Regional Sales Manager South West

IMI Climate Control•Phoenix, AZ

About The Position

The Regional Sales Manager promotes, grows, and supports sales and business development of IMI products in an assigned region, working in a fast-paced, high-growth environment. The role focuses on results and providing superior customer solutions. It manages and develops manufacturer representative relationships, supports customers and representatives in identifying and closing opportunities, and provides product, technical, and commercial expertise. The position also monitors regional markets and projects, supports sales planning and forecasting, represents IMI at industry events, and contributes to company policies, safety programs, and lean improvement activities.

Requirements

At least 3 years of manufacturing sales management experience preferred.
Knowledge of hydronic balancing valves and HVAC flow control.
Ability to travel up to 50%.
Demonstrated ability to develop and maintain strong relationships with manufacturer representatives, distributors, contractors, engineering firms, and other sales prospects or customers.
Experience providing product training and presentations to customers.
Consistent record of meeting company sales quotas and objectives.
Highly organized, internally driven, and a team player.
Excellent written and verbal communication skills.
Maintain a valid driver’s license.
Must read, speak, write, and understand English.

Nice To Haves

Four-year college degree or Master’s in Business Administration (MBA) from an accredited institution preferred.
Engineering degree in HVAC, Mechanical, Electrical, or Construction Project Management preferred.

Responsibilities

Manage sales efforts of Manufacturer Representatives and develop and maintain relationships.
Work with representative companies and customers to identify new opportunities and achieve closure by developing and articulating a strong value proposition.
Identify and provide customized application, technical, and commercial training to representative companies and customers in the assigned region.
Provide expertise in closing sales for large and complex projects in the assigned region.
Meet or exceed regional sales objectives.
Work with representative companies and customers to ensure they have the tools and knowledge needed to promote products, developing tools when needed.
Apply a consultative solution-selling approach with external and internal customers.
Provide solutions for purchase order issues before and after shipment to the jobsite.
Assist with technical calls and project analysis to monitor top projects in the assigned region.
Understand Flow Design and TA markets, including competitors’ product propositions, key customers, and market trends, and regularly convey relevant information to senior leadership.
Develop a regional training plan addressing upcoming projects and opportunities.
Ensure consistent, frequent, and timely follow-up with internal and external customers on project opportunities.
Provide sales coverage and support to primary- and secondary-level existing and potential customers.
Represent IMI at industrial networking events, professional societies, exhibitions, and seminars, and proactively develop and deliver presentations or seminars at these events.
Work with management and the representative network to provide accurate monthly sales predictions.
Use the CRM tool to capture customer data, opportunities, and results.
Participate in the development of and adhere to company policies and budgets.
Meet defined regional education requirements.
Develop and train representatives on IMI Flow Design products and services.
Perform marketing administrative functions.
Participate in safety programs and maintain a safety-first mindset.
Participate in organizational lean improvement plans, work with lean leaders to define and implement best practices, and maintain 5S standards.
Perform other duties as assigned.

Benefits

Multiple health plans, including HMO, PPO, and High Deductible Health Plans with a low-cost share.
401(k) plan with zero vesting and up to 6% contribution matching.
14-week maternity leave at full pay following one year of service; adoption benefits are equivalent.
4-week paternity leave at full pay following one year of service; adoption benefits are equivalent.
Employee Resource Groups, including the Pride Network and Network of Women groups.
PTO encompassing inclusive holidays.
Career development opportunities through IMI’s Catalyst Program.
Employer contribution to a Health Savings Account.
Virtual telemedicine and teletherapy, free in many cases.
Mental health and wellness programs for employees and their families.
Voluntary benefits, including critical illness insurance, hospital indemnity, legal insurance, identity theft protection, and pet insurance or home and auto insurance through a discount platform.
Short- and long-term disability coverage and basic life insurance at 2x basic salary at no cost to the employee.
Free financial advisors, webinars, and classes through Charles Schwab.
Annual Employee Stock Purchase Plan with an option to purchase IMI shares at a reduced employee-only price.