The Regional Sales Manager is responsible for selling A. M. Castle products within an assigned territory. This role manages and grows existing accounts while identifying, developing, and prospecting new opportunities to drive profitable growth. The position partners cross-functionally to improve sales execution, service delivery, and customer satisfaction.
Position Details
- Work arrangement: Virtual/remote
- Preferred location: Paramount, San Diego, Orange, or Los Angeles
- Reports to: Sales Director
Company & Benefits
A.M. Castle & Co. has more than 135 years of experience as a leader in the metals service center industry. We offer a comprehensive benefits package, including medical, dental, vision, 401(k) match, disability coverage, and tuition reimbursement. This role offers growth opportunity and includes a company car allowance.
Compensation
Base Compensation Range: $70,000 - $85,000 per year (incentive eligible)
Primary Responsibilities
Essential responsibilities
Territory Growth & Sustainment
- Represent and sell products within an assigned sales territory; identify, evaluate, and develop opportunities and business plans with existing and prospective customers to increase market share and profitable sales.
- Service existing accounts.
- Sell products and solutions by demonstrating product and operational capabilities; deliver presentations and proposals with accountability for profitability growth and product promotion.
- Negotiate pricing, service plans, and implementation details in alignment with company directives and customer requirements.
Sales Execution & Account Management
- Partner with inside sales to promote and expand business; develop joint account plans to secure additional opportunities.
- Represents and sells products within a sales territory. Identifies, evaluates and develops opportunities/business plan with existing and potential customers to increase market share and expand profitable sales.
- Services existing accounts.
- Sells products and solutions purposefully, demonstrating product and operational capabilities, making presentations and proposals to new and existing clients with accountability to core profitability growth and product promotion.
- Negotiates price, service plans, implementations etc. in coordination with company directives and customer product requirements.
- Sales Execution & Account Management/Servicing:
- Arrange for preparation of sales contracts and/or proposals.
- Cultivates a team environment and works with inside sales to promote and expand business; develop plan together in order to secure the additional business.
- Works cross functionally and utilizes appropriate internal resources to establish and meet customer expectations; helps solve customer needs and improve service levels.
- Works to improve sales processes and tools required to effectively sell and implement value-added solutions and supply chain strategies to increase efficiencies, drive customer satisfaction, lower costs, etc.
- Provides timely reporting and feedback to management regarding account performance and updates.
- Participates in forecasting and market analysis when developing sales objectives; understands general economic, industry, and competitive information.
- Coordinates inventory requirements to support customer sales and manages Company inventory assets.
- Understands the components of overall Company profitability and manages those components to drive optimal profitability.
- Sells across the breadth of strategic Castle products.
Physical Demands & Working Conditions
- General office environment, PC use
- Travel, typically via automobile, to customers within territory
Minimum Qualifications
Required experience
- Two to three years of related experience
- Two years direct outside account management sales experience to include solid business acumen and knowledge of sales techniques and marketing strategies
- Must have industrial experience.
- Aerospace, commercial, automotive, and medical knowledge a plus.
- Must have steel distribution experience and history with metal service centers.
- Strong customer service orientation with ability to initiate and sustain productive business relationships with customers
- Demonstrated sales skills with strong achievement orientation and negotiation skills to close business deals
- Strong interpersonal skills, ability to work effectively with all levels in an organization and to make effective presentations to clients / upper management
- Demonstrated problem-solving skills with ability to develop proactive solutions to meet customer needs
- PC literacy, proficiency in MS Office suite
- Good organizational skills
Required education
- High school diploma or equivalent is required
Preferred qualifications
- Experience in metals, manufacturing, distribution
- Knowledge of Oracle or similar sales software
- Bachelor’s – Degree Program: Business, Marketing, or related field
Equal Opportunity Employer
We are an Equal Opportunity Employer
Please view Equal Employment Opportunity Posters provided by OFCCP
Company Overview
Founded in 1890, A. M. Castle & Co. is a global distributor of specialty metal and plastic products and supply chain services, principally serving the producer durable equipment, oil and gas, commercial aircraft, heavy equipment, industrial goods, construction equipment, retail, marine and automotive sectors of the global economy. Its customer base includes many Fortune 500 companies as well as thousands of medium and smaller-sized firms spread across a variety of industries. Within its metals business, it specializes in the distribution of alloy and stainless steels; nickel alloys; aluminum and carbon. Together, Castle operates service centers located throughout North America, Europe and Asia.
