The Regional Sales Manager is responsible for delivering profitable organic growth across the assigned U.S. territory. The role sells Richter lined centrifugal pumps and lined valves to the chemical process industry through a balanced combination of distributor development and direct engagement with strategic end users, EPC firms, OEMs, and contractors.
Success requires disciplined territory planning, value-based selling, market-share expansion, effective 80/20 channel management, and strong long-term relationships with distributors and end users. The Regional Sales Manager is expected to meet or exceed the annual territory sales plan established by business unit management.
Key AccountabilitiesTerritory Growth and Commercial Performance- Meet or exceed the territory revenue and growth objectives established in the annual sales plan.
- Develop and execute a territory plan that prioritizes the most attractive customers, applications, channels, and growth opportunities.
- Segment accounts and opportunities by direct and indirect route to market, strategic value, growth potential, and required coverage model.
- Build and maintain a healthy opportunity pipeline and convert qualified opportunities into profitable orders.
- Manage market price points and commercial terms in alignment with business unit pricing targets, policies, and approval requirements.
- Use value-based selling to demonstrate total cost of ownership, reliability, safety, lifecycle value, and application fit.
Direct Sales and Strategic Account Development- Develop relationships with key end users and conduct sales calls independently or jointly with distributor sales personnel.
- Manage project opportunities directly with end users, EPC firms, OEMs, and contractors, including product positioning, recommended pricing, and opportunity strategy.
- Develop and execute competitive displacement strategies at targeted new and existing accounts to increase market share and account penetration.
- Identify key decisionmakers and influencers and maintain awareness of customer operations, investment activity, regulatory considerations, and relevant technology developments.
- Coordinate internal technical and commercial resources to deliver responsive, application-focused customer support.
Distributor and Channel Management- Manage the indirect sales channel using 80/20 data and principles to focus resources on the customers, applications, and activities that create the greatest value.
- Develop and implement joint business plans with distributor management, including clear growth priorities, target accounts, activities, and performance expectations.
- Monitor distributor execution and hold channel partners accountable for agreed commitments and results.
- Ensure Richter receives appropriate distributor attention and resources to promote and sell its products and services.
- Build productive relationships across distributor organizations, including management, outside sales, inside sales, and technical personnel.
- Recommend changes to territory coverage and propose new primary or niche distributors where a clear business case exists.
Sales Process, CRM, and Forecasting- Record sales calls, leads, contacts, opportunities, quotes, and next actions accurately and promptly in the company's CRM system.
- Maintain credible opportunity stages, values, close dates, and probabilities to support reliable forecasting and resource planning.
- Provide regular territory updates, including performance versus plan, major opportunities, risks, competitive activity, and required management support.
- Follow established company policies and processes for pricing, quotations, contracts, channel management, and approvals.
Market and Product Development
- Provide actionable market intelligence, including customer needs, competitive developments, pricing trends, market data, and emerging applications.
- Identify and communicate new product or service opportunities that support sustainable, profitable growth.
- Contribute to new product development, marketing, strategic accounts, and sales initiatives as requested.
- Continuously strengthen technical product knowledge, application understanding, and professional selling capabilities through self-development and company-provided resources.
Required Qualifications
- Bachelor's degree in engineering, business, or related field, or equivalent combination of education and relevant experience.
- At least five years of successful sales experience involving industrial pumps, valves, rotating equipment, or comparable process equipment.
- Demonstrated experience managing distributors while also selling directly to end users.
- Experience developing territory plans, opportunity pipelines, forecasts, and account growth strategies.
- Proficiency with Microsoft 365 applications and CRM systems, including Microsoft Dynamics or comparable platforms.
Preferred Qualifications
- Experience with lined pumps and valves, corrosive chemical applications, or other severe-service fluid-handling equipment.
- Established relationships within the chemical process industry in the Midwest territory.
- Experience working with EPC firms, OEMs, contractors, and strategic end-user accounts.
- Technical aptitude sufficient to explain product operation and support basic pump and valve teardown and assembly activities.
Core Competencies
- Customer focus and relationship building
- Value-based selling and negotiation
- Territory, account, and channel planning
- Commercial judgment and pricing discipline
- Technical learning agility and application awareness
- Clear written, verbal, and technical presentation skills
- Self-direction, organization, and follow-through
- Cross-functional collaboration and disciplined use of CRM
Travel and Work Environment
- Ability and willingness to travel up to 75%, including overnight travel, based on business needs.
- Work is performed in office, customer, manufacturing, and warehouse environments.
- Ability to use standard office and communication technology and to perform the essential duties of the position, with or without reasonable accommodation.
- Ability to safely enter customer and manufacturing facilities and comply with applicable site safety requirements.
Key Working Relationships
The Regional Sales Manager works closely with customers, distributors, suppliers, and personnel across Richter and IDEX. Key internal partners may include field sales leadership, other IDEX business units, Strategic Account Management, the Customer Support Center, Applications Engineering, Product Engineering, Warranty and Repair, Information Systems, Marketing, Operations, and Finance.
Additional Responsibilities
Perform other duties reasonably related to the position, as assigned by management.
Compensation Information
The expected pay range for this position is 0 - 0 annually.
Ultimately, in determining your pay, we may also consider your experience, and other objective job-related factors. This position may be eligible for a bonus or other incentive plan, as well as other forms of compensation.
Would you like to become part of the team? Then we look forward to receiving your application and meeting you in person soon.
