Regional Sales Manager – TX, LA, AR, OK, NM, AZ

Your responsibilities

Customer Facing: 60%

• Serve I&E (Infrastructure and Energy) customers through direct sales of equipment and services to meet customer needs while achieving bookings and margin goals for the I&E business.

• Lead sales effort, managing all activities externally and internally during negotiation process including coordination of technical/commercial/legal resources.

• Review, interpret, and qualify written specifications provided by I&E clients.  Organize and evaluate the data, disseminate information to include supporting documentation requirements (technical, deviations, exceptions, pricing, etc.) and directions for quote preparation.  Present quotation proposal to clients.

• Coordinate and participate in lab tests and on-site evaluations in support of equipment sales and service.

• Manage customer relationships with the company, taking immediate and corrective action on any issues that arise.

• Maintain existing accounts and collaborate with sales management to establish new accounts.

• Attend trade shows and otherwise travel as needed, generally to client sites.

Internal Reporting / Admin: 30%

• Keep management informed by submitting activity and results reports, such as call reports, weekly work plans, and monthly and annual territory analyses.

• Maintain up to date sales funnel and sales pipeline in customer relationship management system and associated systems.

• Manage up to 4 outside sales representative firms and communicating activities with other internal functions.

• Keep management apprised of ongoing developments during critical negotiations.

• Resolve customer complaints by investigating problems, developing solutions, preparing reports, and making recommendations to management.

• Provide and maintain historical records on area, products, and customer sales.

Market Intel: 10%

• Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques.

• Recommend changes in products, service, and policy by communicating voice of customer and evaluating results and competitive developments.

• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.

Knowledge, Skills, and Abilities:

• Basic understanding of material handling and process technologies.  For example, pneumatic conveying, air filtration, weighing and feeding, thermal processing, and pulverizing systems.
• Ability to solution sell. 
• Knowledge of effective sales techniques; ability to close orders, ability to team sell.

• Skill in oral and written communication; skill in organizing technical presentations and comfortable speaking in a group setting.  Able to answer questions/clarifications from clients.  Effective listening skills.

• Ability to differentiate company from competitors.  Promote company capabilities and competencies.  Knowledge of company policies, procedures, products, and services.

• Experience with quoting and pricing of various products and services in a capital goods environment.

• Knowledge of PFD, PID and technical specification and drawings interpretation.

• Mechanically inclined and knowledge of manufacturing processes and design standards and codes.

• Basic computer skills and proficiency.  Familiarity with CRM (Oracle is a plus), ERP, database, spreadsheet, and word processing abilities.

• Ability to provide a high level of detail.

• Ability to organize, prioritize, and handle multiple work assignments.

Education and Experience:     

BA/BS University degree (engineering degree a plus) and minimum of 3+ years industry sales experience in durable capital equipment.