Field Sales Manager

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

• 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.

• 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;…