The Regional Sales Manager will be part of our EMEAI sales team and will primarily work to increase market share and increase sales in the territory assigned. Main responsibilities will be to develop business with both existing and new customers, introduce new products, manage distribution channels, and achieve sales, value, and margin objectives and grow market share. They will also be responsible for developing new business with new accounts in the Scandinavian market.
The focus will be on growth by adding value to our customers as you work with our distributors and end-users, by training them and sharing your expertise in product specification, application, and sales skills. You must have an expert level knowledge of the market, while maintaining a detailed understanding of how Arlon works internally. This is an exciting role in a fast-growing business within a dynamic sales team.
Key Responsibilities:
- Exceed Annual Sales and GM budgets.
- Distribution training and management.
- Maintain and grow current channel revenue.
- Develop and implement regional business plans for market share growth in accordance with marketing objectives and project needs.
- Drive sales, product, and service strategy within your region.
- Manage the distribution channel providing excellent support for all locations within your region.
- Set regional distributor and end user account objectives/goals and identify resources and timelines to achieve objectives.
- Train distribution sales staff and perform joint sales calls with distributors.
- Build relationships with end user accounts to create distributor pull through.
- Prospect for new accounts or distributors to gain market share.
- Recommend to distributor methods to grow and expand.
- Build a relationship and work closely with our EMEA customer service team, marketing, and technical application team to satisfy our customer needs.
- Organize product training days, application workshops, and participate in fleet events participate targeting both fleet and signage customers
Sales & Business Development
- Represent Arlon brand and grow sales in territory (Scandinavia), territory is subject to change/expansion if required by the business in the future.
- Develop, cultivate, and manage leads for key products and new product introductions.
- Travel extensively within region to meet with key accounts and target leads.
- Attend trade shows and events related to sales growth and brand development.
- Train end users in products and applications.
- Identify key direct accounts and work with Arlon team to develop sales plans for each target.
Sales Planning & Administration
- Report sales activities through our CRM and other processes.
- Independently manage accounts and opportunities.
- Own customer satisfaction of account list and coordinate with Arlon personnel to achieve expectations.
- Provide market feedback on needed Arlon capabilities/resources.
- Assist with the development of strategy deployment and action plans to achieve objectives.
- Recommend pricing strategies by market and by distributor to the product managers.
- Provide monthly reports based upon strategy deployment.
- Communicate opportunities and travel plans to supervisor.
- Engage technical resources and recommend new or custom product development.
- Develop and submit T&E expense budgets & reports to support regional management activities
Minimum Requirements:
- Previous industry experience of 5 years in the graphics signage industry (viscom) selling digital print media via direct and/or distribution channels, with an up to date understanding of the markets, product specifications, techniques, and modern printing methods such as, solvent, eco-solvent, latex, and up – is required.
- General familiarity with technical coatings and laminating processes are a distinct advantage.
- Sales education including consultative/solutions selling preferred.
- High level contacts with key end customers, convertors, distributors, OEMSs with credibility and respect within this community desirable.
- Bachelor’s degree in a business or technical discipline is desirable.
- Strong computer literacy, particularly MS word and MS excel is required.
- Candidate will need to be comfortable with high levels of travel.
- International driving license and valid passport required.
Competencies:
- Outstanding verbal and writing communication and people skills in English and one Scandinavian languages – is required.
- Good understanding of territory and time-management, with a personal goal setting driven attitude, and the ability to self-manage the “working remotely” element of this position.
- Strong influencing style and presence; articulate and confident.
- Highly committed, energetic, determined and “win-win” mentality.
Salary & Benefits:
- Competitive base salary is available
- Commission
- Pension 7%
- Car Allowance
- Healthcare contribution
- Death in Service Benefit
- 25 days vacation
