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Work at the forefront of automotive innovation with ZF,
one of the world’s leading automotive suppliers.

Regional Sales Manager-Parts

Location: 

Pleasant Prairie, WI, US

Req ID 35228
   

The Regional Sales Manager is responsible for managing, directing, training and coordinating independent sales representative companies within a specific geographic territory, in addition to preparing sales forecasts and market research in order to maintain current business at profitable levels and promote overall business growth by targeting new business opportunities and fostering profitable relationships with potential customers.

 

Responsibilities

  • Direct independent sales representative for manufacturers in the region. 
  • Lead in the development of sales targets and strategic business objectives; evaluate performance on a monthly basis. 
  • Establish special quotes/pricing for customers and distributors in the territory.
  • Conduct three performance reviews annually for each representative company. 
  • Analyze performance of the historical performance reviews and establish new objectives for the future based on trends and projections.
  • Recommend termination of representatives based on performance metrics and comparative analysis of targets and objectives. 
  • Screen new applicants; participate in the final interviews and in the decision process for new representative companies.
  • Provide on-going product and application training for all of the representative’s personnel. 
  • Conduct distribution training for all franchised distributor personnel, in all branches as coordinated with the Distribution Manager.
  • Assist in preparations for annual EDS conference and participate in the distribution review and planning meetings as needed.
  • Provide direction to the OEM and Distribution customer service representatives regarding day-to-day activities and establish policies and standards for each representative organization.
  • Present demand management processes/standards to key (selected) customers and demonstrate forecast link to support our business system (link is business critical for an accurate 18-month rolling forecast) along with proper material authorization protecting the company. 
  • Establish the demand management process in each representative territory to conduct a rolling 18-month forecast and measure performance with a monthly evaluation of accuracy to the forecast (by line item).
  • Lead and develop processes for acquiring competitive information within the region and report information to the proper sales and marketing personnel in order to assist in the establishment of a competitive analysis database.
  • Implement an NBO (New Business Opportunity) report in representative territory in order to provide monthly metrics for the creation of follow-up procedures and an optimal tracking system for all new opportunities. 
  • Prepare and make formal quotation presentations for large customer opportunities.
  • Lead the representative territories in the development of an annual sales forecast for use in developing the division’s annual budget.
  • Develop and implement advertising/promotional programs for distribution sales teams coordinated with the Distribution Manager to increase overall sales and capture new business opportunities. 
  • Drive and support continuous improvement efforts. 
  • Identify and approve split commission opportunities.
  • Establish a technical competency on all products and capabilities and continuously improve those competencies. 
  • Participate on advisory boards for interdepartmental and international sales and marketing committees. 
  • Serve as a member of a divisional cross-functional team for projects as needed.
  • Maintain professional and technical knowledge by attending educational workshops, formal training, reviewing professional publications, establishing and expanding professional networks, and participating in professional societies and trade shows.
  • Participate in the development and continuous improvement of departmental guidelines and procedures.
  • Comply with all TS16949 policies and procedures.
  • Perform other duties as assigned.

 

Qualifications

  • Bachelor’s Degree in Business Administration/Marketing or Electrical/Industrial Engineering and/or equivalent combination of related education/experience
  • 5+ years of experience with industrial and regional sales, distribution, inside sales and customer service, market research and analysis, sales promotion and field sales training
  • 2+ years of experience with independent sales representative companies
  • Proven project and time management abilities
  • Broad knowledge of a discipline, such as electronics engineering or product design/development, with a high-level expertise in industrial/regional sales distribution chains, strategic marketing initiatives/research, or inside sales and customer/engineering service management.
  • Solid problem solving and analytical skills
  • Ability to work in an intercultural environment with international colleagues
  • Ability to influence and engage personnel and management at multiple levels within internal and external organizations
  • Willingness to travel frequently both domestically and internationally
  • English language competency – both oral and written
  • Superior interpersonal communication and listening skills

 

Be part of our ZF team as Regional Sales Manager-Parts and apply now!

 

DIVERSITY COMMITMENTTo harness the power of innovation, we invest in the development of diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to our company.Our company is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with us and are in need of accommodation or special assistance to navigate our website or to complete your application, please contact us. Requests for reasonable accommodation will be considered on a case-by-case basis.ZF is an Equal Opportunity and Affirmative Action Employer and is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.Equal Employment Opportunity/Affirmative Action Employer M/F/Disability/Veteran

Our Commitment to Diversity

ZF is an Equal Opportunity and Affirmative Action Employer and is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.


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