Regional Sales Manager

ATS Scientific Products is searching for a Regional Sales Manager to join the team

The Regional Sales Manager is an individual contributor role responsible for driving revenue growth, executing the strategy, and creating demand for SP Scientific Genevac laboratory evaporator solutions in the central U.S. region with a focus on Texas, CO, and the Midwest. The position will work closely with key customers and the Global Sales Director to deliver on corporate results and customer expectations.

RESPONSIBILITIES:

The Regional Sales Manager will report to the Director of Sales and be responsible for the following duties plus any additional tasks requested by the Director of sales:

• Meets/exceeds all sales plans/targets. Prospect for new customers and develop the installed base for new/replacement/expansion opportunities. Understand customer needs and translate needs into project proposals/quotes.
• Ensure that our proposal conforms to user requirements and adds value to the customer experience.
• This role is the primary field commercial resource our evaporator portfolio. The successful candidate must maintain proficiency in Genevac portfolio, applications and workflows and keep current on customer, market and competitive trends.
• The position is expected to manage price intelligently - to capture the customer value delivered and maximize margins. It is expected that the Regional Sales (Account) Manager understands regional, portfolio market prices.
• Develop territory forecasts and plans. Maintain the pipeline in CRM – keeping it current.
• Develops and maintains territory coverage plan which allows for coverage of key accounts. Call and visit customers regularly and document visits in CRM. It is expected that multiple "Influencers" will be identified and addressed in the selling process.
• Follow up on all leads provided in a timely basis and document in CRM
• Update CRM noting important contacts, specific interest per contact, projects and equipment located in each.
• Share customer, market experience and competitive information with the Business. Provide reporting and recommendations when required.
• Attend and contribute to the success of shows/exhibitions/conferences as required.

ORGANIZES:

• Expediently prepares proposals and organizes quotes based on information provided by the customer.
• Proposals must reflect the quality expected by SP and its customers
• Records execution of the above accurately in Customer Record Management tool

MOTIVATES & COMMUNICATES:

• Maintains good working relationship with company members, channel partners, and customers.
• Develops superior quality image and communicates that to channel partners and customers.
• Communicates improvements, opportunities, new product ideas, competitive activities, and obstacles on an as needed basis through supervisor and/or marketing department.

PROFESSIONALISM & INTEGRITY:

• As a member of our SP Team, work to enhance a professional and dignified image in all contact and communication with SP Industries' personnel, channel partners and customers.
• Maintain your professional integrity in all work-related situations.
• Continually take steps to develop and improve personal skills and knowledge, beyond what is provided or required

• Demonstrated ability to drive sales to achieve territory revenue targets. Consistent track record of sales performance.
• Experience selling equipment to Pharmaceutical, Biotech, Environmental and/or Research Institutions direct or through channel partners.
• Ability to travel (>50%). Frequent overnight travel is required to customer sites and SP manufacturing facilities. A majority of travel is within TX, CO region but may extend to WI, MN, ILs. A majority of travel is to CA, WA, TX, CO
• Ability to build rapport and relationships at multiple levels and multiple influencers within an account.
• Displays a high degree of confidence and comfort in representing complex technical solutions.
• Exceptional interpersonal, communication and networking skills
• Proven ability to work in a cross functional manner that drives results.
• Highly motivated, self-directed and able to work independently
• Ability to solve complex problems and overcome obstacles

EDUCATION:

• Bachelor's Degree, preferably in the life or physical sciences (Chemistry, Biochemistry, Chemical Engineering a plus)

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.

• The employee is regularly required to talk and listen.
• The employee is regularly required to use color vision and work with computerized data.
• The employee is regularly required to stand, walk, and sit.
• The employee is occasionally required to lift up to 20 pounds.
• The employee is regularly required to use normal office tools, equipment and PC's.

WORK ENVIRONMENT:

The work environment characteristics described here are typical of those an employee might encounter while performing the essential functions of this job.

• Work is normally performed in both the office and shop.
• The office environment is an interior office with air conditioning.
• The shop contains mobile equipment, machinery, and high voltages.
• The shop noise level is variable and may require hearing protection in some areas.
• The shop is heated when required but many areas are not air conditioned.
• Some shop processes use high voltage arcs or concentrated magnetic fields.
• The shop contains open flames and caustic chemicals.
• Some areas of the shop may be designated as hard hat zones

All managers are responsible for creating a positive safety culture and maintaining a safe and healthy workplace. It is the responsibility of each manager to ensure that employees receive regular training regarding health, safety and environmental matters. Each manager is also accountable to ensure that HSE matters are addressed in a timely manner and that compliance with both legislative and corporate requirements are maintained.

Manager responsibilities for Health, Safety and Environment include:

• Demonstrate leadership in Health, Safety and Environment compliance
• Hold team members accountable for health, safety and environmental compliance as part of the annual performance review process
• Ensure that the requirements of the health, safety and environment management system are implemented and maintained
• Carry out hazard assessments, inspections, and audits as required by legislative framework and/or corporate requirements
• Ensure that training is provided to all departmental employees are per established training matrix
• Implement appropriate corrective measures for unsafe conditions and unsafe acts
• Ensure that appropriate equipment, materials and protective devices are provided and maintained in safe condition
• Provide information, instruction and supervision to employees
• Take every precaution reasonable in the circumstances for the protection of employees

Why Scientific Products? The three parallelograms in our logo reflect our core company values: People, Process, and Performance. As part of ATS, Scientific Products leverages the ATS Business Model (ABM) to train, develop, engage, empower, and energize our people to make impactful changes in the organization. Our relentless focus on people is what continues to set us apart as a great place to build a career.

• We provide a wide range of innovative and high-quality scientific products that improve people's lives
• We offer a robust health and welfare benefits package that includes Life, Health, Dental, Vision
• We offer 401(K) including company match, Paid Time Off annually + Paid Holidays
• You will enjoy career Advancement Opportunities and Tuition Assistance to help you achieve your goals and continue your career growth

EEO and Affirmative Action Statement:

SP is an Equal Opportunity Employer, dedicated to a policy of non-discrimination in employment on any basis and takes affirmative action to ensure equal employment opportunities. It is our policy to provide our employees and applicants with equal employment opportunities in accordance with applicable laws and not to discriminate on the basis of race, color, religion, ancestry, national origin, age, marital status, sex, gender identification, sexual orientation, genetic information, political belief, pregnancy, citizenship, handicap or disability, status as a veteran or member of the U.S. military, or any other characteristic protected by applicable federal, state, or local laws. SP's Affirmative Action Plan is available through the HR Department and may be accessed during normal business hours.

Pay Transparency Nondiscrimination Provision:

SP will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.