REGIONAL SALES MANAGER - COPE VULCAN - VALVE PRODUCT LINELocation: This role will work from a home office with extensive travel - Southeast Region.
Pay Range: The base pay range for this position is $95,000 - 105,000 USD plus
sales incentive plan. The specific pay offered may be influenced by a variety of factors, including the candidate's experience, education, and skill set.
The Regional Sales Manager is responsible for the development, implementation, and execution of strategies and tactics in support of the sale of company products and aftermarket services, through direct sales channels and manufacturer representatives, to select key and target accounts. This will require extensive involvement in the completion of all critical tasks related to the sales process, including opportunity creation/identification, lead qualification, product selection, proposal generation and follow-up, and the ultimate capture of new business. You will be responsible for successful direct business development, representative development, and developing strategies for penetrating OEMs, architectural engineers, end users, and direct market penetration.
Principal Duties and Responsibilities- Managing representatives in the territory, including forecasting, business plans, and follow-up on open opportunities.
- Traveling to select customers and prospects to develop personal relationships with key contacts, explore opportunities, and solicit inquiries and/or orders. You'll develop a working knowledge of the customers' process, organization, and overall business to gain a competitive selling advantage for the company.
- Developing and maintaining a working relationship with manufactures' representatives to encourage interaction and exchange of information and to facilitate the effective execution of transactions between companies.
- Acting as a key contributor in the review process of customers' requests for quotations (RFQs) to help keep the process and criteria current in order to reach bid/no-bid decisions that best satisfy the company's goals and objectives.
- Managing and tracking sales department efforts on quotation activity, profitability levels, pricing trends and quotation success ratios for assigned territories.
- You'll maintain and support the sales team's quotation tracking systems.
- Preparing and presenting technical sales presentations to customer decision makers to promote company product offerings and/or confirm that proposed product(s) comply with the customer requirements/specifications.
- Pursuing and reviewing inquiries from clients for aftermarket parts and services for Copes Vulcan Valves, desuperheaters, steam conditioning products and field services opportunities to support our aftermarket operations.
Knowledge, Skills and Abilities- The ability to:
- Apply concepts of basic mathematics, including calculating figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
- Solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
- Interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
- Proficiency in:
- MS Word, Excel, PowerPoint and Adobe Acrobat as they relate to job usage.
- Math and engineering, and exposure to quality tools and engineering principles.
- English (required), proficiency with other languages will be helpful.
Education and Experience- Bachelor's degree and five to seven years of related experience and/or training, or an equivalent combination of education and experience within the power/light and heavy industrial markets. MBA helpful.
- 3 - 5 years in sales and /or sales management experience strongly preferred.
- Experience with:
- Severe service and general service control valve applications.
- Desuperheating and steam conditioning applications for power and co-gen.
- Steam conditioning and turbine bypass applications in power and co-gen.
- Reviewing customer-supplied specifications, P&ID, and data sheets as they pertain to specific job use and applying to equipment offerings to determine best solution selections suited for purpose and application.
- Using sizing programs.
- Conducting project review meetings and traveling to suppliers, customers, plants, other divisions, etc.
- Giving presentations and status reports.
- Handling multiple priorities under pressing deadlines.
