| Job Description: |
SUMMARY OF POSITION This position is accountable for achieving annual sales goals for the assigned region by organizing, coordinating, and integrating the sales and marketing activities of internal and external sales personnel who service the accounts within the region. The fundamental directives are to: 1) sell the broad package of Cooper products and services to both distributors and end-users; and 2) promote the financial and non-financial benefits provided to end-users and distributors based on their support of Cooper across the Cooper Connection businesses. Within the Cooper organization the position operates laterally across divisions, integrating with both internal (direct) sales and agency-based sales teams. Externally, this integration and interaction is transparent to customers and distributors as the position is the single point of contact within the region for selling and representing the entire Cooper package of products and services. The position requires the incumbent to gather market intelligence for the region, develop a regional strategy, and integrate the sales force within the region to work toward achieving the established goals for the region (i.e. growth, profitability, market share, etc.) This requires a high level of interaction and the ability to grow and develop relationships with top managers of customers, including executive vice presidents and presidents, of distributors, end-users, and/or engineering constructors and contractors. The incumbent will maintain accountability to cultivate, develop, sell and service key account as identified. Utilizing exceptional communication and negotiating skills, the Regional Vice President will handle and resolve internal conflicts, however, will escalate the conflict to the appropriate level within each respective division and/or Corporate as appropriate. A well-rounded manager with financial, selling, marketing, and distribution experience as well as an understanding of manufacturer rep/agents is required for this position. The incumbent will be responsible for carrying out the business plan/strategy for the region, focusing on creating demand with end-users and driving the increased sales through distribution. To accomplish this responsibility, the incumbent must be able to: 1) develop high-level customer relationships at key distributor accounts and end-users; 2) build the Cooper Connection team within the region, and 3) organize and coordinate the cross-division marketing and sales efforts of Cooper Connection division sales employees and agents. The incumbent will assist and/or coordinate major projects, conversions, new product introductions, customized sales promotions, pan Cooper merchandising, and customer service related functions. Also, the incumbent provides executive management with updates and reports on conversion opportunities / status, competitor activities, and business at risk. The incumbent identifies prospects for new opportunities, recommends strategies to secure the opportunities and advises on progress achieved. The incumbent must maintain a sound interface with sales & marketing managers as well as division sales & marketing vice presidents at each of the Cooper Connection divisions. Job Requirements : EXPERIENCE AND SKILLS REQUIRED TO PERFORM THE JOB Five to seven years of sales management experience, 3-5 interacting with large accounts – working/interacting with upper-level executives at the division/region and headquarters level. Must have a complete understanding of the distribution process. Strong analytical, problem solving, negotiating, and dispute resolution skills are a requisite. To be successful, the incumbent must display a high degree of self-initiative, integrity, and adaptability. A good balance must be demonstrated between self-confidence and self-control and the incumbent must display a (customer) service orientation. Must possess the skills to effectively manage across divisional/organizational boundaries and have demonstrated the ability to get action and results from people over which there is no direct authority. Proficient in MS Word, MS PowerPoint, MS Excel and have superior verbal and written communication skills.
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