Regional Business Manager-Northwest U.S. Region

Shape Technologies Group•Kent, WA

5h•Remote

About The Position

The Regional Business Manager represents Flow International Corporation and its products and services to new and existing customers. The role is responsible for managing national accounts, select other equipment manufacturers, and channel partners, including dealers and agents, while developing and maintaining long-term business relationships. The Regional Business Manager identifies growth opportunities, delivers value-based solutions aligned with customer needs, and supports regional business objectives. The role operates independently with limited supervision, exercising sound judgment and initiative in managing customer, partner, and business activities.

Requirements

High level of analytical ability where problems are complex, and the ability to translate complex technical concepts into audience-specific messages to influence all levels of an organization
Business and technical acumen, and a focus on continuous learning
Customer empathy and an ability to leverage potential customer value (i.e.: ROI, TCO) as the design point for Flow solutions
Strong oral and written communication skills
Ability to work independently on projects or to involve the organization as needed to achieve customer alignment
High level of interpersonal skills to work effectively with others, solicit and apply input.
BS in Engineering (Mechanical preferred), Sales/Marketing or Business, or equivalent combination of education and experience
Training and demonstrated experience in value-selling
Familiarity with Flow products/services and competitive offerings
Minimum of five (5) years of capital equipment sales experience
Minimum two (2) years of experience in a sales management position
Working knowledge of MS Office suite applications

Nice To Haves

Technical or application salespeople may report to this position after training is complete

Responsibilities

Book orders per plan set by Vice President of Sales
Build customer relationships and establish/manage customer expectations on buying process for system, aftermarket service and support, manage introductions and handoffs for installation, aftermarket, escalation paths. Manage any channel partner selling activities accordingly
Communicate customer and market information, i.e.: customer’s business situation and opportunities to apply Flow technology, competition (status and pricing), applications, market conditions, sales and aftermarket support requirements and product performance
Identify and manage regional accounts and channel partners as required
Provide formal sales presentations on a regular basis during introductory visits, management presentations and training sessions, and to professional organizations such as SME and SAE
Visit existing customers on a regular basis. Partner to continuously improve the business relationship and inform customers of any new technology relevant to their value context.
Report on customer problems or successes at the home office and remain involved at a relevant level to drive improvements
Report weekly to home office all expenses, sales forecasts, call reports and itinerary; lost order reports and customer support team reports as required
Support the education and training of assigned regional sales representatives and channel partners, enabling channel partners to take on relevant portions of the sales cycle.