SUMMARY

The primary duty is to manage the growth of sales and profitability in the respective regions.   The position is responsible for training and supervision of the territory sales managers, as well as customer relations and marketing input within the respective areas.

*Must reside in one of the following states: KY, WV, VA, MD, DE

CORE DUTIES

§  Ability to develop a strategic plan for growth (sales and profit development).

§  Must be adept in developing all aspect of a territory plan and strategies to achieve such a plan.

§  Must maintain customer satisfaction at all levels of customer engagement.

§  Competitor analysis within the region is essential (competitor market plan, market pricing, customer relations, etc.).

§  Provide essential feedback to engineering and product management on market trends and customer requirements.

§  Training and development of people is required.

§  Must have the ability to foster teamwork between capital sales, parts, and service teams.

ADDITIONAL DUTIES AND RESPONSIBILITIES

§  To live within a specific territory assigned is preferred.

§  Strong work ethic and personal discipline are necessary as the Regional Sales Director is required to function as an “independent” businessperson.

§  Must have the ability to concurrently handle multiple tasks in a high-paced environment, manage a geographical territory, set strategic objectives, and meet specific goals and deadlines.

§  Sales, light marketing, process analysis, product applications, customer account management and business development.

§  Prepare written annual territory plan to cover market potential, key prospects, sales volume goal and strategy for the quarter/year.

§  Must be technically sound on company products, services and capabilities.

§  Must be well versed on competitor products, services, strengths, weaknesses and strategies.

§  Promote Astec technology, products, quality and service in the assigned territory.

§  Counted on to work directly with customers and should be recognized as an expert in our fields.

§  Strong organizational and analytical skills are required.

§  Ensure the Astec Core Values are always followed.

§  Follows company policies and procedures at all times.

§  Follows proper safety rules and procedures at all times.

§  Ability to work in a matrix environment.

§  Other duties as assigned.

SUPERVISORY REQUIREMENTS

·         All territory managers for capital and parts sales within the region

KNOWLEDGE, SKILLS, and ABILITIES

§  Four (4) year college or university degree in technical or business field or equivalent experience required.

§  Minimum 10 years of asphalt and/or concrete equipment sales experience in a large territory required, especially experience selling direct from factory to the end user with a working knowledge of parts and service.

§  Must be energetic, highly motivated, and have the ability to function in a fast-paced environment with varying schedules (travel, priority, time, etc.); team oriented.

§  Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures and governmental regulations required.

§  Strong interpersonal skills with the ability to help make cold calls and make sales presentations are required.

§  Strong communication skills are required.

§  It is required to be very detail-oriented, especially while maintaining/modifying/improving the customer database.

§  Ability to read engineering drawings required

§  Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume are required.