Job Description
Job Details Job Location Richards Industrials - Cincinnati, OH
Description Job Summary : The Southeast Regional Sales Manager will fill a vital role promoting the sales programs through our authorized channel to achieve company's growth plans and sales targets. This person is responsible for the development and management of independent manufacturer's sales representatives in the assigned territory and market for all related product lines. This will require managing orders through the manufacturer's sales representatives. The Southeast RSM will provide tactical and technical leadership to the Richards Industrials team as well as the manufacturer's sales representatives selling into the region.
Our culture is fast and responsive, and our "Consider It Done" motto permeates across the entire company. This is an exciting opportunity to join a winning team, supported by a long-term oriented, PE-backed company, as we develop our capabilities to meet our customers' growing demand for new and existing products, around the world.
This position reports to the VP of Global Sales.
Duties and Responsibilities :
Orders and Market Share - Work with manufacturer's sales representatives and customers to meet and/or exceed regional bookings and profitability goals.
- Grow company market share on a regional basis.
- Provide input to VP Global Sales regarding methods fostering order volume and profitability growth.
- Drive effective key account growth by identifying new potential and pursuing key customer accounts either direct or in conjunction with the Regions manufacturer's sales representatives.
- Identify Project Opportunities and drive Project Pursuit Process in assigned territory along with being a resource for cross region opportunities.
Sales Rep Management - Manage and direct the Sales Representative Partnership focusing on sales process, procedure, and program improvements.
- Manage sales policies within region, including resolution of commission disputes as dictated by written company policies.
- Provide manufacturers' sales representatives with product (Performance, Applications and Trouble Shooting) and sales training.
- Secure & analyze Representative performance data & institute remedial solutions to performance problems with VP Global Sales
- Review Region Performance to understand potential gaps in coverage and propose alternate coverage solutions.
Pricing and Profitability - Make recommendations to Richards Industrials Commercial team regarding bid strategies.
- Execute pricing strategies, following corporate goals & guidelines as developed by company leadership.
Company Representation - Represent the company and promote company positions, policies and products with sales representatives and customers.
Technical Sales - Provide input on company product development and specifications
- Work with sales representatives to write project specifications, following company guidelines to create differentiation and pull through for Richards Industrials Brands.
- Work with sales representatives and the Commercial team to include Richards Industrials Products or Brands in master purchase agreements and approved manufacturer's lists.
Negotiation - Support sales representatives in customer and order negotiations and lead negotiation discussions when required (Technical/Legal/pricing)
Other - Participate in Commercial Department Initiatives, provide forecasts, strategy Planning sessions and take the lead on select initiatives as assigned by the RI Leadership team.
This job description is not intended to be all inclusive and the employee will also perform other reasonably related business duties as assigned by the immediate supervisor and other management as required.
THE CANDIDATE :
Education / Experience Requirements - Bachelor's degree is required (Preferred in Business, Manufacturing, or Engineering)
- 7-10 years of experience in sales & marketing
- 7-10 years of experience working in the Valve Industry
Professional Qualifications - Energy/Energize: Exhibits a high level of energy and ability to energize others. Strong desire to achieve, high dedication level.
- Gets Results: Recognizes excellence in the efforts and work of others. Enjoys seeing others succeed. Ability to energize and motivate others. Has a positive 'can do' attitude
- Resourceful: Find ways through barriers to success. Achieves results despite lack of resources
Preferred Skills and Attributes - Unquestionable integrity and character
- High moral and ethical behavior
- Comfortable driving accountability
- Hands-on leader with high level of drive, energy, and discipline
- Proactive, inquisitive, high-bandwidth, and high scope
- Highly organized and self-motivated
Job Tags
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