SUMMARY

The Capital Equipment Regional Sales Manager is responsible for all customer account management, sales, process analysis, and business development in the IL, KS, MO. Relocation is required within a 12-month time period.

ESSENTIAL DUTIES AND RESPONSIBILITIES

§Sales, light marketing, process analysis, product applications, customer account management, and business development.

§Must have the ability to concurrently handle multiple tasks in a high-paced environment, manage a geographical territory, set strategic objectives, and meet specific deadlines.

§Time management skills are required in order to effectively cover a multiple state territory and large customer base.

§A strong work ethic and personal discipline are necessary as the Capital Equipment Regional Sales Manager is usually required to function as an “independent” businessperson.

§Must have the ability to direct several efforts at one time to support sales and marketing objectives.

§Must be technically sound on company products, services, and capabilities.

§Must be well versed on competitor products, services, and strategies.

§Will be counted on to work directly with customers and should be recognized as an expert in our field.

§Strong organizational and analytical skills are required.

§This position is compensated via base salary plus commission and other company benefits. The Astec Commission Plan covers the commission side of this compensation.

§Follows company policies and procedures at all times.

§Follows proper safety rules and procedures at all times.

§Performs other duties as assigned.

Specific Duties

§The number one duty is to sell Astec equipment in a defined territory, help set goals and attain them on an annual basis.

§Promote Astec technology, products, quality, and service in territory.

§Strategically position the company to be the preferred supplier of the products and services we provide.

§Prepare written annual territory plan to cover market potential, key prospects, sales volume goal, and strategy for the year.

§Maintain file on competitors to include information on products, selling prices, strengths, weaknesses, and strategies.

§Must be, or have the ability to become and work consistently toward, a recognized technical expert in our field.

§Must be or become a “consultant” to customers, learning their business and working to fill their needs so they become more successful; a provider of solutions, quantifying the economic benefits of our equipment.

§Prepare estimates for formal quotation to include selecting proper equipment, options to offer, and an effective cover letter.

§Be close enough with customers to be FIRST IN on deals, the resource.

§Proven ability to close deals required.

§Attain and maintain customer satisfaction.

§“Owns” accounts in territory – must aggressively present and support each customer need before and after every sale.

§Must build long-term relationships.

§Must be an excellent negotiator and facilitator with the ability to find common ground.

§Cold calling skills a must. Cold calling is a requirement of this position.

§Travel itinerary development along with time management skills.

§NORMAL TRAVEL REQUIREMENT: Four (4) days per week in territory.

§PROSPECTING REQUIREMENT: Call on five (5) companies or more per day in person or by phone, at least twelve (12) in person in a normal travel week.

§Must maintain accurate and current files on all accounts and all orders in territory to include key personnel, accounts payable status, warranty issues, and future projects.

§Following up in a timely manner is required on all issues inside and outside the company.

§Return all phone calls the same day if at all possible. Return calls the next morning if contact is not reached on a late day call. Leave clear messages.

§Keep Astec management informed on territory activity.

§Check email regularly.

§Must be able to meet regular attendance requirements.

Other Duties:

§Assist with order entry as required, including work order meeting attendance as required.

§Assist with order changes as required.

§Attend trade shows and other industry meetings as required.

§Work with other groups such as Department of Transportation people and associations.

§Assist with advertising strategy, submit requests for mailers and ads.

§Participate in sales meetings and/or training as required.

§Constructively network with other Astec and Astec Industries, Inc. personnel.

§Assist in sales forecasting and budgeting.

§Maintain expenses within guidelines and in accordance with standard operating procedures.

§Down payments are required with all orders (20% minimum) except when noted with Special Accounts.

§Assist in the collection of receivables as required.

§Arrange customer visits to Astec

§Visit each customer in territory as equipment is delivered to him or her, or during installation and/or start-up.

§Make suggestions for changes to equipment, new products, etc. to management; liaison with other departments and divisions as required.

§Maintain a professional dress code and proper etiquette at all times with customers, fellow Astec associates, and all others contacted in the course of business or otherwise while representing Astec, sister divisions, or the corporation.

§Keep in constant practice the company’s Core Values, Purpose, Future Vision, Principal Goals, and Core Strategies every day.

SUPERVISORY REQUIREMENTS

None.

KNOWLEDGE, SKILLS, and ABILITIES

§Four (4) year college or university degree in engineering, construction science, and technical or business field or equivalent experience required.

§Experience selling in a large territory required.

§Capital equipment sales experience a plus, especially experience selling direct from the factory to the end user.

§Must be energetic, highly motivated, and have the ability to function in a high-pace environment with varying schedules (travel, priority, time, etc.); team oriented.

§Ability to ready, analyze, and interpret general business periodicals, professional journals, technical procedures, and governmental regulations required.

§ Ability to write reports and business correspondence required.

§Ability to effectively present information and respond to questions from customers, groups of managers, associates, clients, and the general public required.

§Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume required.

§Must be able to work satisfactorily as a team member.

REASONING ABILITY

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or scheduled form.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop and kneel, or crawl; and talk and hear. The employee frequently is required to stand, walk, and sit. The employee must occasionally lift and/or move up to 10 pounds. This position is required to operate an automobile and travel by airplane. Specific vision abilities required by this job include close vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly exposed to work related travel conditions and hazards, including automobile and airline travel. Use of a telephone is extensive and use of a computer is frequent. The employee is regularly exposed to customer work sites which may include moving mechanical parts and equipment, heights, fumes or airborne particles, and outside weather conditions. The noise level at a customer work site can be very loud.