Regional Sales Manager, Midwest

IDEX Corporation•Indianapolis, IN

About The Position

If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact. With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you. PRIMARY FUNCTION: The Regional Sales Manager is responsible for driving profitable organic growth in the assigned U.S. territory by selling lined centrifugal pumps and lined valves to the chemical industry through distributors and direct engagement with strategic end users. Exceed annual sales plan established yearly, within the assigned geographic territory. The role focuses on Value based selling, market share increase, 80/20 channel management , and strengthening distributor and end-user relationships. Territory is geographically centered around Indianapolis. PRIMARY DUTIES AND RESPONSIBILITIES: Meets or exceeds territory sales revenue forecast as established by the RSM, and Business Unit management. Segment customers based on direct versus indirect. Make sales calls with or without distributor salespeople and builds relationships with key customers in the territory. Develop and implement strategies for displacement of competition at new and existing targeted accounts with the goal of increased market share and penetration. Manage market price points to ensure we align with business unit price targets. Sell based on total cost of ownership, reliability, safety, and lifecycle value Sales call and Lead management to be processed as per company program i.e., CRM and quote opportunity management. Provide the company with new product ideas, market trends, territory market data, sales growth strategies, and competitive intelligence. Participate in New Product Development, marketing, and sales teams as required. Continually develop personal sales skills and product knowledge via self-development and company provided resources. Other duties as assigned by Management Direct Seling: Manage "project" activity directly with EPC or end-users in the assigned territory, including product offering, recommend pricing levels based on Value Selling concepts, and establish sales strategy while following company policies and objectives. Manage Direct End-users, OEM's, targeted EPC firms and contractors. Leverage customer relationships to maintain a high level of awareness and familiarity of key internal and external influencers (i.e. operations capabilities, economic shifts, compliance/regulatory issues and relevant technology advances.) Indirect Selling: Manage indirect channel using 80 /20 data and techniques to ensure focus on what drives our business. Make recommendations for new distributors (primary or niche) for territory. Working closely with distributor management to complete and implement Business Plans for Market Growth. Hold distributors accountable to the targets. Ensures that Richter gets adequate share of distributor’s time and resources to sell and promote our products and services. Build relationships with distributor personnel across their organization.

Requirements

A college degree, preferably in Engineering or related field
A minimum of five years’ experience in industrial pumps, valves and/or rotating equipment sales.
Experience managing distributors and selling directly to end users.
Self-motivated, excellent organizational skills, planning skills and technical presentation skills.
Strong value-based selling, relationship building and negotiation skills.
Willingness to travel up to 75%, including some overnight stays as needed.
Proficient with Microsoft Office products including, but not limited to, Word, Power Point, Excel, Dynamics, and Outlook.
Computer skills including CRM automation programs.
Ability to move within office and manufacturing complex, write by hand and keyboard, and perform general office functions.
Mechanical aptitude to perform basic teardown and assembly of pumps and valves.
Ability to communicate by speech and hearing via phone and in person.
Visual acuity needed for close detail work and computer use.
Must have the ability to effectively communicate with customers, suppliers, and all levels of corporate and company personnel.

Nice To Haves

Experience with lined pumps and valves as well as corrosive chemical applications is preferred.

Responsibilities

Meets or exceeds territory sales revenue forecast as established by the RSM, and Business Unit management.
Segment customers based on direct versus indirect.
Make sales calls with or without distributor salespeople and builds relationships with key customers in the territory.
Develop and implement strategies for displacement of competition at new and existing targeted accounts with the goal of increased market share and penetration.
Manage market price points to ensure we align with business unit price targets.
Sell based on total cost of ownership, reliability, safety, and lifecycle value
Sales call and Lead management to be processed as per company program i.e., CRM and quote opportunity management.
Provide the company with new product ideas, market trends, territory market data, sales growth strategies, and competitive intelligence.
Participate in New Product Development, marketing, and sales teams as required.
Continually develop personal sales skills and product knowledge via self-development and company provided resources.
Other duties as assigned by Management
Manage "project" activity directly with EPC or end-users in the assigned territory, including product offering, recommend pricing levels based on Value Selling concepts, and establish sales strategy while following company policies and objectives.
Manage Direct End-users, OEM's, targeted EPC firms and contractors.
Leverage customer relationships to maintain a high level of awareness and familiarity of key internal and external influencers (i.e. operations capabilities, economic shifts, compliance/regulatory issues and relevant technology advances.)
Manage indirect channel using 80 /20 data and techniques to ensure focus on what drives our business.
Make recommendations for new distributors (primary or niche) for territory.
Working closely with distributor management to complete and implement Business Plans for Market Growth.
Hold distributors accountable to the targets.
Ensures that Richter gets adequate share of distributor’s time and resources to sell and promote our products and services.
Build relationships with distributor personnel across their organization.