Total Safety, the leading global outsourced provider of integrated safety and compliance solutions and products is looking for a seasoned EHS Regional Sales Manager, to manage sales activities and personnel within a specific geographical Region and provide consultative service and selling to key customer account accounts with the assigned EHS Region.
DUTIES AND RESPONSIBILITIES:
•Develop and implement regional sales and marketing strategies that maximize opportunities to meet or exceed overall company objectives.
•Develop annual sales forecast and any adjustments throughout the fiscal year. Manages the assignment of accounts / territories to ensure effective account management, customer satisfaction and development of new business and markets.
•Sponsors and champions new growth opportunities through alliances, new products and applications.
•Works with Operations team to identify key customers, evaluate critical customer success factors and build more efficient processes to deliver quality products and services, improve responsiveness and customer satisfaction levels at the lowest possible cost.
•Review and analyze opportunities presented by sales, quotations and customer service and operations staff. Determine whether the customer philosophy fits with TS capabilities, if there are synergies with other products, services and regions and whether account will be targeted.
•Manages quotations process for the region and reviews and approves pricing on all strategic proposals, ensuring that gross margin targets are met and that content of proposal is accurate.
•Participates in negotiations of regional, multi-site and/or complex commercial agreements.
•Facilitate communications and coordinate the processes between cross-functional teams (internally and externally) to ensure that issues are address and incorporated into agreements, processes and procedures.
•Ensure that contract templates are followed according to legal and operational procedures.
•Work with Operations team to identify key customers, evaluate critical customer success factors and build more efficient processes to deliver quality products and improve responsiveness and customer satisfaction levels at the lowest possible cost.
•Prepare and make sales presentations both on key customer accounts and with members of sales team, focusing on value to customer and coordinate visits from Total Safety technical staff and upper level management to customer where necessary.
•Utilizes CRM (Customer Relationship Management System - SalesForce.com) to maintain current customer profiles including contact information and customer requirements. Prepare monthly reports and internal memos in a timely manner, to communicate and outline opportunities, to take corrective actions to resolve issues before they become problems and to assist with forecasting.
•Keep abreast of EHS products, specifications, and industry trends, competitor strengths and weaknesses and communicate new information to colleagues.
•Bachelor’s degree from an accredited university/college in related field preferred or equivalent technical and commercial experience.
• Knowledgeable of EHS topics related to EHS consulting services
•A minimum of five (5) years of sales management experience with distinguished record of sustained achievement
• A minimum of five years of Outside Sales of Commodities, Products, and Consulting Services experience in the refining / petrochemical, midstream, environmental, or industrial safety equipment and/or services industry.
•Must be proficient in MS Office programs and knowledge of departmental software programs.
•Must have knowledge of potential customers within geographical focus area. Knowledge of competitors in target markets, with an appreciation of their strategies, strengths and weaknesses.
•Must have knowledge of external economic factors, market prices, legislation, contract structures and understanding of internal economic factors including cost, margins, and profit impact of decisions.
•Ability to develop, implement and manage detailed long-term sales strategies and short-term action plans.
•Ability to work independently under limited supervision. Must demonstrate good organization and prioritization skills and consistently meet deadlines.
•Demonstrate a high level of interpersonal, communication (verbal, written and listening) persuasion, presentation, and relationship building skills in order to effectively communicate with all levels of internal and external contacts.
•Ability to modify communication and presentation style in order to relate to a variety of people and personalities.
•Must demonstrate commitment to compliance with applicable laws and regulations, an unwavering commitment to safety and health and other company policies and procedures. Must possess high ethical standards demonstrated by their approach to business.
•Must demonstrate ability to work in a team environment and willingness to assume additional or new responsibilities readily.