Regional Sales Manager, ANZ

Company Profile:

Arlon Graphics, LLC is a cast vinyl manufacturing company in the business of creating innovative material for visual expression. Founded in 1958, Arlon Graphics manufactures and markets high-quality pressure-sensitive materials for the fleet, architectural, digital imaging, and signage markets. Through more than 180 distribution partners across the globe, a growing number of strategically positioned sales offices and warehouses, and customer-centric operations, Arlon is recognized as a global leader in graphic films and certified as a Great Place to Work ® company.

This is an exciting and impactful role that will cover territories in Victoria, South Australia, Western Australia, Tasmania, and Northern Territories.

• $100,000 - $130,000 p.a. + super + car allowance
• Global company with collaborative work culture, training and development, and genuine career pathways

Position Overview:

The Regional Sales Manager will be part of our ANZ sales team and will primarily work to increase market share and sales in the territory assigned. Main responsibilities will be to develop business with both existing and new customers, introduce new products, manage distribution channels, and achieve sales, value, and margin objectives and grow market share. They will also be responsible for developing new business with new accounts in the Australian market. The focus will be on growth, by adding value to our customers and working with distributors and end-users, by training them and sharing expertise in product specification, application, and sales skills.

Key Responsibilities:

• Meet and exceed annual Sales and GM budgets.
• Distribution training and management.
• Maintain and grow current channel revenue.
• Develop and implement regional business plan for market share growth, in accordance with marketing objectives and project needs.
• Drive sales, product, and service strategy within the assigned region.
• Manage the distribution channel providing excellent support for all locations within the region.
• Set regional distributor and end user account objectives/goals and identify resources and timelines to achieve objectives.
• Train distribution sales staff and perform regular and frequent joint sales calls with distributors.
• Build relationships with end user accounts to create distributor pull through.
• Prospect for new accounts or distributors to gain market share.
• Recommend to distributor methods to grow and expand.
• Build work relationships with the ANZ Customer Success, marketing, and technical application teams, to meet and exceed our customers' needs.
• Coordinate with Technical Solutions to organize product training days, application workshops, and participate in fleet events to target both fleet and signage customers.

Sales and Business Development

• Represent Arlon brand and grow sales in territory, subject to change/expansion if required by the business in the future.
• Develop, cultivate, and manage leads for key products and new product introductions.
• Travel extensively within region to meet with key accounts and target leads.
• Attend trade shows and events related to sales growth and brand development.
• Train end users in products and applications.
• Identify key direct accounts and work with Arlon team to develop sales plans for each target.

Sales Planning and Administration

• Report sales activities through our CRM and other processes.
• Independently manage accounts and opportunities.
• Own customer satisfaction of account list and coordinate with Arlon personnel to achieve expectations.
• Provide market feedback on needed Arlon capabilities/resources.
• Assist with the development of strategy deployment and action plans to achieve objectives.
• Recommend pricing strategies by market and by distributor to the product managers.
• Provide monthly reports based upon strategy deployment, completing Strategy Deployment reports, proposing countermeasure activities.
• Communicate opportunities and travel plans to supervisor.
• Engage technical resources and recommend new or custom product development.
• Develop and submit T&E expense budgets and reports to support regional management activities.

Requirements

Minimum Required Education, Background and Experience:

• High School Certificate or equivalent.
• Minimum five (5) years' recent applicable sales experience in the wide format sign and graphics industry, selling digital print media via direct and/or distribution channels, with an up to date understanding of the markets, product specifications, techniques, and modern printing methods such as, solvent, eco-solvent, latex, and UV. Australia/New Zealand, European or USA markets experience, with knowledge of the supplies and processes used in the print and production of the signage and graphics industry.
• Microsoft Office ® proficiency
• Available, willing, and able to travel up to 80% of the time. Position is based on site, in the office in Victoria, with frequent, weekly travel in the territory. International travel is required occasionally. Travel documents, such as driver license and passport are required.
• Strong communication skills in the English language (verbal, written, written, presentation, inter-personal)
• Highly committed, with a win-win mentality, strong influencing style and presence, articulate and confident.
• Well-rounded, self-directed individual who can drive sales process from cold calling to structured lead generation, tracking and managing sales pipeline, and management reporting and execution.
• Positive outlook, professional demeanor, with a strong work ethic, that includes attendance, organization, accuracy, attention to detail, good judgement, and discretion.
• Is personally guided by, espouses, communicates, and works with, and through, values of integrity, excellence, inspirational, teamwork and accountability (Arlon's core values). Demonstrates strong commitment to organizational goals and acts in the best interest of the company.

Additional (optional/advantageous) Education, Background and Experience:

• Education beyond High School level.
• General familiarity with technical coatings and laminating processes.
• Sales education including consultative/solutions selling.
• High level contacts in key end customers, convertors, distributors, OEMS, with credibility and respect within this community.

Salary Description

$100,000 - $130,000/p.a.

Location: Eau Gallie, FL, US

Posted Date: 11/23/2024