Business Unit and Position Summary:The
Regional Account Manager is responsible for building and maintaining customer relationships within a specific territory. This role involves understanding customer needs to shape business solutions and providing sales support across various segments, including services, diagnostic equipment, valve and valve parts, and training. This position is instrumental in driving revenue growth and profitability, while also managing training initiatives, sales forecasting, project delivery, and strategic business planning. They collaborate closely with internal teams such as Customer Service, Business Line Management, and executive leadership to ensure effective decisions around product promotion, pricing, and placement. The position reports directly to the Director of Sales and Marketing.
Principle Responsibilities: - Drive annual growth in orders and sales revenue within the assigned region.
- Develop and execute sales strategies by identifying key decision-makers and aligning value propositions to customer applications.
- Maintain deep knowledge of product lines and their applications, including valves, valve parts, testing equipment, training, and services.
- Build and sustain strong relationships across site-level departments and corporate offices.
- Identify and manage sales opportunities using Salesforce.com; ensure CRM data is current and accurate.
- Conduct regular site visits-minimum five per month-and ensure quarterly coverage of all sites in the territory.
- Organize and lead product demonstrations and Lunch & Learn sessions to educate end users.
- Support new product development and integration efforts in collaboration with vertical leaders.
- Monitor competitive activity and market trends; report insights to internal stakeholders.
- Collaborate with Marketing to identify promotional opportunities such as trade shows and industry events.
- Translate customer needs into technical solutions; resolve issues by coordinating with internal departments.
- Champion the use of Crane Business System (CBS) and Sales Excellence tools to drive continuous improvement.
- Participate in strategic planning and monthly strategy deployment meetings; update relevant metrics.
- Provide feedback to Business Line Managers and VPGMs on adjacent market opportunities.
- Understand and support inside sales processes and expectations.
- Ensure customer satisfaction through responsive service and issue resolution.
- Stay informed on global industry developments and competitive intelligence.
Qualifications/Experience:- Bachelor's degree in management or a technical field preferred.
- Minimum of five years of experience in technical field sales; nuclear industry experience is a plus.
- At least three years of management experience, ideally in a manufacturing environment.
- Strong interpersonal, verbal, and written communication skills with the ability to build relationships and maintain professionalism under pressure.
- Proven ability to differentiate products and articulate value propositions to win competitive orders.
- Excellent listening skills with the ability to translate customer needs into effective solutions.
- High-energy, self-starter with a competitive mindset and a servant leadership approach.
- Effective time-management and organizational skills; disciplined in maintaining a travel schedule.
- Ability to handle complex situations calmly and deliver thoughtful, data-driven recommendations.
- Proficient in Microsoft Office Suite (Excel, Word, PowerPoint, Outlook).
- Quick learner with a collaborative, team-oriented mindset.
- Strong sense of urgency and responsiveness to customer inquiries and issues.
- Ability to maintain constructive relationships internally and externally, even in challenging circumstances.
Additional Comments:- Complete all assigned tasks as directed.
- Travel required approximately 75% of the time, including day and overnight trips; typically 1-2 site visits per week (3-4 days), across 3 weeks per month.
- Must be capable of air travel.
- Set and achieve short- and mid-term goals in alignment with the Annual Performance Appraisal.
Interactions:- Primary interactions are with site management teams, with additional collaboration across internal peers such as Inside Sales, Customer Service, Business Line Managers, and VP/GM leadership.
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This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
