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Regional Sales Manager

Company: Atkore International
Location: Philadelphia
Posted on: December 3, 2017

Job Description:

Job DescriptionPlease note that even though this position will be based out of Philadelphia, relocation will not be required unless you live outside of the Northeast region. Applicants outside of the Northeast region will be considered, but relocation will be required. Atkore International is an industry leader in the manufacture of Electrical Raceway and complimentary high value products, serving a wide range of construction, electrical, fire and security and mechanical applications. Atkore is comprised of three Business Units: Cable Solutions, Conduit & Fittings, (Electrical Raceway) and Mechanical Products & Solutions. Publicly traded and steadily growing, we have more than 3,300 employees worldwide. We are looking to add a dynamic, driven, and experienced for an Eastern Regional Sales Manager for the Cable Solutions Business Unit to grow and develop business in the eastern region. Serving as a cable tray products and solutions provider for construction projects. The Regional Sales Manager (RSM) position is the leader of the end-user pull through strategy and is responsible for selling the cable management for Cable Solutions. This position is responsible for driving BU strategic initiatives working alongside the electrical raceway sales team and Agent sales force. The RSM will also be responsible for growing sales in the company’s desired vertical markets and ensuring that we have the needed pull through demand by driving end-user focus. Reporting to the General Manager for Cable Management and working closely as part of the regional management team, this positions primary focus is on promoting and developing our position to all vertical markets serving existing customers and building new relationships with General Contractors, OEM’s Equipment Manufacturers and the Distributors of this equipment, Architects and Specifying Engineers. The ideal candidate will be located close to the primary markets of the Boston, NY, Philadelphia, Baltimore and the Washington regions.Responsibilities include:• Highly motivated with a strong customer focus and the ability to communicate effectively at all levels Develop strategic relationships with key accounts to sell and promote our product and services to both established and new potential customers across the region.• Develop and implement a robust follow up process in order to improve win rate and expand our scope of work through greater customer integration earlier in the design cycle promoting our capabilities as an integrated solution partner.• Exceed our objectives of revenue growth both through greater integration with existing customers and through deep market analytics expanding our customer base to include meaningful large contractors across the region. • Must be able to establish and maintain strong relationships throughout the sales cycle. The sales engineer would be responsible for working directly with the contractor and end user to design build the Cable Solutions package in the desired space.• Responsible for development and delivery of product demonstrations to prospective clients• Identifies current and future customer service requirements by establishing personal rapport with potential and actual customers and other persons in a position to understand service requirements. Provides product, service, or equipment technical and engineering information by answering questions and requests.• Establishes new accounts and services accounts by identifying potential customers; planning and organizing sales call schedule.• Manage, develop and improve the win rate through key account selection and value proposition development and delivery.• Promote our innovative support solutions which dramatically reduce onsite installation time and provide a great degree of future flexibility to engineers, architects and specifiers benefiting both the Contractor and the End User.• Generate project specifications with a focus on end-user vertical markets such as, but not limited to Industrial, Construction and Architects and Engineers• Liaise with the local Regional Sales Manager to ensure projects are progressed and secured via the Electrical Distribution channel with the emphasis on maximizing profitable revenue growth• Progress leads supplied from various sources such as, but not limited to Dodge, PEC, Web• Site Visits to identify new opportunities and discuss projects with consultants and contactors.• Develop strong internal relationships with BU product marketing, technical and customer service departments• Work with and manage Atkore agent sales network to drive project growth and specifications to deliver profitable top line revenue growth required to meet/exceed BU goals.• Drive continued growth for our product portfolio of Atkore products through distributors as well as key end-user influencers and specifies at the architecture, electrical engineering, government/municipality, and electrical contractor levels.• Educate and train Distribution on products, including lunch and learns, demonstrations, and job site visits.• Enter, track, manage, and report on projects, opportunities, and territory sales plans using Salesforce.com and other tools as needed• Profile and report on competitive market intelligence, including strengths and weakness. Consistently report VOC back to the BU product management teams to help drive Atkore Innovation initiatives• Drive sales of new products from every Business Unit and ensure that the agents are trained and focused on our Innovation initiatives.• Assist in the evaluation and processing of field quality complaints and return• A strong electrical and / or mechanical technical background• Experience within a sales orientated environment– electrical or specification sales Requirements:• Executive level sales management experience• Strong communication skills• The ability to build upon existing and build new strong customer relationships• Possess a strong engineering and technical aptitude• Strong understanding of the general construction engineer bid tender process• Above average financial acumen with a good head for math• Possess the ability to both think and act strategically toward long term goals and tactically reacting quickly to changing market conditions• Must be a team player• Bachelor's Degree Required Mechanical/Electrical Engineering or a related field is strongly preferred• Must have a minimum 5-10 years of proven electrical industry or related experience• Excellent communication, negotiation, presentation and analytical skills• Excellent computer skills with proficiency in the use of Salesforce.com and Microsoft Office applications• Must have experience working with electrical contractors and working knowledge of the NEC and NEMA.• Must be willing and able to work remotely and travel at least 80% of the time Atkore International offers a competitive salary package in addition to a comprehensive benefits package including a 401(k) with company match. Atkore International is a diverse company that believes its employees are the foundation for investing in its future. Diversity and inclusion are key to growing our business and providing a work environment that fosters contributions by all employees. Atkore International is an Equal Opportunity Employer and does not discriminate because of age, color, disability, ethnicity, marital or family status, national origin, race, religion, sex, sexual orientation, military veteran status, or any other characteristic protected by law.Company DescriptionAtkore International is an industry leader in the manufacture of Electrical Raceway and complimentary, high value products, serving a wide range of construction, electrical, fire and security, and mechanical operations.

Keywords: Atkore International, Philadelphia, Regional Sales Manager, Sales, Philadelphia, Pennsylvania

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