District Sales Manager- West Region

The Company

Heico has a history of success. Since its founding over 40 years ago The Heico Companies has grown from a single business to over 78 separate companies through a strategic acquisition policy, and by reinvesting its earnings into internal growth and new prospects. Historically talented at restoring distressed companies, Heico strategically targets acquisitions that will complement its ever-growing portfolio of companies in manufacturing, construction, and industrial services.

These four core operations are organized into groups:
Applied Solutions Group, Construction Solutions Group, Industrial Technologies Group, and Metal Processing Group. Once acquired, new Heico companies are assigned to a group and run on a stand-alone basis, allowing for great independence as well as the opportunity to share knowledge about markets, production processes, and management practices across other Heico groups and companies.

Heico continues to seek out new opportunities and maintain its standard of success. The Heico Companies has remained a privately held company since its creation and maintains a majority ownership in each of its operations, which generates more than $3.3 billion dollars in revenues. Many of our businesses are certified Woman-owned Business Enterprises (WBE).

More information about the overall organization can be found at ***.

The Position

The mission of this role is to grow sales in your defined territory by developing and executing commercial strategies, leveraging distribution partners, while focusing on delivering value to end-users with extraordinary service and taking extreme ownership.

Primary Responsibilities

• Commercial Strategy:
  Formulate and implement a comprehensive commercial strategy for the territory.
• Increase Direct Customers:
  Develop new direct customers to improve the current 70/30 ratio, aiming for a 25% overall increase.
• Engage with Direct Customers:
  Proactively call on direct customers, clearly articulating our value proposition, and sell either directly or through distributors.
• Manage Distributor Relationships:
  Define the business charter, gain commitments for them to join our distributor growth incentive program, identify and work together to gain new customers, and hold distributors accountable through quarterly review meetings. Train distributors on our LMS and value proposition through "lunch and learn" sessions.
• Optimize Distributor Network:
  Evaluate distributor performance, adjust volumes, replace underperforming distributors, and add new ones to enhance network value.
• Focus on End Users:
  Prioritize end users regardless of the sales channel.

• Prospecting:
  Ability to identify and qualify potential customers.
• Persistence:
  Demonstrated tenacity and resilience in pursuing leads and opportunities.
• Networking:
  Strong skills in building and maintaining professional relationships.
• Communication:
  Excellent verbal and written communication abilities.
• Closing Skills:
  Proven track record of closing sales and securing deals.
• Self-Motivation:
  High levels of initiative and self-drive.
• Product Knowledge:
  Deep understanding of the products or services being sold.
• Adaptability:
  Ability to quickly adjust strategies based on customer feedback and market changes.
• Customer Focus:
  Strong orientation towards meeting customer needs and delivering value.
• Time Management:
  Efficient use of time to maximize productivity and achieve sales targets.
• Negotiation:
  Effective negotiation skills to achieve mutually beneficial agreements.
• Goal Orientation:
  Clear focus on achieving and exceeding sales targets.
• Executive Presence:
  Lead with confidence, competence, and credibility. Influence and inspire others. Stay calm and professional in difficult situations.
• Computer literacy:
  Proficient in using various software applications, such as CRM and Salesforce, to manage and monitor sales activities, customer data, and reports.
• Results-Driven:
  Strong focus on achieving and exceeding sales targets and business objectives.