Sales Mgr

ESSENTIAL FUNCTIONS
• Meets or exceeds territory sales revenue forecast as established by the RSM and VP of Sales. Work closely with their distributor partners to establish annual goals and to drive accountability to these commitments. This involves establishing regular routine of quarterly business reviews and monitoring/supporting new business opportunities closely, as well as regularly visiting key distribution customers with the distributor salespeople.
• Capture detailed information within the CRM on take share and other New Business Opportunities. Profile opportunities with depth to allow marketing, product & sales leadership to extract critical differentiations of Roper portfolio in the market
• Develop and execute on channel expansion to broaden market, customer and geographic coverage for Roper Pump products across their region. Channel expansion strategy should be aligned to the most critical regional opportunities.
• Make joint sales calls with distributor sales or service personnel and builds relationships with key customers in the territory. Communicate call results across distributor and Roper Pump organizations any action items if applicable.
• Build relationships with distributor personnel across their organization from Senior Leadership to Field Salesperson
• Ensures that Roper Pump gets adequate share of distributor's time and resources to sell and promote our products and services. Develop core positioning at each distributor and produce profit and market share goals in the business plans.
• Manage "project" activity in the assigned territory, including product offering, recommended pricing levels, and establish sales strategy while following company policies and objectives. Responsible to create, approve and track special discounting, resellers and OEM activities.
• Manage penetration of engineering and headquarters for Strategic Accounts, OEM's, System Build opportunities, and contractors. Coordinate with other company resources to secure orders.
• Develop and implement strategies for displacement of competition at new and existing targeted accounts with the goal of increased market share and penetration. Targeted accounts to be identified in Annual Business plan and progress documented within CRM.
• Coordinate price proposals for standard & non-standard products with the factory engineering and finance organizations. Share regional market pricing with factory organization to enable developing more effective pricing processes.
• Facilitate provision of annual and monthly revenue forecasts for each distributor partner
• Work with channel partners to establish stock at appropriate levels to support the market & customer expectations.
• Support the execution of new product launch programs through their regional channel partners
• Facilitate required training to distributor personnel on products/applications, competition, commercial issues, and the features and benefits of Roper Pump products and how / where to sell them.
• Manage territory disputes, commission splits, etc. within the boundaries of the distributor agreement.
• Provide the company with new product and service ideas, market trends, territory market data, sales growth strategies, and competitive intelligence. Participate on New

Product Development, marketing, and sales teams as required.
• Network effectively to understand events in the market or at the distributor that may impact distributor's ability to service the territory.
• Implementation of e-business initiatives with designated channel partners as developed.
• Participates in factory training
• Collects data for predetermined metrics to support cross functional business needs
• All other duties as assigned

SUPERVISORY RESPONSIBILITIES

There are no supervisory responsibilities.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Occasional visits to the production area may be required; the employee is occasionally exposed to moving mechanical parts, noise levels encountered will vary from heavy machining to minimum noise level. Likewise, this individual may be exposed to fumes from chemicals and soldering glues in the manufacturing areas.
The individual holding this position will be working in an administrative environment with heavy PC use.

PHYSICAL DEMANDS

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.
While performing the duties of this job, the employee is regularly required to sit; reach with hands and arms; and talk or hear. The employee frequently is required to stand and walk. The employee is occasionally required to climb, stoop, or kneel. The employee must occasionally lift and/or move up to 50 pounds. There will be some lifting and carrying of binders, manuals, copy paper, etc. averaging from 10-50 lbs. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. Average vision and hearing are sufficient.
Person must be able to travel frequently by automobile and airplane and meet customers in various locations under different circumstances.

POSITION TYPE/EXPECTED HOURS OF WORK

This is a full-time position. Days of work are Monday through Friday. The company reserves the right to modify work schedules to accommodate business needs.

TRAVEL

Frequent travel (60-70%) is anticipated.

EDUCATION and EXPERIENCE

Bachelors degree - Marketing, Engineering, or Industrial Technology degree and/or
Minimum of three (3) years of related Sales experience in technical sales and channel sales
Fluid Handling and/or Process engineering certificate or equivalent work experience
Sales or sales related negotiation work experience
Distribution or channel management
Formal presentation skills
Comfortable selling in one-on-one as well group settings
Proficiency in Microsoft Office and CRM tools
Work independently and self-motivated

KNOWLEDGE and SKILLS
COMPETENCIES

Planning; Drive for results; Conflict management; Strategic Agility; Functional / Technical Skills; Negotiating; Listening; Customer Focus; Relationship Building; Business Acumen; Written Communications

LANGUAGE SKILLS

Excellent written and verbal communication skills

REASONING ABILITY

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables; Analytical and attention to detail

AAP/EEO STATEMENT

Roper Pump Company provides equal employment opportunity to all individuals regardless of their race, color, creed, religion, gender, age, sexual orientation, national origin, disability, veteran status, or any other characteristic protected by state, federal, or local law.

OTHER DUTIES

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor 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. 41 CFR 60-1.35(c)

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