Description
Summary: The ARSM is a developmental role designed to prepare the incumbent for growth to a higher-level Regional Sales Manager role within MULTIVAC. This position is tasked with learning the products and processes of the comprehensive line of Fritsch bakery equipment; and shadowing Regional Sales Managers (RSMs) to become proficient in internal and external sales processes including, but not limited to, prospecting, reporting, quoting, and closing business, as a pathway to being assigned a specific sales region as an RSM.
Time Utilization: This position will travel up to 80% with the remainder of the time being spent in the office to ensure proper preparation and follow-up. Extended trips to German factory and facilities will be required with advance scheduling. Normal business hours are 8:00 am to 5:00 pm. Schedule needs to be flexible to accommodate travel, customer needs, training schedules, time-zone differences, trade shows, meetings, and customer schedules.
Essential Duties and Responsibilities include the following. Other duties may be assigned:
- Assist Regional Sales Managers in identifying potential sales opportunities with existing customers and new prospects by making personal sales calls, following up on leads provided by the company, researching market data, and by other prospecting methods as appropriate.
- Learn company resources used to further the sales process including C4C (contact management tool), marketing tools, and demonstration and testing facilities, primarily at World of Bakery in Germany.
- Train with Sales Administration to learn the quote and order process, according to established procedures.
- Assist in providing information for the C4C platform including customer data, all customer contact details, current opportunity forecast data, along with competitive information.
- Develop industry and MULTIVAC business acumen.
- Develop broad knowledge of the Fritsch product line and ability to confidently convey product features.
- Monitor and report competitive activity in the territory and elsewhere.
- Operate within annual expense budget and work to meet established individual sales budget. Will assist in the budget planning, but not responsible for creating and approval of it.
- Attend and participate in trade shows, sales meetings, industry meetings, and other activities as directed by management.
- If the applicant/new associate is not internal, they will be required to complete a company sales training program and demonstrate proficiency in all subject matter.
Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education/Experience: Bachelor's degree in business, marketing, communications, or other related discipline; or equivalent combination of education and experience in bakery related industries.
Language Ability: Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Must have strong presentation skills.
Math Ability: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability: Ability to define problems collects data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
Computer Skills: To perform this job successfully, an individual should be proficient in Microsoft Office, particularly Word, Excel, and PowerPoint. Experience with ERP and contact management systems required. Knowledge in AutoCAD is a plus.
Certificates and Licenses: Current valid driver’s license and the ability to obtain a passport for travel as required by position.
Supervisory Responsibilities: This job has no supervisory responsibilities.
Work Environment: The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the associate is frequently exposed to work near moving mechanical parts. The associate is occasionally exposed to wet or humid conditions (non-weather); cold (non-weather) and heat (non-weather). The noise level in the work environment is occasionally loud.
Physical Demands: The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The associate must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus. While performing the duties of this job, the associate is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The associate is frequently required to walk. The associate is occasionally required to stand; climb or balance and stoop, kneel, crouch, or crawl.
