Job Summary / Organizational Impact

The primary job responsibility is to achieve or exceed revenue targets through new business development at existing customers and new accounts. Specific targets for each RSM will be developed prior to the beginning of the fiscal year in conjunction with the Vice President of Sales & Marketing. The achievement of the Company’s financial goals are dependent upon each RSM reaching or exceeding their individual revenue goals. Responsible for cultivating the existing customer base via regularly making sales calls, developing, maintaining, and implementing new projects and methods to communicate R. L. Hudson capabilities. Responsible for researching and identifying new customers that RLH desires to work with through networking, use of relevant publications, cold calling, industry events and analysis, competitive analysis and house account/web/email referrals.

The organizational impact involves decision making and problem solving which have direct impact on the operating or financial performance of a business unit or profit center.

Key Performance Expectations

• Grow sales revenue within existing accounts
• Prospect for new accounts to achieve new revenue growth goals
• Control the sales cycle by effectively managing the selling process
• Maintain appropriate business relationships within existing accounts
• Effectively manage customer issues and problems to satisfaction
• Accurately forecast revenue within assigned territory
• Control travel and business expenses within prescribed budget
• Timely reporting of monthly expenses
• Weekly updates on sales call activities
• Utilize the company’s resources to develop credibility and relationships with customer engineering, quality, and purchasing organizations.

Responsibilities / Essential Functions

• Prospecting – (a) Identify potential customers and contact appropriate decision makers; (b) utilize company marketing systems and material to communicate with prospects; (c) follow-up on a regular basis with new prospective customers.
• Project Review/Management - (a) Initial contact within RLH with engineering and project manager; (b) respond to email inquiries (material profile, specifications, drawings and tolerance changes, incomplete or inaccurate quotations); and (c) assist with project work (direction and training of project manager, checking/monitoring project status).
• Negotiation/quotation process with customers/supply chain - Request price target information and other competitive information prior to releasing quotation. Discuss with Project Manager, and Engineering or Materials once a target price is obtained.
• Customer Calls - Meet with potential and existing customers - Existing customers: (a) growth potential; (b) new product opportunities; and (c) problem solving and solutions, advice, recommendations. Potential customers: (a) meet or exceed RLH profile, and (b) determine potential after careful review of fit to RLH capabilities.
• Reports, planning, and training on new capabilities - (a) expense and mileage reports, (b) weekly itineraries, (c) Top Ten Report, and (d) CRM data management for pipeline opportunities, communications and sales call activity.
• Driving – must maintain a valid driver license, vehicle insurance coverage per company policies and be able to drive to and from customer locations.
• Perform related responsibilities as required or assigned.

Desired Qualifications

Knowledge, Skills and Characteristics

• Ability to effectively manage the sales process.
• Analysis and decision-making skills.
• Ability to multi-task.
• Effective communication and project management skills.
• Strong sales, listening and probing skills.
• Knowledge of products, processes and materials.
• Present a positive and Professional Image to customers and prospects.
• Proficient computer skills including, internet, email, word processing, spreadsheets and business software.
• Ability to travel 30%-50% of the time.
• Work well with others inside the RLH organization and with customers.
• Ability to analyze and solve complex problems.
• Be an innovative thinker.
• Have a bias toward action.
• Be a leader.
• Strong work ethic and drive to succeed.
• Ability to embrace change.
• Be honest and have a high level of integrity.

Education/Experience

• Bachelor’s Degree preferred
• 6 to 8 years B2B sales experience
• Sales engineering/manufacturing background preferred
• Engineering experience a plus

Physical Requirements

Occasional (1-33%)    Frequent (34-66%)    Constant (67-100%)

• Climbing: Body agility is emphasized for ascending or descending ladders, stairs, ramps, and the like by using feet, legs, hands or arms. Occasional
• Stooping: Bending the body downward and forward at the waist, requiring full use of the lower extremities and back muscles. Occasional
• Kneeling: Bending legs to come to a rest on the knee(s). Occasional
• Balancing: Maintaining body equilibrium to prevent falling when walking, standing, or crouching on narrow, slippery, or erratically moving surfaces. Occasional
• Reaching: Extending hand(s) and arm(s) in any direction. Occasional
• Carrying: Transporting an object, usually holding it in the hands or arms or on the shoulder. (Maximum weight of the object(s) 25 pounds) Occasional
• Pushing: Using the upper extremities to exert force upon an object so that the object moves away from the force. (Maximum weight of the object(s) 25 pounds) Occasional
• Pulling: Using the upper extremities to exert force upon an object so that the object moves toward the force. (Maximum weight of the object(s) 25 pounds) Occasional
• Sitting: Remaining in the normal seated position. Frequent
• Standing: Remaining on one's feet in an upright position without moving about, particularly for sustained periods of time. Frequent
• Walking: Moving about on foot to accomplish tasks. Occasional
• Lifting: Raising objects from a lower to a higher position or moving objects horizontally. (Maximum weight of the object(s) 25 pounds) Occasional
• Grasping: Applying pressure to an object with the fingers and/or palm. Occasional
• Repetitive Motions: Substantial movements (motions) of the wrists, hands, and/or fingers for the purpose of picking up items, typing, operating ten-key or performing data entry. Occasional
• Talking: Expressing or exchanging instructions and ideas by means of the spoken word. Constant
• Hearing: Ability to receive oral information and/or sounds through the ear. Constant
• Seeing: Obtaining impressions through the eyes of the distance, size, shape, motion, color, or other characteristics of objects.

The major visual functions are:

1. Acuity (far and near) Constant
2. Depth perception (perceiving distances) Constant
3. Color vision (distinguishing between different colors) Constant
4. Field of vision (seeing a wide range of objects at the same time). Constant

The worker is not substantially exposed to adverse environmental conditions (typical office/administrative work).

Special Job Dimensions

• Motivation to excel and desire to keep all projects and prospecting/selling moving towards goals and objectives.
• Seek opportunities to build relationships with contact persons at customer's facilities.