SUMMARY
Directly responsible for all sales and all business development activity in respective region, including the achievement of objectives set as part of the overall company and region business plan. Plans, organizes, and administers Machine Tools Division sales activities including planning, forecasting, training, product planning, sales expense, and employee relations.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
-Meet established sales objectives within territory through distributor sales organizations, field sales activities, and direct sales activities that secures maximum sales to support the division operating plan including performing and directing the following sales activities:
-Evaluate market potential with Distributors to identify and grow new Murata customers and meet or exceed the companys annual goals for new customers for all levels of project sales (i.e. quick-sale, turnkey). Maintain existing distributor and customer relationships to expand new-business potential within existing customers.
- Under the direction of the NA Sales Manager, manage the territory Distributor Sales organization by setting goals and objectives through the distributor sales management across all levels of project sales (i.e. quick-sale, turnkey). Prepare and conduct quarterly reviews with distributor sales organizations. The quarterly report will be submitted to Murata Sales Management for review.
- Maximize company profit through the sales of products in territory.
- Build and maintain strong relationships with Dealer Management and Field Sales with frequent contact (visits, ride-alongs, phone calls, emails and especially frequent reviews) as to drive more sales.
- Establish short and long-term business plans for region covering future investment areas such as: -Dealer enhancement/changes -Competitive strategies.
- Develop distributors to maximum utilization and opportunity within region through training, appraisal, and counseling and strategy development.
-Receive and submit a monthly report from distributors identifying opportunities, closed-won, close-lost (reasons), etc. for all levels of project sales.
- Manage and maintain the territory sales activities through the company CRM (Salesforce), including lead nurturing, opportunity management, account, and distributor maintenance according to Murata required standards.
- Complete budgetary quotes and quick-sale quotes for distributors and/or customers as needed.
- Supply required documents and project information to the Proposals Department to generate accurate and complete quotation for customer.
-Review customer quotations, economic justifications, arrange and conduct product demonstrations and project negotiations to close-win orders.
-Prepare and supply technical documents, manuals, machine, and systems data needed by distributors and customers as needed. Assist Customers in preparing for machine installation, including appropriate Customer training and selection of accessories such as tooling and repair parts.
- Manage and maintain accurate sales forecasting through the company CRM (Salesforce), sales activity reports, market analysis and market share information, competitive and industry trends, and monthly updates to keeps management informed of trends and activities in the territory.
- Participate in company business plan process and review.
- Assist and coordinates with Aftermarket Services and Finance to maintain good customer relations and image, minimizes receivables, minimizes warranty and product liability costs, and identifies needed areas of product improvement.
- Assist the Marketing communications by participating in trade shows, presentations, and participation in technical seminars and associations, and recommends new sales aids or changes.
- Recommend the development of new products and expanded use of existing product lines or modifications including market studies, marketing field tests, and development programs.
- Direct the development of procedures and practices and recommend product changes to continuously reduce product and operating expenses as measured by the Turning Departments performance.
- Make recommendations regarding adjustments to prices, terms of sales, distributor selection, and territory and distributor agreements.
- Maintain an effective relationship with other Field Sales and Service personnel and other functions and represents the Machine Tools Division to promote good business and community relationships.
