Guhring Inc
SUMMARY OF POSITION:
Under the direction of the Regional Manager, manage the sales activity of cutting tools by providing unmatched product quality, value, and support to our customers in an assigned territory. The TM will support Guhring products with unequalled service and the highest level of integrity and professionalism. PRINCIPAL RESPONSIBILITIES: Work closely with distributors and key manufacturing accounts to sell, service, and support standard catalogue and engineered special cutting tool products. Use product knowledge to sell products to national direct and distributor accounts, analyze needs, answer technical questions, and recommend solutions to grow potential sales opportunities through education-based selling. Establish customers, set up, and maintain centers of excellence and/or reference centers to promote and publish company products. Advise management of strengths and weaknesses of company products compared to the competition. Stay informed of new products, services, and general information of interest to customers. Monitor competitor activity and develop new methods of attaining distributors and new accounts. Identify which manufacturers represent 80% of the total sales potential in the region. Visit the top 20 end users in each sales territory at least once per month. Attend at least two sales planning meetings with each authorized distributor within the region per year. Develop and maintain a personal working relationship with the owner or president of each distributor in the region, maintaining regular contact. Set and pursue clear goals, taking the correct steps to achieve them. Continuously improve product knowledge and technical abilities. Document cost savings and submit reports to end users and distributors. Train and educate both inside and outside distributor salespeople to understand and promote our products. Spend 80% of selling time influencing end users to buy our products, fostering true partnerships with distribution channels.
EDUCATION:
Bachelor's degree or three to five years of related experience and/or training; or an equivalent combination of education and experience. SKILLS/EXPERIENCE:
Previous experience in a similar market and industry preferred. Three years of field experience demonstrating problem-solving and negotiation skills. Excellent oral and written communication skills. Ability to manage large territories and diverse product offerings. Demonstrated capacity to stay abreast of new technology, trends, and distributor needs. Ability to write reports, business correspondence, and procedure manuals. Ability to establish and maintain working relationships with customers, suppliers, and colleagues. Exhibits a positive customer service approach when interacting with internal and external stakeholders.
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Under the direction of the Regional Manager, manage the sales activity of cutting tools by providing unmatched product quality, value, and support to our customers in an assigned territory. The TM will support Guhring products with unequalled service and the highest level of integrity and professionalism. PRINCIPAL RESPONSIBILITIES: Work closely with distributors and key manufacturing accounts to sell, service, and support standard catalogue and engineered special cutting tool products. Use product knowledge to sell products to national direct and distributor accounts, analyze needs, answer technical questions, and recommend solutions to grow potential sales opportunities through education-based selling. Establish customers, set up, and maintain centers of excellence and/or reference centers to promote and publish company products. Advise management of strengths and weaknesses of company products compared to the competition. Stay informed of new products, services, and general information of interest to customers. Monitor competitor activity and develop new methods of attaining distributors and new accounts. Identify which manufacturers represent 80% of the total sales potential in the region. Visit the top 20 end users in each sales territory at least once per month. Attend at least two sales planning meetings with each authorized distributor within the region per year. Develop and maintain a personal working relationship with the owner or president of each distributor in the region, maintaining regular contact. Set and pursue clear goals, taking the correct steps to achieve them. Continuously improve product knowledge and technical abilities. Document cost savings and submit reports to end users and distributors. Train and educate both inside and outside distributor salespeople to understand and promote our products. Spend 80% of selling time influencing end users to buy our products, fostering true partnerships with distribution channels.
EDUCATION:
Bachelor's degree or three to five years of related experience and/or training; or an equivalent combination of education and experience. SKILLS/EXPERIENCE:
Previous experience in a similar market and industry preferred. Three years of field experience demonstrating problem-solving and negotiation skills. Excellent oral and written communication skills. Ability to manage large territories and diverse product offerings. Demonstrated capacity to stay abreast of new technology, trends, and distributor needs. Ability to write reports, business correspondence, and procedure manuals. Ability to establish and maintain working relationships with customers, suppliers, and colleagues. Exhibits a positive customer service approach when interacting with internal and external stakeholders.
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