CAREERS

Sales & Marketing

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Central United States Regional Sales & Application Manager

Summary

The Central United States Regional Sales and Application Manager responsibilities include:

  • Promoting, developing, and preserving the image of Beckwith Electric and its operating divisions within his/her assigned territory
  • Ensuring full sales support and customer knowledge of all Company products and services within his/her assigned territory
  • Attainment of sales goals and objectives by obtaining independent sales agency originations except for authorized "House Accounts"
  • Personal accountability for continued sales and service to every “House Account” and OEM in his/her territory

Primary Responsibilities

Technical:

  • Assists customers with Beckwith Electric Company’s products, specifications, and applications through visits, demonstrations, training courses, and telephone contact
  • Contributes to product specifications, application notes, and testing of user software and literature
  • Understands and uses appropriate electrical standards, such as UL, CSA, IEC, ANSI, IEEE, CE, and California Rule 21 where applicable
  • Overcomes technical and business objections of prospective and current customers by:
    • Providing technical solutions based on power system expertise
    • Possessing application knowledge of the Company’s and competitors’ product strengths and weaknesses

  • Contributes to product development ideas by understanding customer application needs and translating those needs into new product, product enhancement, or alliance partner venture recommendations
  • Works closely with Marketing, CEO, Customer Technical Support, and other Sales staff to identify new ideas for applying Company’s products

Sales Agency:

  • Evaluate, establish, and maintain a network of independent sales agents to provide total coverage for all products and services offered by the Company for those customers involved in the generation, transmission, and distribution of electrical power within his/her assigned territory
  • Meet or exceed established quotas for bookings and/or sales for his/her assigned territory
  • Keep agent contracts on a current basis with regard to terms, commissions, products, services, territories, and accounts
  • Keep Sales, Marketing and other Company personnel informed of agent assignments, changes, etc.
  • Ensure implementation of current Company policies and procedures for agency operations; make additional policy and procedure recommendations to the Director of Sales and Marketing as needed
  • Apply systematic reviews to evaluate all agencies under his/her jurisdiction for compliance with established procedures; use review results to identify sales training programs essential for agency development
  • Bear responsibility for keeping agencies informed of all relevant Company goals, objectives, personnel changes, policies and procedures, etc.
  • Provide appropriate sales training for all authorized "House Accounts" by serving as first level representative for sales
  • Accept the lead role in coordinating project and quotation activities between agencies (and Regions) to maximize sales opportunities including appropriate follow-up actions

Marketing Responsibilities:

  • Assign, direct, and support the efforts of agents to maintain thorough coverage for all users, consulting engineers, OEMs, distributors, or other sales channels involved in the generation, transmission, and distribution of electrical power
  • Convey market intelligence to the Director of Sales and Marketing
  • Integrate Company strategies through his/her assigned agents to achieve objectives, goals, and pursue tactics that target market and account penetration
  • Establish and maintain sales forecasts for assigned accounts, agencies, and total territory that provide information for use in:
    • Determining sales quotas for his/her assigned territory and sales agencies
    • Production Control planning for input to its manufacturing schedule

  • Develop bookings and /or sales quota assignments for his/her agencies that concur with the Director of Sales and Marketing’s objectives
  • Identify and develop market segments and customer accounts required to meet the Company goals and objectives for bookings and sales; ensure that the agencies assist in the development of these accounts or recommend they become "House Accounts"
  • Recommend and implement specific sales programs to promote the sale of Company products and services, to strengthen the agency sales operation with customers. • Accept the lead role in directing or providing follow-up to sales leads generated through promotional programs, market research, or quotation activity
  • Conduct product presentations and demonstration as required that promote the Company’s capabilities to gain acceptance by the customers

Administrative:

  • Supervise agents within assigned territory
  • Accept primary responsibility for proper flow of market intelligence with particular emphasis on trends, competitive activities, pricing, delivery, and technical differences
  • Accept responsibility to provide assistance where necessary in unusual circumstances for establishing customer credit and collection of receivables
  • Keep catalog and customer mailing lists current
  • Control sales expenses to meet budgets and maintain a proper ratio between selling expenses and sales for his/her assigned territory
  • Present and recommend a course of action to the Marketing and Sales Manager regarding potential solutions for problems existing between customer, agency, and Company policies and procedures

Secondary Responsibilities

  • Conduct market research, customer interviews, and other special projects as may be required for planning or necessary to achieve Company objectives and goals when requested by the CEO, President, or Director of Sales and Marketing
  • Manage the Central USA Regional Sales territory in a manner that operates within the established budget
  • Meet annual sales objectives as assigned by the Director of Sales and Marketing

Education, Experience, Skills, and Knowledge

BS/BA in Engineering, preference in Electrical Engineering or equivalent experience, and 10 years’ experience or knowledge in various phases of sales forecasting, planning, promotion, and training

Willingness to travel approximately 50% to 70% of normal work month

Experience working with and supervising independent sales agents

Field sales or product application with successful field sales experience

Knowledge of Company products and services and their applications in industries engaged in generation, transmission, and distribution of electric power and power quality

Knowledge of competitive products, services, and marketing practices

Ability to write and publish technical papers

Familiarity with Microsoft Office applications such as Word, Excel, PowerPoint

Our Compensation Package includes a Competitive Salary, Paid Vacation and Holidays, 401(k) Plan, Health/Dental Insurance, Life and Short/Long Term Disability Insurance and Educational Assistance. We are a Drug Free Workplace and Equal Opportunity Employer.

  • Apply Online

  • E-mail: jobs@beckwithelectric.com using reference Job# CUSARSM123011

  • Mail: Human Resources Job# CUSARSM123011
    Beckwith Electric, 6190 118th Avenue North, Largo, FL 33773

  • Fax: (727) 544-2015, Attn: Human Resources, Re: Job# CUSARSM123011

  • In Person: 8:00 a.m. to 5:00 p.m., Monday through Friday
    Beckwith Electric, 6190 118th Avenue North, Largo, FL 33773

The job description does not necessarily describe all duties/responsibilities and requisite skills associated with the position.