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Outside Sales Representative

Company: Columbus McKinnon
Location: Los Angeles
Posted on: April 10, 2021

Job Description:

We are currently seeking an Industrial Application and Product Specialist - Industrial Western Region to join our Sales team. The Industrial Application and Product Specialist will be responsible for sales growth and business development through authorized channel partners and End-User engagement.
Formulates business plans and strategies to grow overall sales revenue and market share. Engages in consultative selling with emphasis at large end users accounts. Responsible for successful implementation of commercial business programs, target marketing programs, promotions, training programs and product launches. Duties are centered on distributor development in conjunction with customer contact at key strategic end user accounts.
This position will report up through the corporate headquarters in Getzville, NY. The ideal candidate must reside in the Los Angeles or San Diego market areas. Essential Duties and Responsibilities:

  • Manage your Channel Partners and End User Customers to achieve topline sales obligations.
  • Primary sales focus is on powered and manual hoists, with rigging and engineered products savvy.
  • Cover geographic sales territories, developing and maintaining relationships with CPs and end users.
  • Conduct various training modules and cultivation of product sales at end users.
  • Develop Conquest Program targets to drive the conversion of the competitive installed base and increase CMCO penetration.
  • Manage the territory's channel partner network for sales growth and conflict minimization/resolution.
  • Analyze target account requirements and develop penetration plans with to increase market share.
  • Develop distributor relationships at all levels within the organization.
  • Utilize distribution and CMCO resources to provide the necessary level of technical expertise to the customer.
  • Resolves territory issues involving, marketing, pricing, product, warranties and product modification (specials).
  • Responsible for the measurement of distributor performance, and implementing distributor performance improvement programs, for new units and parts sales.
  • Management of new product launches and promotional programs through the channel.
  • Collect and report trends and strategies of competitors to Sales Management.
  • Actively seeks out and participates in both formal and informal training opportunities.
  • Takes an active role in coaching distribution personnel and evaluating their competency in the support of all CMCO Hoist & Rigging brands, products and services.
  • Frequently performs joint sales calls with channel partner sales people including but not limited to product demonstrations and application assessments.
  • Provide sales opportunity funnel and sale forecasting input.
  • Assures that CMCO has a consistent high level of distributor capabilities to serve customers in the assigned geography.
  • Demonstrates an understanding of distributor key business drivers.
  • Delivers sales workshops as needed to demonstrate capabilities.
  • Differentiates CMCO products and services from competition utilizing product and non-product factors.
  • Supports corporate and cooperative sales initiatives such as Strategic Accounts, Vertical Markets, and Training.
  • Thoroughly understand the regional marketing programs and carry out effectively every part that applies to the territory.
  • Carefully plan the use of time by scheduling activities in advance to provide maximum time for actual selling.
  • Consultative selling to end users and channel partners.
  • Report territory activity and results Sales Management and the organization at large.
  • Make effective use of selling aids and literature at every opportunity, recognizing benefits and advantages of CMCO's entire Hoist and Rigging product portfolio.
  • Maintains territory account records in a good, complete and up-to-date fashion. Account records should include complete address, phone numbers, personnel contacts and record of call and or sales activity.
  • Investigate credit department communications and handle within reasonable limits.
  • Responsibly manage expenses staying within assigned budget and adhering to corporate Travel & Entertainment guidelines.
  • Ensure that distributor inventory levels are appropriate to support market demands.
  • Other duties, tasks, and responsibilities as assigned by Regional Sales Manager Critical Competencies:
    • Ability to sell solutions and services beyond products to achieve financial goals.
    • Reasoning abilities and analytical thinking
    • Self Starter, ability to function independently without close management.
    • Strong communication skills, both written and oral. Strong presentation skills.
    • Well-organized relative to time and territory management, and associated administrative functions.
    • Strong interpersonal relationship skills.
    • Ability to prioritize and work the necessary hours to effectively execute the job responsibilities.
    • Responsible handling of expenses, demo and trial equipment, and other company assets.
    • Knowledge of material handling products and their applications.
    • Proficient in computer related skills. Qualifications:
      • Bachelor's degree (B. A.) from four-year College or university
      • 3-5 or more years related sales experience
      • Experience in industrial sales and selling through industrial distribution preferred.
      • Knowledge of technical products and distributor functions.
        About Columbus McKinnon:We design and make material handling products and solutions, but the most important part of our business is our people. We have been a hard working company for over 140 years - proud of our heritage, where we come from, and where we're going. As Columbus McKinnon grows, so does our need for driven and inspired employees. We are publicly traded and expanding globally - to new markets, geographies, and distribution channels. Join our winning team! Columbus McKinnon Corporation promotes a diverse and inclusive workforce and is an Equal Opportunity Employer that does not discriminate against employees or applicants for employment on the basis of race, color, national origin, ancestry, age, religion, sex, gender, gender identity, gender expression, sexual orientation, physical or mental disability, medical condition, genetic information, military or veteran status, marital status, or any other Federal or State legally-protected classes. We also value the safety of all associates and work hard to maintain a Drug Free Workplace.

Keywords: Columbus McKinnon, Los Angeles , Outside Sales Representative, Sales , Los Angeles, California

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