Western Regional Sales Manager (remote)

IDEX•Cedar Falls, IA

16h•Remote

About The Position

The Western Regional Sales Manager is responsible for managing and growing a network of distribution partners in the Western United States. The role oversees partner performance, assesses opportunities for new partners, uses partner contracts and performance metrics to support adherence to Viking Pump criteria, and ensures active partners complete annual business plans. The manager monitors competitors and end-user activity in key markets, and works cross-functionally to provide distributors and end users access to Viking Pump engineering, product management, leadership, and business development resources. The position manages territory sales and projects, develops customer and distributor relationships, supports distributor training, and implements strategies to grow market share and displace competitors. It also contributes market intelligence and product ideas, participates in product development and sales initiatives, and supports e-business adoption among channel partners. The role requires travel, including approximately 50% overnight stays, and work in general manufacturing, warehouse, and office environments.

Requirements

College degree.
At least five years of experience in industrial field sales.
Self-motivation and strong organizational, planning, and presentation skills.
Selling and relationship-building skills.
Willingness to travel, including 50% overnight stays.
Proficiency with Microsoft Office products, including Word, Excel, and Outlook.
Computer skills, including experience with sales force automation programs.
Ability to move within an office and manufacturing complex, write by hand and keyboard, and perform general office functions.
Ability to communicate by speech and hearing by phone and in person.
Visual acuity for close detail work and computer use.
Ability to communicate effectively with customers, suppliers, and personnel at all levels of the company.
Some positions may require applicants to qualify as a U.S. Person under ITAR or EAR regulations to access controlled goods and technologies.

Responsibilities

Meet or exceed the territory sales revenue forecast established by the RSM, Sales Director, and Business Unit Leader.
Make sales calls independently or with distributor sales personnel, build relationships with key customers, and communicate call results and applicable action items to distributors.
Manage territory project activity, including product offerings, pricing recommendations based on Value Selling concepts, and sales strategy in accordance with company policies and objectives.
Process sales calls and leads through company programs such as the 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 (scorecard) and annual business plan for market growth.
Manage distributor-handled OEMs, targeted A&E firms, and contractors.
Develop and implement plans to displace competitors at targeted new and existing accounts and increase market share and penetration.
Support field training for distributor personnel on commercial issues as defined by the training team.
Manage territory disputes and commission splits in accordance with distributor agreements and company sales policies.
Build relationships across distributor organizations and ensure Viking Pump receives adequate distributor time and resources to sell and promote its products and services.
Provide 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.
Continually develop personal sales skills through self-development courses and materials.
Perform other duties as assigned by management.