Regional Sales Manager - NE

Job Summary

The Regional Sales Manager (RSM) will be responsible for owning the commercial number for your region. They will drive the direct contact for select customers utilizing a high value sales approach. The RSM must also grow into representing the first stop for technical & commercial questions about the products.

They will be supported by an experienced team and should grow to handle technical questions that arise in the field. By selling the value, process and product improvements delivered by Tusk Industrial, the RSM will maintain / increase sales volume and margin with existing and new accounts. This role is accountable for executing assigned sales goals and sales plans within a designated sales territory.

The RSM is responsible for securing sales, directly or via channels, at both the OE (Original Equipment) and AM (Aftermarket) level while building and maintaining effective channel partner and end-customer relationships. Product brands will be designated/assigned by the Director of Sales in accordance with overall Sales strategy.

Essential Duties &

Responsibilities

• This job description represents only the primary areas of responsibility; specific position assignments will vary depending on the needs of the department.
• To perform the job successfully, an individual must be able to execute each essential duty satisfactorily.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Maximizes sales revenue of established accounts and targets new business opportunities and new customers by performing sales calls to distributors, end-users, and OEMs to develop key relationships.
• Conducts seminars, presentations, and trade shows to generate new sales of OE, services, and parts.
• Drives aftermarket parts and service capture across the installed base by identifying replacement, repair, and upgrade opportunities that follow from OE sales.
• Recommends the selection of distributors and manages the training, support, and installed base of existing distributors to meet sales targets and objectives.
• Handles customer and prospect inquiries and provides technical and business support, including analyzing specifications and performance requirements to recommend the optimal solution within existing product offerings, and reviewing initial conditions and terms of sale.
• Delivers, follows up, and manages all proposals in the assigned territory for quality, accuracy, and completeness.
• Creates and executes a territory business plan and manages the sales pipeline to achieve the annual operating plan.
• Prepares yearly regional sales forecasts, reports weekly on short-term forecast, and completes frequent CRM functions in Salesforce to ensure accurate forecasting and pipeline management.
• Maintains an in-depth understanding of territory market potential and reports competitive intelligence, including lost-order analysis, pricing trends, and emerging product needs.
• Holds themselves and channel partners accountable for meeting annual targets and identifies accounts that should be managed directly or moved to other channel partners for targeted sales development.
• Performs other duties of a similar nature and level as assigned.
• Education & Experience:

Required

• Bachelor's degree in engineering, business, or a related technical field, or equivalent combination of education and directly relevant experience.·        Five or more years of outside sales experience selling engineered industrial equipment, ideally rotating equipment or pumps, into chemical, petrochemical, water and wastewater, or general process markets.·        Demonstrated experience managing a distributor or manufacturer representative channel, including partner selection, development, and accountability for results.·        Track record of meeting or exceeding revenue and margin targets in a territory or regional role.·        Proficiency with CRM systems (Salesforce preferred) and standard business software.·        Valid driver's license and ability to travel within the territory as required.

Preferred

• Mechanical engineering degree or equivalent technical background sufficient to discuss pump applications and specifications credibly with engineers and end users.·        Application engineering or inside sales experience that preceded a move into outside sales.·        Familiarity with aftermarket parts and service selling.·        Experience selling across multiple brands or product lines into shared end markets. Licensing or Certifications: N/ACompetencies, Skills & Abilities:

Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.

Administration and Management — Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

• Engineering and Technology
• Knowledge of the practical application of engineering science and technology.
• This includes applying principles, techniques, procedures, and equipment to the design and production of various goods and services.
• Persuasion
• Persuading others to change their minds or behavior.

Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.

Speaking — Talking to others to convey information effectively.

Coordination — Adjusting actions in relation to others' actions.

Critical Thinking — Ability to analyze information objectively and draw rational conclusions.

Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences.

Oral Expression — The ability to communicate information and ideas in speaking so others will understand.

• Written Comprehension
• The ability to read and understand information and ideas presented in writing.
• Deductive Reasoning
• The ability to apply general rules to specific problems to produce answers that make sense.
• Speech Clarity
• The ability to speak clearly so others can understand you.

Travel

Requirements

• (Requirement)
• Ability and willingness to travel domestically up to 60%.ADA

Requirements

• This job operates in a professional office environment including customers sites.
• This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.