Regional Sales Manager

Position Summary

Maintains current sales and identifies/develops profitable new business in the assigned regional area or with an assigned group of customers.  Establishes Huber Engineered Materials / Huber Carbonates brands in the customer’s mind by communicating information about Huber Carbonates products, capabilities and policies to the customer and the customer’s needs to Huber Carbonates work teams.  This position will be based out of a home office within the region (Northeastern United States).

Principal Duties & Responsibilities

• Develops and executes account plans to meet annual sales objectives in alignment with the sales and market strategies set by the Sales Director.  
• Commands effective oversight and management of existing customers.  Seeks out ways to grow existing customer’s business while also focusing on the vigorous pursuit and capture of new business.
• Develops relationships (both horizontal and vertical) across the customer’s organization and within Huber Carbonates.  Creates an atmosphere where people want to buy and responds to customer and HEM requests with a sense of urgency.
• Understands “Value Based Selling.” Achieves understanding of customer situations, applications and competitive dynamics.  Develops compelling value propositions tailored for each customer.  Uses creative thinking to identify new opportunities, finds value and differentiates Huber Carbonates from the competition.
• Manages distributors/agents assigned to region including setting objectives, monitoring performance, and supporting technically and commercially. 
• Identifies potential new Huber Carbonates solutions by staying abreast of industry developments and by promoting multi-level relationships with customers, co-suppliers and industry contacts.
• Promotes Huber Carbonates presence in the marketplace by participating in professional organizations, conferences and trade shows, and through relationships with co-suppliers and third parties in order to stay abreast of technical and market trends and to develop competencies.
• Projects a professional image of him/herself and Huber Carbonates to create positive perceptions of competence and character.  Has a perpetual, consistent, positive attitude that is enthusiastic and has the ability to generate enthusiasm in others.
• Fulfills administrative duties required in region or for customer group, including completion of accurate and timely reports and forms (e.g., call reports, summaries on competitive activity, price change forms, complaint forms, etc.).
• Operates within established regional travel and expense budget.
• May have other accountabilities. 

Specialized/Technical Knowledge or Required Skills

• Minimum 5 years of sales or customer service experience in a related industry.
• Minimum Bachelor’s degree in a business or technological field.
• Proficient in computer skills including an understanding of word processing, spreadsheet, and presentation programs, and ability to adapt to new software additions.
• Valid Driver’s License
• Verbally transmits ideas, instructions and information so they are clearly understood by others.  Has excellent written communication skills, clear and concise, always grammatically correct with no misspellings. Has compelling presentation skills, with an innate ability to capture the attention and imagination of the audience.
• Is an effective listener that can clarify a situation of opposing viewpoints or objections and is able to offer relevant information to address concerns and/or objections.
• Develops and nurtures customer relationships via the telephone and/or in personal discussions.  Will be expected to travel 50 – 60% of the time.
• Possesses business acumen, an understanding of the financial impact of sales tactics on both Huber Carbonates and the customer.
• Organizes and plans work in advance, deciding on the most efficient or convenient manner in which to do assigned tasks or projects (e.g., making plans, assigning personnel and resources appropriately).
• Analyzes complex information by distinguishing between critical and peripheral details, identifying inconsistencies, and drawing accurate conclusions to support informed decision-making.