Distribution Sales Manager - Controls

About the role

OTTO Engineering's Controls Division designs and manufactures high-quality, comprehensive solutions for medical, off-highway, and military/aerospace customers with switches, grips, and joysticks. As a privately-owned company, we invest in our community and long-term business success, sharing company profits to celebrate collective success.

Responsibilities

• Work with distributors, manufacturer's representative organizations, and customers (existing and potential) within the designated territory (United States and Canada) to increase business with existing customers, new customers, and new products
• Ensure distributors' sales organizations provide an effective field sales force and monitor their performance on a regular and formal basis
• Track and report customer returns in technology, competition, pricing, and market direction to the Director of Sales
• Take responsibility for terminating distributors, as well as hiring new distributors
• Provide product training to distributors on a regular basis, supporting trade shows and other promotional activity as needed
• Assist in creation of collateral material and sales tools for the distribution market
• Provide input from distributors to OTTO Sales and Engineering teams for new product development
• Responsible for the attainment of direct booking goals and distributor sales and goals for the region
• Take ownership of strategy development, including pricing recommendation, for all strategic accounts within the region and secure concurrence of agreed-upon strategy from the Director of Sales and Regional Sales Manager
• Secure performance of distribution in achievement of bookings plan for all products, forecast accuracy, and achievement of strategic customer penetration plans
• Manage all facets of distribution and the implementation of distributor promotions
• Manage Distribution Co-op Program activities
• Monitor top accounts and major opportunities within the region and provide assistance where needed to maintain and/or capture new business
• Log major opportunities in CRM
• Develop and maintain effective communication with manufacturer's representatives, distributors, and customers
• Participate in the Material Review Board (MRB) – including developing and processing Discrepant Material Reports (DMRs) and performing part analysis as directed by the MRB committee
• Assist with other related duties as required or assigned

Qualifications

• Bachelor's degree preferred
• Minimum 5 years related sales experience
• MS Office computer knowledge
• Strong oral, written, and presentation skills
• Requires self-motivation and ability to complete projects with strict guidelines
• Must be able to work in a quick-paced environment
• Must be able to travel within territory
• Availability for nonstandard or extended work schedule

Pay

• Target base salary hiring range: $100,000 to $120,000, based on qualifications and experience
• Sales incentive: Sales Bonus Plan – Controls

Benefits

• Profit Sharing Bonus – distributed to employees twice a year at the discretion of the company
• Vacation: 120 hours, earned on the anniversary date
• Medical Insurance: HMO Plan, Standard PPO Plan, Enhanced PPO Plan, High Deductible PPO Plan, FSA, LFSA, and HSA
• Dental Insurance: Base Plan, Buy-Up Plan
• Vision Insurance
• 401(k) with a company match
• Life insurance: Life/AD&D, Voluntary Life/AD&D
• Short-Term Disability
• Long-Term Disability
• 10 paid holidays
• Company picnic
• Holiday party
• Numerous OTTO celebrations throughout the year