12 months ago
Job ID #: 10968
Location: US - Illinois - Mount Prospect
Functional Area: Sales
Division: PIP - Measurement & Calibration Technology
Position Type: Full-Time Regular
Education Required: Bachelors Degree
Experience Required: More than 10 years
Hours of Work:
Travel Percentage: 70
Rauland, a division of AMETEK INC., is a business unit in the Measurement, Communications and Technologies division of AMETEK, INC. Rauland is a leader in integrated communications technology. We design and manufacture Nurse Call Systems for the medical industry and school critical communication systems for the education K-12 market.
A pioneer and an innovator, Rauland has been setting new standards for integrated communications technology and service for more than 80 years. From our headquarters in Mount Prospect, Illinois, we've built a solid reputation for our dedication to quality design, manufacturing and customer service.
AMETEK, Inc. is a leading global manufacturer of electronic instruments and electromechanical devices with 2015 sales of $ 4 billion. AMETEK has over 15,000 colleagues at more than 120 manufacturing locations around the world.
AMETEK is a New York Stock Exchange-listed company (ticker symbol: AME) and a recent addition to the S&P 500. We strive to recognize, appreciate, and value diversity within our corporate culture.
The Education Regional Manager is responsible for driving sales growth and market penetration for each Distributor in their assigned territory. Additionally, the Regional Manager is responsible for mentoring other Regional Managers and Sales/Marketing Support personnel on strategies, distributor engagement, and navigating large opportunities in all regions. Through their activities (presentation support, distributor owner influence, sales personnel management and training, etc.) distributor competence is improved.
•Distributor Management-- 1. Consult on market strategy 2. Advise on proper balance of Sales Reps and sales hours 3. Consult on Best Practices, CRM implementation, and growth strategies. This requires working with Distributor Principals and Managers to analyze their territory, assign appropriate number Sales Reps, and measure sales success.
•Mentor Regional Managers (RM1) -- 1. Consult on market strategy 2. Advise on proper balance of Sales Reps and sales hours 3. Consult on Best Practices, CRM implementation, growth strategies. This requires working with Regional Managers (RM1) to analyze their territory, assign appropriate number Sales Reps, and measure sales success.
•Sales Competency-- 1. Sales Training both Product and selling skills (Excellerate) 2. Coaching 3. Call Support (Ride-along) 4. Presentation training and coaching. Provide Rauland Product training to new Reps, working with other Regional Managers as necessary. Making calls to K-12 districts and schools routinely with sales Reps and coach them on techniques and skills. This will raise the competency level of the sales reps in increase their effectiveness.
•Sales Management-- 1. Territory Strategy and time management 2. Opportunity Management, Salesforce and Sales Funnel Management. Work with Sales Managers, Sales Reps, and Rauland Sales Support at least once per quarter to evaluate their Sales Pipeline, and monitor call activity to every account. Often Distributors do not have Sales Managers, so this is a function that RM must perform. Where distributors have a Sales Manager, RM must make sure an appropriate amount of focus is place on our products and market.
•Needs Assessment, Presentation and Demonstration Support-- 1. Needs Assessments 2. Presentation on key opportunities 3. Solution Center visits. Work with the Sales Reps on needs assessments, presentations and presentation skills, practicing as necessary and assist in planning and setup. This a primary event that drives sales and differentiates us from our competitors. Solution Center visits should be promoted.
•Market Presence-- 1. Trade Shows both National and Regional 2. Rauland Sponsored Events 3. Speaking engagements and specialty shows and events. Attend National Trades Shows as directed, and help Distributors organize and attend local or State-Wide shows. Also attend other events as the Rauland sponsor and volunteer to speak at events as a Rauland representative.
•K-12 Education Market-- 1. Understand K-12 Education Market, including Competitors and Competitive Information 2. Knowledge of Industry trends and changes 3. Experience with Partner Vendor relationships. Work with school districts to understand their Critical Communications needs. Additionally, research competitors to understand how they represent their product and features.
This position will be responsible for the Midwestern Region. Ideal candidates could be based in Illinois, Kansas, Minnesota or Iowa.
•Bachelor’s Degree (BA or BS) or equivalent in sales and sales management experience.
•Minimum of five years related sales or sales management experience in K-12 education or capital system sales.
•Presentation proficiency, Coaching and Management, Leadership and strategic, Sales and good people skills, Work Ethic and Time Management—works alone, Experience traveling.
•English only required. Must have excellent verbal communication skill, able to speak comfortably to groups of 10-100 people.
•Should have an inclination for new technology, able to set up and troubleshoot Demo systems, and teach distributor reps how to setup and use these systems, and associated technology.
•Coaching and teaching, Computer and related technology, able to travel 60%-70% as a lifestyle.
Additional Knowledge, Skills & Responsibilities:
•Sales management with a distributor channel, Capital Selling experience in K-12 education or capital system sales
•Knowledge of Computers, Networks, and Servers.
•Professional appearance, well spoken, comfortable speaking to groups, good sales skills, and strong management skills.
•Ideally 10 years of proven sales and sales management experience
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.