Summary:

Responsible for the sale of NMC’s Aerial products in a specified region or major geographical area. This position sells the Company's Aerial products and services using technical, organizational, and customer knowledge to influence customers and assist them in applying the products to their needs resulting in revenue generation. In addition, the position provides input and participates in the marketing, market planning and technical development of products and services. This position is responsible for the revenue, profit and/or loss.

Duties:

1. Properly manage Profit and Loss statement. Analyzes and controls expenditures of to conform to divisional budgetary requirements. Develops a operating/business plan that supports the divisional and corporate SAI’s and business plan. Effectively manages the plan through to completion while meeting all regional revenue targets and standards. Makes strategic decisions to ensure profitability.
2. Acts to align goals with the strategic direction of the sales division and NMC. Reviews market analyses to determine customer needs, volume potential, price schedules, discount rates, and assists in development of sales campaigns to accommodate goals of the department.
3. Directly supervises sales representatives. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsible for interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; Addresses performance management challenges in constructive and timely manner. Provides tools and resources necessary to build career path for sales subordinates.
4. Assists sales staff with organizational skills, account strategies and sales forecasting/territory activities and planning. Develops and increases sales revenue to meet assigned targets. Directs channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals. Ensures that everyone within the assigned division understands how their work relates to the achievement of regional, divisional and Company goals.
5. Manages the customer sales activity and oversee the efforts to retain, develop and activate past customers. Use NMC marketing and information resources to attract new customers and identify prospects that are likely to become excellent long term customers.
6. Hands-on managerial style. Proactively manages the performance and activity of subordinates. Mentors/coaches regional sales staff with the goal of consistently elevating the selling skills and professionalism of all regional employees. Efficiently manages change and transition.
7. Delivers sales presentations to key clients in coordination with sales representatives. Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals.
8. Positively and effectively communicates within division and across NMC channels. Coordinates liaison between sales department and other sales related units and departments.
9. Maintains knowledge of current industry trends and marketplace area and develops regional plans accordingly to prepare for opportunities and problems. Recommends new products, upgrades and enhancements based on customer expectations and communicates to the division’s President. Keeps informed of new products, services and other general information of interest to the company and customers.
10. Participates in sales forecasting and planning in an effective manner by researching, developing & maintaining long & short range sales & marketing plans. Maintains a staff awareness of strategic plans and procedures.
11. Develops and maintains communication in a cooperative and professional manner with all levels of staff and customers. Heavy focus on customer relations.
12. Assists with the planning of sales exhibits. Represents company at trade association meetings to promote the Aerial product line. Participates in education and training conferences on selling and marketing programs. May assist or coordinate in leading sales meetings to include site selection and agenda preparation.

Supportive Job Functions:

1. Protects the resources of NMC, Inc. – including equipment, proprietary information, client base, and all products, services and data elements meant for sale or for the exclusive use of NMC, Inc. employees.
2. Prepares periodic sales reports showing sales volume and potential sales. May recommend or approve budget, expenditures, and appropriations for research and development work.
3. Supports employees by providing appropriate training and skills for them to succeed.
4. Performs other miscellaneous duties as assigned by management.*

*These tasks do not meet the Americans with Disabilities Act definition of essential job functions and usually equal 5% or less of time spent. However, these tasks still constitute important performance aspects of the job.
 

Qualifications:

1. Prior successful management of P & L.
2. Knowledge of Aerial Equipment Industry.
3. A proven knowledge of sales channels, direct marketing, competition, and marketplace. Knowledge of sales and marketing practices and procedures.
4. Previous sales management experience with demonstrated success path in leadership. Must have the ability to communicate with co-workers, clients and various business contacts in a professional manner. Ability to resolves conflicts and complaints arising from consumers, representatives and managers. Must be Customer Service Oriented.
5. Strong oral, written and verbal communication skills are required. Above average PC skills preferred. Familiarity with MS Office a plus.
6. Must be able to handle multiple job assignments on a daily basis while meeting regional/divisional objectives and deadlines. Strong time-management skills necessary.
7. Strong analytical/business-case skills necessary.
8. Ability to recognize, recruit, hire, train and develop a career path for new associates.
9. Ability to mentor/coach representatives, help in closing sales from a mentor position and lead organization to new levels of success.
10. Demonstrated problem solving and negotiation skills.
11. 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 managers, clients, customers, and the general public.
12. Must be able to travel up to 50%.

Education and Experience:
Bachelor’s degree in Business or related field preferred. Five to seven years of industry related experience in sales/operations management is preferred or equivalent combination of education and experience.