Regional Sales Manager

7 days ago

Pennsylvania, United States Curtiss-Wright Full time

Regional Sales Manager - Northeast United States

We are looking for a Regional Sales Manager in Northeast United States.

Reporting to the Canadian Sales Manager, the Regional Sales Manager (RSM) will plan, organize and develop the assigned territory's market through a Regional Sales independent distribution network and direct sales.

YOUR CHALLENGE:

  • Measure the existing markets and company's share.
  • Identify new markets and the need for new products.
  • Expand share of market with existing and new accounts.
  • Develop sales strategies that will produce maximum market penetration. Identify objectives, strategies and action plans to improve short- and long-term sales and earnings.
  • Responsible for meeting assigned revenue objectives.
  • Formulate sales policies.
  • Establish and maintains close personal contact with top echelon customers. Ensure the effective use of the sales accountability program throughout the division.
  • Interpret long and short-term effect on sales strategies in operating profit. Establish sales training program.

LOCATION: Northeast United States

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
· In coordination with the V.P. Valve Group Global Sales-Process, North American Director of Sales, Canadian Sales Manager and the Business Unit G.M.'s the RSM develops, formulates and implements the strategy for regional growth.
· Responsible for the development and support of the independent distribution network in the assigned territory.
· In support of the distribution network and direct product users conducts sales activities, including sales calls, seminars, trade shows and clarification & negotiation meetings for all Valve Group-Process products and services.
· Provides technical and commercial support to existing representatives in both training and RFQ preparations.
· Manage the existing representative network to achieve Company goals and objectives.
· In conjunction with the distribution network, gain conquest sales and convert competitor accounts.
· Negotiates and closes contracts with customers.
· Maintains & develops relationships with customers.
· Ensure all reports and all customer files in CRM are maintained accurately, including key personnel, sales history, future opportunities and competitive information.
· Leverage existing business to develop and secure new opportunities.
· Execute to business plans.
· Ensure regional sales representative objectives for assigned territory are met or exceeded.
· Prepare and submit company reports by designated deadlines.
· Participate actively in company sponsored training sessions, sales meetings and divisional function

SUPERVISORY RESPONSIBILITIES
· Management responsibility for independent distribution network.

EXTENT OF EXTERNAL CONTACT
· Independent Distribution Network
· Valve Group Business Unit sales personnel
· Customers (end users, EPC's and OEMs)
· Legislative authorities

PHYSICAL DEMANDS
· Extensive Travel Required

  • 75% within the territory working with reps and/or customers
  • 20% office based
  • 5% other company business required travels

WHAT YOU BRING:

· Must have established industry contacts and experience selling in the territory
· Degree in Engineering or similar Technical Certificate required.
· Minimum 5 years outside sales experience selling Pressure Relief Valves is required.
· Experience in managing independent distributor network required.
· Strong Computer skill required.
· Strong understanding of fluid and/or process systems.
· Confidence and experience in the delivery of presentations
· Experience in development and executing business plans
· Experienced in qualifying sales opportunities, negotiating and closing the sale
· Must have excellent communication and interpersonal skills.
· Must combine a strong personality with a positive, team-oriented attitude.

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