Regional Manager, South Central Region

KSB•Houston, TX

23h•Remote

About The Position

In this role you will be responsible for the General Industry and Petro Chem and Chemical Sales and Business Development efforts in the South Central Region of the United States for KSB, Inc. This role requires the support of existing and new business in the region rooted in Technical Pump Knowledge and Expertise. As KSB General Industry has established Channel Partners, you will be required to directly manage and develop a distributor based sales organization for the assigned region. The regional manager is required to set goals and review each distributor’s performance on a quarterly and yearly basis to meet the goals and objectives of KSB, Inc. and the General Industry market Area. This role is a sales/business development position and just as equally important, a sales channel management role.

Requirements

Strategic thinking - Generation and application of unique business insights and opportunities intended to create competitive advantage for a firm or organization.
Remote supervision - Develop, maintain, and grow successful business relationships with remote teams and supervisors.
Matrix management - Develop relationships, trust, empathy, and emotional awareness to successfully lead and influence stakeholders (including representatives) involved in the successful performance of the territory.
Time management - Managing one’s own time and the time required from others for projects work and in all aspects of the daily business while achieving strategic objectives.
Communication skills - talking to others to convey information effectively one on one and in group presentations.
Comprehension - Understanding written wrote sentences and paragraphs in work related documents.
Computer skills - Outlook, Excel, Word, Power Point, Adobe Acrobat, CRM and Pump Selection Software as a minimum.
Collaboration - team-oriented approach to sales activity, problem solving and knowledge sharing.
Active Learning - Self-reliance to seek and acquire relevant knowledge for the successful performance of the territory. Understanding the implications of new information for both current and future problem-solving and decision making.
Deductive Reasoning - The ability to apply general rules to specific problems to produce sensible answers.
Social Perceptiveness - Being aware of others’ reactions and interpretations of an appropriate response.
Travel - as required, estimated average of 40%.
Centrifugal Pumps & Rotating Equipment - Ability to size, select and compare centrifugal pumps for industrial and commercial applications read pump curves, understand system head curve analysis. and some knowledge of selection software.
Mechanical Design – Ability to read and understand mechanical design drawings and specifications.
College Degree or equivalent experience Industry Related Field.
Minimum of five (5) years of field sales experience with rotating equipment or Industrial Pumping and Industrial Water Treatment.
Minimum of three (3) years of indirect sales management experience working directly with manufacturer’s representatives.

Nice To Haves

Valve knowledge in the Industrial Market is a plus.

Responsibilities

Gather, maintain, and communicate market information for the assigned territory.
Perform on-going business development at all levels of the value chain: EPC, general contractors, end-users, procurement and service customers.
Manage business relationships with manufacturer’s representatives, and cultivate relationships with prospective representatives in the territory of responsibility.
Identify, develop, and maintain a direct business relationship with house accounts and key accounts.
Deliver product presentations and training to representatives, prospective customers, and clients.
Participate as a part of a growing team establishing sales across multiple markets.
Create, update, and implement the annual business plan for the assigned territory, plus a higher-level view of the following two years.
Manage the performance (operational and financial) of the manufacturer’s representatives.
Maintain up to date the internal CRM tool showing the state of the business.
Contractual Understanding – Ability to review and understand sales partner and customer contracts.
Meet or exceed the financial performance of the assigned territory concerning sales and gross margin.
Lead the commercial effort of business opportunities from inquiry to order acceptance, working collaboratively within a matrix organization.
Represent and negotiate with prospective customers on behalf of KSB, Inc. within the limits of the delegated authority.
Support all the stakeholders of General Industry in the acquisition of new business and retention of existing accounts.
Negotiations – Ability to work with necessary internal departments in order to negotiate Terms and conditions of Project Engineered Sales.
Self-train and maintain up to date knowledge on the KSB product portfolio available for the Industrial, and Industrial Water Treatment market as well as gain self-sufficiency on the use of the internal configuration and pricing tools. Transfer this knowledge to representatives through in-person and on-line training.
In collaboration with the internal sales team, maintain up to date internal reporting tools the Proposal Log tool showing the activity in the territory.
In collaboration with the internal sales team, provide applications’ support applications and pricing guidance representatives and end customers.
Lead visits of representatives and customers to the KSB factories outside the USA when needed.
Attend the Division’s business meetings and provide regional reports on an as-needed basis.
Travel for in-person meetings in the most cost-effective manner and full abidance to KSB Travel and Expense Policy as well as KSB’s Compliance Policy.