GENERAL SUMMARY The Regional Sales Manager promotes sales programs through our authorized channel to achieve the company's growth plans and sales targets for an assigned domestic region. This role manages industrial bookings, for assigned region, through a team of independent manufacturer's sales representatives. The Regional Sales Manager provides tactical leadership to the DeZURIK team as well as the manufacturer's sales representatives selling into the region.
PRINCIPAL DUTIES AND RESPONSIBILITIES (ESSENTIAL FUNCTIONS) Bookings/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 North American Sales Director regarding methods fostering order volume and profitability growth.
- Drive key account growth by identifying new potential and pursuing key customer accounts in conjunction with the territory manufacturer's sales representatives
Sales Representative 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 manufacturer's sales representatives with product and sales training.
- Secure and analyze rep company performance data and institute remedial solutions to performance problems with North American Sales Director approval
Pricing/Profitability
- Make recommendations to North American Sales Director regarding corporate bid strategies and implement with sales team.
- 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.
- Work with sales representatives and the Industrial sales team to include DeZURIK or DeZURIK products in master purchase agreements and approved manufacturer's lists.
Negotiation
- Support sales representatives in customer and order negotiations and lead negotiation discussions when required.
Other
- Participate in Sales department initiatives, taking the lead on select initiatives, as assigned by NA Sales Director.
EDUCATION AND EXPERIENCE - Bachelor's degree.
- Minimum of 7 years of experience - engineering discipline preferred.
- Understanding of Industrial industry - 5 to 10 years in a technical or sales management position serving the domestic industrial market. Outside sales experience a plus.
KNOWLEDGE, SKILLS AND ABILITIES - Effective communication, organization, and conflict management skills.
- Proven decision-making abilities for preparing and executing bids and establishing price levels.
- General understanding of acceptable business and sales practices.
PHYSICAL DEMANDS - Physical demands are typical of an office position including extended periods of sitting, and extensive use of a personal computer and telephone.
- Domestic travel for the company (up to 25 - 40%) is required but may vary.
- Position location preferred to be centrally located within the assigned region.
WORKING CONDITIONS Normal manufacturing and office environment. When working occasionally in some shop areas, personal protection equipment (PPE) will be recommended and/or required (safety shoes, safety glasses w/side shields, hearing protection, face shield, gloves, apron and boots). Must have the ability to support extended business hours to meet customer business needs.
DISCLAIMER The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.
QUALITY Quality encompasses all aspects of DeZURIK, Inc.'s business, and every employee shares the responsibility to prevent the occurrence of any nonconformity relating to product, process and the quality system. All employees have an obligation to identify and record any such nonconformity, and, through designated channels, initiate and recommend solutions.
BENEFITS DeZURIK offers a generous benefits package including medical, dental, vision, life insurance, disability, accident, critical illness, and 401(k). Health savings, flexible spending, and dependent care accounts are also available as a part of the benefit package. Holiday pay, PTO, volunteer time, and other paid times off are available. Bonus payments may be available based on individual roles and annual company performance.Individual compensation packages are based on various factors unique to each candidate, including skill set, experience, qualifications, and other job-related factors.#LI-JW1