Columbus McKinnon Corporation (NASDAQ: CMCO) is a leading designer and manufacturer of material handling products, systems and services which efficiently and ergonomically move, lift, position or secure material. Columbus McKinnon’s key products include hoists, cranes, actuators, chain and forged attachments. The Company’s products serve a wide variety of commercial and industrial applications that require the safety and quality provided by Columbus McKinnon’s superior product design and engineering know-how. The Company’s stable of well known brand names include CM, Coffing, Duff-Norton, Pfaff, Shaw-Box and Yale. These brands hold a commanding share in the U.S. market and a growing presence abroad. Headquartered in Amherst, NY, Columbus McKinnon has a long and rich history of accomplishments dating back to 1875.
Duff-Norton Company, a division of Columbus McKinnon Corporation, is a global industry leading manufacturer of linear motion products Actuators, Electric Cylinders and Rotating Joints. This fast paced manufacturing environment with continuous product development is in search of a District Sales Manager Covering NC, SC, VA, MD, and most of WV. Candidate must live in Charlotte NC, Raleigh NC, Richmond VA region.
Responsible for achieving forecast sales within a specific territory by directing and tracking a combination of distribution sales, direct OEM and End Users sales. To assist in the development and to execute sales and marketing plans in a manner that provides maximum sales and profits for the company.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Analyze the assigned territory to determine the most productive means of providing sales through a combination of qualified distributors, OEM's and End Users.
Make visits to the key accounts within the territory on a regular basis. Visits must be productive and have a predetermined purpose in order to best create sales opportunities. Travel within territory is 75%- 80% averaged annually, 50% overnight. This may vary considerably based on the geography of the territory. Responsible for effective management and reporting of travel expenses and customer visit activities according to company policies.
Provides sales and marketing information from the assigned territory to management in a timely fashion throughout the year. The information includes market conditions, competition information, gained or lost distribution, OEM activities, new applications, forecasts, and any other information that would affect the sales volume of the territory. Ensure management is informed of all competitive activity in the territory.
Analyze and review with each key distributor the performance and efficiency of that distributor. Identify and provide remedies to correct any weaknesses or lack of commitment from distributors within the territory. If remedies are not successful the DSM must take steps to replace the nonproductive distributor.
Act as field customer service representative for company. Acknowledge and answer customer concerns in a timely manner. This includes a close relationship with internal customer service personnel and knowledge of Duff-Norton's policies and procedures concerning RG's, quality issues, account credits, and others. Develop and maintain a close working relationship with customer’s personnel including management, inside and outside sales, purchasing and engineering.
Use of time and territory management system to generate the most productive use of time. Keep updated customer and territory files in complete and up-to-date order, whether in a manual system or in a lap top computer provided by Duff-Norton. Records should include at a minimum complete names, titles, telephone, fax, email and physical addresses and a record of calls and activity for the prior year.
Provide information each fiscal year or as often as necessary to assist in determining the sales forecast for the assigned territory to include any information that would have an impact or anticipated sales increase or decrease within territory.