POSITION SUMMARY

Responsible for managing assigned sales territory and ensuring the Company's Rail King products and services are effectively marketed and sold in order to meet sales volume and market penetration objectives and achieve maximum sales profitability and growth.

Positions Supervised: Sales Representatives, Sales Coordinators

ESSENTIAL FUNCTIONS

• Supervise Sales Representatives and direct overall assigned territory sales activity.
• Select, train, assist, advise, and motivate sales staff. Establish work standards and evaluate sales staff’s performance.
• Hire, counsel, and discharge sales staff as necessary.
• Establish sales areas, quotas, and goals for Sales Representatives.
• Make calls on customers with Sales Representatives.
• Analyze sales records and trends in relation to goals and objectives and competitive activities.
• Recommend and implement corrective action as necessary. Monitor projected sales and determine profitability.
• Monitor and manage product development, vendor interaction, and product performance for assigned product lines. Gather feedback on assigned product lines.
• Consult with various departments to secure information on equipment and customer specifications.
• Oversee the actual distribution of a product or service to the customer.
• Prepare sales forecasts, budgets, quotas or other projections as required.
• Analyze sales statistics gathered by staff to determine sales potential and inventory requirements for products and services, and monitor customer preferences.
• May make personal sales calls on major accounts, or prospects. Consult with potential customers regarding equipment needs and advise customers on types of equipment to purchase.
• Monitor and communicate to senior management economic factors, competitive factors, and other developments affecting assigned territory, with recommendations for improvements as necessary.
• Monitor day-to-day problems of Sales Representatives as indicated by call reports and personal discussions, and follow up to assure solutions are achieved.
• Conduct sales and informational meetings with sales staff.
• Handle customer service inquiries or orders that are beyond the expertise of the sales staff, such as pricing issues, alternative pricing on products or services, pricing concessions, scheduling processes, discount pricing, quoting and costing, and reviewing credit issues.
• Resolve customer complaints regarding sales and service.
• Approve budget expenditures. Manage monthly travel, entertainment and other expenses for the assigned territory.
• Represent Company at trade association meetings to promote products.
• Ensure all business transactions are conducted in an ethical manner.

QUALIFICATIONS

High School Diploma or General Education Degree (GED) and four to ten years related experience required. Associate or Bachelor's Degree (four year college or university) strongly preferred. Experience in the rail car mover or rail products market strongly preferred.

• Ability to organize and direct oneself and effectively supervise others
• Ability to effectively present information publicly.
• Ability to effectively build relationships with customers and co-workers.
• Ability to communicate in writing clearly and concisely.
• Ability to find a solution for or to deal proactively with work-related problems.
• Ability to communicate effectively with others using the spoken word.
• Ability to take care of the customers’ needs while following company procedures.
• Ability to act in a self-confident manner to facilitate completion of a work assignment or to defend a position or idea.
• Ability to demonstrate conduct conforming to a set of values and accepted standards.
• Ability to make decisions or take actions to solve a problem or reach a goal.
• Ability to influence others to perform their jobs effectively and to be responsible for making decisions.
• Ability to be internally inspired to perform a task to the best of ones ability using his or her own drive or initiative.

SKILLS & ABILITIES

Computer Skills

Proficient in Microsoft Office applications (Word, Excel, Outlook, PowerPoint).

Certificates & Licenses

N/A

Other Requirements

N/A

WORK ENVIRONMENT

Office environment.

The company has reviewed this job description to ensure that essential functions and basic duties have been included. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)