The
Regional Sales Manager is responsible for driving revenue growth and expanding market share for Direct Steam Injection (DSI) heating systems within a defined territory. This role focuses on selling engineered thermal solutions used for precise, efficient heating of liquids and slurries across process industries in food & beverage, pulp & paper, chemical processing, ethanol, mining and wastewater treatment.
The ideal candidate combines strong technical aptitude with consultative selling skills and a hunter mentality to identify customer process challenges and position DSI technology as a high-value solution.
This position also requires strong territory management skills and the ability to effectively motivate Channel Partners in a hybrid go-to-market environment.
Responsibilities:- Develop and maintain strong relationships with key accounts, strategic customers, engineering firms, OEMs, and end users to drive specification of DSI systems and long-term growth.
- Create and execute a comprehensive regional sales plan within the assigned industry, outlining programs and strategies to achieve and exceed annual HTC financial goals, business objectives, and personal performance targets.
- Ensure strong market coverage to drive segment growth, enhance customer support, and consistently deliver the HTC value proposition through a balanced go-to-market approach, including both direct efforts and collaboration with Channel Partners.
- Manage long sales cycles involving capital equipment and engineered solutions, tracking and driving projects from initial customer inquiry through order closure to ensure timely delivery and customer satisfaction.
- Consistently achieve or exceed annual sales and margin targets through effective pipeline management, strategic account execution, and disciplined sales practices.
- Maintain accurate and reliable sales forecasts by leveraging all available tools and resources, including timely and thorough CRM updates, to ensure strong pipeline visibility and data integrity.
- Provide regular reporting on sales activity, market trends, and competitive intelligence to support informed decision-making.
- Lead strategic sales presentations to key customers, clearly articulating HTC capabilities and delivering compelling value propositions, including ROI and total cost of ownership analyses.
- Partner closely with engineering and applications teams to design and deliver optimized DSI solutions, working alongside Application Engineers and/or Business Development Engineers to define system requirements and prepare detailed bid proposal packages.
- Support proposal development, pricing strategies, and contract negotiations to successfully close business opportunities.
- Set sales budgets for regional Channel Partners, monitor performance, and routinely conduct joint sales calls to support their sales efforts and initiatives.
- Provide product knowledge and training seminars for Channel Partners, end users, engineers, and contractors as needed.
- Attend industry-related trade shows, events, and seminars to build brand presence and generate new opportunities.
- Manage company expenses within established guidelines.
- Operate daily with HTC Core Values in mind, ensuring they are consistently reflected in all communications with customers and partners.
- Comply with all company mandates, policies, and standards.
Qualifications & Requirements: Education & Experience
- Bachelor's degree in Business Administration, Mechanical Engineering, Chemical Engineering, or a related field preferred.
- 5-10 years of experience managing a full-cycle sales process for technical, engineered products and capital equipment preferred.
- Completion of accredited, professional sales skills seminars or coursework (such as Miller-Heimann or Sandler) is a plus.
Technical & Sales Expertise
- Strong understanding of heat transfer, steam systems, and process heating applications.
- Proven ability to sell engineered-to-order or application-based solutions.
- Experience navigating complex, multi-stakeholder sales processes.
- Ability to translate technical features into clear economic and operational value for customers.
- Experience with sanitary equipment in food, beverage, pharmaceutical, or dairy industries preferred. (applies to candidates for Food Team roles only)
Skills & Competencies
- Strong technical and mechanical aptitude.
- Effective presentation, verbal, and written communication skills.
- Proficiency with Microsoft Office Suite, CRM platforms (e.g., NetSuite), and Windows-based systems.
- Highly organized with strong attention to detail.
- Self-motivated with the ability to work independently and manage priorities in a fast-paced, changing environment.
Additional Requirements
- Willingness to travel up to 50% within the assigned region.
- Must have legal authorization to work in the United States.
- Valid U.S. driver's license and passport required.
Preferred Attributes: - Strong "hunter" sales mentality.
- Energetic, enthusiastic, and optimistic mindset.
- Ability to effectively prioritize workload and adapt quickly to changing demands.
- Self-motivated and ability to work independently.
Language Requirements: - Fluency in English required.
Compensation & Benefits: - Competitive base salary plus performance-based commission/bonus
- Car allowance or company vehicle
- Comprehensive benefits package - health, dental, vision, 401(k)
- Paid time off and travel reimbursement
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