Regional Sales Manager, Western Region
DWFritz - San Francisco, CA
Employment Type : Full-Time
Job Title: Regional Sales Manager, Western Region
Location: San Francisco, CA
Department: Sales & Business Development
Job Type: Full-Time
DWFritz
DWFritz Automation has been engineering and building precision automation solutions for over 45 years. In the last 10 years, we have grown our global footprint with employees and clients in the U.S., Asia, and Europe, while diversifying the industries we serve.
What’s our secret to success
We're the company that can solve the challenges that nobody else can. We do so by hiring incredibly talented employees who innovate through team-work.
Why would you want to work here
We are a progressive company that continually strives towards being world-class in our practices, cutting-edge with our technology, and empowering with our leadership. We believe in big things, because we believe in our employees who impress us every day with their ideas and their execution.
Our World Headquarters operates from a modern, state-of-the-art facility located in Wilsonville, Oregon. Our employees enjoy standing desks, a recreation room, a fitness room, and a hearty oatmeal breakfast to start each day. Our spacious lunch room is the venue for weekly All Staff meetings and our frequent “Lunch and Learns.”
We also know how to have fun at DWFritz. From ping-pong tournaments and monthly socials to working with our community through our RISE program and paid volunteer day, we know well how to work and play together. We hope you get the chance to visit our building and experience a culture that is unlike any other.
Your Challenge
The primary purpose of this position is to drive revenue growth in defined target markets/customers by identifying, prospecting and securing new business opportunities. This position will focus on creating brand new customers by developing and qualifying new leads, developing and executing territory and account strategies to achieve sales and growth targets with new business, as well as deepening DWFritz relationships in key strategic accounts to develop further opportunity with established accounts. They must clearly and convincingly articulate DWFritz offering and value proposition and overcome initial resistance from prospects.
Your Responsibilities
- Employs strong prospecting and cold-calling skills and networks in assigned territory to establish themselves as valued resource to existing and potential customer contacts and activities.
- Manage the entire sales process from prospect initiation to securing commitment with an assigned customer(s) by identifying new opportunities and filling the new product pipeline.
- Own customer relationship; communicate the DWFritz total business offering by demonstrating alignment of DWFritz capabilities with customer needs.
- Develop and implement an account territory plan; prospect and identify new opportunities within account and territory while protecting core revenue base.
- Effectively sell the DWFritz story to ensure an intimate understanding of who we are, what we represent and what we can offer. Serve as an advocate of DWFritz by being able to clearly define DWFritz from a high level to the detail of a specific product offering.
- Execute account and territory plan to achieve annual quota.
- Grow market share within a territory and account base.
- Identify and develop new business opportunities within account base and territory.
- Maintain regular communications with key customers within territory/account. Ensure timely communication of problems and opportunities to management or other key DWFritz functional areas and ensure corrective actions are in place when needed.
- Identify and develop relationships with critical decision makers in the prospecting phase through regular face to face engagements, understanding customer needs and continued follow up to ensure new quoting opportunities.
- Assess and develop plans to penetrate the various functions within the customer organization and develop deep and broad relationships with key decision makers. Facilitate expansion of key relationships for critical functions between the customer and DWFritz.
- Develop intimate knowledge of customer, its markets, and their business trends by creating and maintaining an account profile, developing an account strategy and detailing a tactical execution plan.
- Work closely with the Technical Sales Engineer, Marketing and other critical functions to ensure ongoing execution of commercialization strategies.
- Take ownership of all strategic quotes and contracts, serve as the key negotiator and utilize sales processes to solicit and to coordinate feedback internally.
- Develop and present a business case for new opportunities to management team.
- Work in partnership with the Technical Sales Engineer to understand customer requirements and needs, and present winning solutions.
- Understand industry and market trends as well as sales analytics related to customer and translate into targeted opportunities.
- Engage with customers at trade shows, conferences, and industry meetings.
- Update CRM (Salesforce) daily based on sales activities.
Your Qualifications
- Disciplined and self-directed, process focused approach to managing personal workload and ability to work without day to day supervision.
- Strong ability to identify customer needs, quantify and present solution to meet customer needs.
- Demonstrated ability to secure new customers via an initial project and achieve revenue growth using strategic account management techniques.
- Business acumen to understand how to qualify an opportunity based on customer business case, ROI, budget, and strategic fit.
- Strong sales call planning/execution skills and sales opportunity development and management skills.
- Strong prospecting skills. Effective in persuading, convincing, influencing or impressing others in order to get them to take a specific course of action or support a specific agenda.
- Strong sense of personal accountability and performance orientation.
- Competitive and aggressive, yet able to present the aggressiveness appropriately. Comfortable with conflict and confrontation. Ability to deal effectively with pressure, recover quickly from setbacks, and remain optimistic and persistent even under adversity.
- Demonstrated customer focus and orientation to creating value for the customer.
- Strong work ethic, high results oriented and high tolerance for ambiguity.
- Curious and constantly looking to improve professional and personal performance.
- Must be able to work with and lead teams.
- Organizationally nimble, able to navigate the customer and internal organizations.
- Strong computer skills.
- Excellent verbal and written communication skills, questioning/listening skills, and presentation skills.
- Project and change management skills.
- Contract negotiation skills.
- Strong analytic and problem-solving skills.
- Must possess an active network of contacts to help in prospecting activities.
- Excellent problem-solving skills and funnel/pipeline management skills.
- Must possess a valid passport.
- 50% of time will be spent traveling.
Your Education and Experience
- Bachelor’s degree.
- 5-10 years of direct sales experience.
- Demonstrated experience in prospecting and growing a new territory
- Proven experience in selling high dollar complex technical custom products to customers. Selling automation solutions and capital equipment highly desired.
- Experience selling automated metrology and multi-process assembly solutions highly desired.
- Experience penetrating, securing and managing large major and multi-national accounts.
Equal Opportunity Statement
DWFritz is an equal opportunity employer. In accordance with applicable law, the company prohibits discrimination based on race, color, religion, creed, gender, pregnancy or related medical conditions, age, national origin or ancestry, physical or mental disability, sexual orientation, genetic information, uniformed service or any other consideration protected by federal state and local laws. Our commitment to equal opportunity employment applies to all persons involved in our operations and prohibits unlawful discrimination by any employee.
Sponsorship
DWFritz is not currently sponsoring work visas for this role. Authorization to work in the U.S. is required to be considered.