Astec Industries

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Industrial Regional Sales Manager

Job Title

Industrial Regional Sales Manager

Job ID

27754846

Location

Chattanooga, TN,

Other Location

Description

BUILT TO CONNECT

Astec is a global, environmentally focused infrastructure and manufacturing company of asphalt road building and aggregate processing. Our mission is to design and build the most innovative products for the industries we serve. Leveraging innovative solutions and technologies, we serve customers all over the world.

ABOUT THE POSITION

Responsible for achieving sales targets and developing assigned region/territory to maximize and grow market share through new and existing customer relationship sales.

Key Deliverables

• Communicate with new and existing customers to develop relationships and determine needs.
• Prepare proper documentation for sales and special request estimates and quote prices based on sales guidelines and margins.
• Provide customers with technical support on all equipment purchased from Astec.
• Deliver accurate sales reports monthly, quarterly, and annually.
• Meet and exceed top line and profit sales targets as defined annually for the territory.

Key Activities & Responsibilities

• Manage sales budget for assigned territory or region.
• Achieve monthly, quarterly, and annual sales and order backlog targets.
• Prospect for and develop new customer accounts, while maintaining long-term relationships with existing customers.
• Establish and manage sales account relationships within assigned territory.
• Establish and qualify new leads using resources such as marketing materials, existing product portfolio, and trade shows.
• Develop professional relationships with customers in person, over the phone, and electronically.
• Efficiently call on customers and return customer inquiries.
• Learn about new products and industry trends.
• Provide concise on-time sales reports.
• Maintain knowledge of heavy equipment markets and product lines for both Peterson Pacific and competitors’ equipment.
• Communicate Astec’s value to prospects, as well as product line advantages/benefits.
• Persuasive with customers to assist in generating, negotiating, and closing sales.
• Operate equipment to demonstrate for customers and/or train customer personnel.
• Instruct customers on proper equipment operation and basic maintenance.
• Report defective materials, equipment, or questionable conditions to supervisor/manager to identify and correct the root cause.
• Attend weekly department safety meeting.
• Complete all other duties assigned by Director of Sales.

To be successful in this role, your experience and competencies are:

• High School Diploma or General Education Degree (GED) required; Associates or Bachelor’s degree in chemical, mechanical, or electrical engineering preferred; or a combination of equivalent education and experience; some previous work-related experience is a plus
• 3+ years of heavy equipment sales experience, closely related sales experience, or demonstrated abilities through on-the-job training or education with proven sales track record
• 3+ years of experience with Microsoft CRM or similar customer relationship management software
• Knowledge of commonly used concepts, practices, policies, and procedures within the forestry and recycling industries, heavy equipment sales, and chipping and grinding applications
• Sales cycle understanding preferred
• Maintain positive, cooperative working relationships with customers, vendors, coworkers, and management while working both individually and as part of a team
• Demonstrate professional, courteous, and persuasive communication skills with customers, supervisors, and coworkers
• Skill in working efficiently and accurately to keep up with sales territory requirements
• Capacity to learn quickly, adapt, multitask, and be self-motivated to follow through with responsibilities
• Strong Internet research, social media, and lead generation skills preferred
• Rely on experience and judgment to plan and accomplish goals and cope with pressures, deadlines, and rapidly changing situations
• Strong verbal, written, interpersonal, and presentation skills

Travel Requirements: 80% local travel and 20% overnight travel

OUR CULTURE & VALUES

Employees that become part of Astec embody the values below throughout their work:

• Continuous devotion to meeting the needs of our customers
• Honesty and integrity in all aspects of business
• Respect for all individuals
• Preserving entrepreneurial spirit and innovation
• Safety, quality, and productivity as means to ensure success

WORK ENVIRONMENT

Office

While performing the duties of this job, the employee is regularly exposed to risk of injury in an office environment and occasionally a manufacturing shop plant environment. Duties include a typical office setting including extensive computer work, sitting, or standing. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EQUAL OPPORTUNITY EMPLOYER

As an Equal Opportunity Employer, Astec does not discriminate on the basis of race, creed, color, religion, gender (sex), sexual orientation, gender identity, marital status, national origin, ancestry, age, disability, citizenship status, a person’s veteran status, or any other characteristic protected by law or executive order.