bachelor’s Degree in (Business, Sales, Marketing, or Technical Field) required.
Skills and Experience
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.
Competencies
Business Acumen: Forecasts sales accurately and manages budgets effectively; identifies and capitalizes on market trends; understands KPIs and their impact on business success.
Customer Focus: Builds and maintains strong, long-term customer relationships; understands customer needs and anticipates their future requirements.
Adaptability: Adapts to changing market conditions and overcomes challenges.
Time Management & Organization: Exhibits strong organizational and time management skills; prioritizes tasks and meet deadlines effectively.
Team Management & Leadership: Leads, motivates, and mentors sales teams; delegates effectively and fosters a positive/collaborative team environment.
Continuous Learning: Seeks feedback to improve performance; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.
Job Knowledge: Exhibits ability to learn and apply new skills; displays understanding of how the job relates to others; uses resources effectively.
Problem Solving: Follows ESPEC problem-solving process; works well in group problem solving situations, Encourages problem solving in subordinate groups; shows leadership in using problem solving.
Communications: Exhibits good listening and comprehension; keeps others adequately informed.
Cooperation: Exhibits tact and consideration; offers assistance and support to co-workers; works cooperatively in group situations.
Oral Communication: Speaks clearly and persuasively in positive or negative situations; responds well to questions; participates in meetings.
Teamwork: Gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; supports everyone's efforts to succeed.
Dependability: Decides direction; takes responsibility for own actions; completes tasks on time or notifies appropriate person with an alternate plan.
Quality: Demonstrates accuracy and thoroughness; monitors own work to ensure quality.
Quantity: Meets productivity standards; completes work in a timely manner.
Safety and Security: Observes safety and security procedures; reports on potentially unsafe conditions; uses equipment and materials properly.
Language Skills
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.
Interaction with Production Floor Employees is critical.
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 accommodation may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear.
The employee is frequently required to bend at the waist and climb or balance.
The employee is occasionally required to stoop, kneel, crouch, or crawl.
The employee must frequently lift and/or move up to 25 pounds.
The physical demands of this role include moderate travel and daily in-person interaction with key cross-functional team members in the Michigan facility.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is occasionally exposed to moving mechanical parts.
The noise level in the work environment is usually moderate.
This role will be classified as a Hybrid Job.
The role requires a significant amount of in-person attendance at the Michigan facility. Some amount of remote work may be acceptable but will be limited.
Guiding Principles
Respect: For people, cultures, and the environment
Improvement: Continuously develop and refine our work processes
Safety: Prioritize the well-being of employees and customers
Effectiveness: Work in the most cost-effective and productive way
Innovation: Embrace new challenges to deliver optimal solutions
Lawfulness: Comply with all applicable laws wherever we operate
Ownership: Take initiative, act responsibly, and be accountable
Urgency: Respond promptly to co-workers and customers
Delivery: Set clear expectations and follow through on commitments
Open-Mindedness: Stay curious, adaptable, and receptive to new ideas
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Description Who we are: ESPEC North America (ENA) is partner in environmental and accelerated reliability test chambers and solutions with a long history and deep expertise in making the world a better place through better quality, higher reliability products. Mission We continually aim to grow and evolve by building mutually responsive, innovative partnerships with our customers, vendors, and strategic allies, and creating opportunities for our team members. Our cornerstone is to be the most reliable and accessible supplier of testing solutions. Working Schedule:
8:00AM - 5:00PM Monday-Friday
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.
Qualifications
Education
Bachelor’s Degree in (Business, Sales, Marketing, or Technical Field) required.
Skills and Experience
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.
Competencies
Business Acumen: Forecasts sales accurately and manages budgets effectively; identifies and capitalizes on market trends; understands KPIs and their impact on business success.
Customer Focus: Builds and maintains strong, long-term customer relationships; understands customer needs and anticipates their future requirements.
Adaptability: Adapts to changing market conditions and overcomes challenges.
Time Management & Organization: Exhibits strong organizational and time management skills; prioritizes tasks and meet deadlines effectively.
Team Management & Leadership: Leads, motivates, and mentors sales teams; delegates effectively and fosters a positive/collaborative team environment.
Continuous Learning: Seeks feedback to improve performance; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.
Job Knowledge: Exhibits ability to learn and apply new skills; displays understanding of how the job relates to others; uses resources effectively.
Problem Solving: Follows ESPEC problem-solving process; works well in group problem solving situations, Encourages problem solving in subordinate groups; shows leadership in using problem solving.
Communications: Exhibits good listening and comprehension; keeps others adequately informed.
Cooperation: Exhibits tact and consideration; offers assistance and support to co-workers; works cooperatively in group situations.
Oral Communication: Speaks clearly and persuasively in positive or negative situations; responds well to questions; participates in meetings.
Teamwork: Gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; supports everyone's efforts to succeed.
Dependability: Decides direction; takes responsibility for own actions; completes tasks on time or notifies appropriate person with an alternate plan.
Quality: Demonstrates accuracy and thoroughness; monitors own work to ensure quality.
Quantity: Meets productivity standards; completes work in a timely manner.
Safety and Security: Observes safety and security procedures; reports on potentially unsafe conditions; uses equipment and materials properly.
Language Skills
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.
Interaction with Production Floor Employees is critical.
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 accommodation may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear.
The employee is frequently required to bend at the waist and climb or balance.
The employee is occasionally required to stoop, kneel, crouch, or crawl.
The employee must frequently lift and/or move up to 25 pounds.
The physical demands of this role include moderate travel and daily in-person interaction with key cross-functional team members in the Michigan facility.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is occasionally exposed to moving mechanical parts.
The noise level in the work environment is usually moderate.
This role will be classified as a Hybrid Job.
The role requires a significant amount of in-person attendance at the Michigan facility. Some amount of remote work may be acceptable but will be limited.
Guiding Principles
Respect: For people, cultures, and the environment
Improvement: Continuously develop and refine our work processes
Safety: Prioritize the well-being of employees and customers
Effectiveness: Work in the most cost-effective and productive way
Innovation: Embrace new challenges to deliver optimal solutions
Lawfulness: Comply with all applicable laws wherever we operate
Ownership: Take initiative, act responsibly, and be accountable
Urgency: Respond promptly to co-workers and customers
Delivery: Set clear expectations and follow through on commitments
Open-Mindedness: Stay curious, adaptable, and receptive to new ideas
#J-18808-Ljbffr