Western Regional Sales Manager (remote)

IDEX Corporation•Cedar Falls, IA

2d•Remote

About The Position

The Western Regional Sales Manager is responsible for managing and growing a network of distribution partners across the Western United States. The role manages partner performance, assesses opportunities for new partners, ensures adherence to Viking Pump performance criteria, and oversees completion of annual business plans. The manager monitors competitor activity and end-user activity in key markets, and works cross-functionally to provide partners and end users with access to Viking Pump engineering, product management, leadership, and business development resources. The position manages territory sales performance and customer relationships, sales projects and leads, distributor performance and growth plans, and market development. It also supports distributor training, implements e-business initiatives, and provides market trends, competitive intelligence, product ideas, and sales strategies to the company. The role requires a college degree, at least five years of industrial field sales experience, proficiency with Microsoft Office and sales force automation programs, and willingness to travel, including overnight stays approximately 50% of the time.

Requirements

College degree.
Minimum of five years of experience in industrial field sales.
Self-motivated, with excellent organizational, planning, and presentation skills.
Selling and relationship skills.
Willingness to travel, including 50% overnight stay.
Proficiency with Microsoft Office products, including Word, Excel, and Outlook.
Computer skills, including experience with sales force automation programs.
Ability to communicate effectively with customers, suppliers, and all levels of corporate and company personnel.
Some positions may require applicants to qualify as a U.S. Person under applicable export-control regulations.

Responsibilities

Meet or exceed territory sales revenue forecasts established by the RSM, Sales Director, and Business Unit Leader.
Make sales calls with or without distributor sales representatives, build relationships with key customers, and communicate call results and applicable action items to distributors.
Manage project activity in the territory, including product offerings, pricing recommendations based on Value Selling concepts, and sales strategies consistent with company policies and objectives.
Process sales calls and leads through company programs such as Sales Portal.
Recommend new primary or niche distributors for the territory.
Work with distributor management to complete and implement the annual IDEX Distributor Performance Appraisal and annual business plan for market growth.
Manage distributor-handled OEMs, targeted A&E firms, and contractors.
Develop and implement strategies to displace competitors at targeted new and existing accounts and increase market share and penetration through growth plans.
Support field training for distributor personnel on commercial issues, as defined by the training team.
Manage territory disputes and commission splits within the distributor agreement and company sales policies.
Build relationships with distributor personnel throughout their organizations.
Ensure Viking Pump receives an adequate share of distributor time and resources to sell and promote its products and services.
Provide new product ideas, market trends, territory market data, sales growth strategies, and competitive intelligence to the company.
Participate in new product development, marketing, and sales teams as required.
Implement e-business initiatives with designated channel partners, including Sales Portal, SS+, Smart Stock DNI, and Smart Vault.
Perform other duties as assigned by management.
Continually develop personal sales skills through self-development courses and materials.