| Company: | ESAB
FLORENCE, SC |
| Job Location: |
All Counties in All States |
| Employment Type: | Full Time |
| Department: | Sales |
Description: |
| TSM- Generalist is responsible for achieving sales goals each year by selling ESAB's full line of products to end users, primarily through distributors, in a defined geographic territory. The TSM-Generalist role consists of six major activities as outlined below. |
Duties: |
1. Meet or Exceed Sales Goals:
a. Determine with the Regional and Area Sales Managers the sales goal achievement required to meet ESAB’s financial goals. 2008 goal is 10% in revenue growth for Equipment and 12% volume growth for filler metals.
b. Use ECCS to plan and manage Target Account Selling
c. Must still sell full product line for both Filler Metals and Equipment businesses.
2. Develop Prospective End Users, Alone or With A Distributor Salesperson: (Potential Target Accounts)
a. Actively seek out new business opportunities and find at least one new target per month.
b. Establish and maintain relationships with end user decision-makers
c. Develop and call on new prospects from distributors, customer referrals, etc.
d. Understand the end user's needs and wants by utilizing the Integrity Selling and the TAS processes to determine the end users situation, their compelling events and your sales strategies and tactics.
e. Present ESAB solutions to end users
f. Position the distributor to serve the end user on a day to day basis
g. Support the National Accounts Program
h. Leverage additional distributor business by pull through end user sales to the distributor.
3. Develop Current End Users, Alone or With a Distributor Salesperson:(Target Accounts)
a. Establish and maintain relationships with end user decision-makers
b. Aggressively defend your position from competitive pressure. Highlight the features/benefits of ESAB products
c. Coordinate training for end users
d. Position the distributor to serve the end user on a day to day basis
e. Support the National Accounts Program
f. Aggressively defend your position from competitive pressure.
4. Develop Channel Partners in assigned geographic area:
a. You must develop a call plan where you call on your distributors and you must show up!
b. Convert distributors that currently purchase from other vendors to ESAB equipment and filler metals.
c. Execute Push Selling (stocking) through Advantage distributors.
d. Demonstrate success with marketing and selling promotions.
e. Merchandise the Advantage distributor’s showroom floor. And get filler metal in their warehouse. If the distributor does on stock it, he will not sell it!
f. Set Goals with distributor management, and hold them accountable for living up to their agreements.
g. Establish and maintain relationships with all distributor management including senior level and operations level management.
h. Encourage distributor sales representatives to accompany you on sales calls.
i. Insure conversion products are entered into the company’s min/max inventory.
k. Aggressively defend your position from competitive pressure.
5. Handle Customer Service Issues
a. Field calls from end users and distributors. Return calls quickly.
b. Use CCARES to report all situations where a customer was not satisfied.
c. Determine the appropriate ESAB response to issues
d. Respond professionally and promptly to issues
e. Assist ESAB in getting to the root cause of problems and solving issues most efficiently
6. Plan Work And Share Information
a. Research territory for best opportunities and plan to exceed 1% revenue growth.
b. Make appointments with distributors, current end users, and prospective end users.
c. Use ECCS to report calls on end users and distributors.
d. Use ECCS to record Target Accounts & TAS Accounts and the results of your sales efforts on Targets and TAS accounts.
e. Use the TOP 25 End User management tool.
f. Maintain regular communication with RSM/ASM and others
• Check for voice messages at least 3 times a day, (both Audix & cell phone)
• Complete ECCS and replicate ECCS call reports daily
• Respond to e-mails daily
• Respond to calls from customers, distributors, and ESAB employees in 4 hours.
• Respond to all requests in a timely fashion
• Prepare a monthly, written Marketing Intelligence Report
g. Operate within expense budget
h. Manage 201/203 Accounts and stay within budget.
i. Respect and maintain Company Property. Be a safe driver.
j. Support teamwork within the region, i.e., open houses, vacation back up and team selling efforts.
|
Qualifications: |
Prior sales experience in an industrial setting.
Qualified applicants may apply electronically at www.esabna.com.
ESAB Welding & Cutting Products is an Equal Opportunity Employer |
