Regional Sales Manager

Regional Sales Manager

Purpose is to sell products by maintaining and expanding customer base; manage direct outside sales staff and BSA's (Buy/Sell Agents). A salary position with a sales based incentive. Compensation arrangements may vary from year to year. Regions based on given territory defined as: Eastern/Western/Southern.

Essential Functions

1. Accomplish regional sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees and BSA's in assigned districts.
2. Communicate job expectations; plan, monitor, appraise and review job contributions.
3. Plan and review compensation actions and enforce policy and procedures.
4. Achieve regional sales operational objectives by contributing information and recommendations to strategic planning by preparing and reviewing action plans and implementing production, productivity, quality, and customer-service standards.
5. Complete audits, identify trends, determine regional sales system improvements and implement changes.
6. Meet regional sales financial objectives by forecasting requirements, prepare annual sales budgets, analyze variances and initiate corrective actions.
7. Establish sales objectives by creating a sales plan and quota for districts in support of national objectives.
8. Maintain and expand customer base by counseling district sales representatives building and maintaining rapport with key customers and identifying new customer opportunities.
9. Recommend product lines by identifying new product opportunities and/or product, packaging and service changes by surveying consumer needs and trends and tracking competitors.
10. Implement trade promotions by publishing, tracking and evaluating trade spending.
11. Update job knowledge by participating in educational opportunities by reading professional publications and maintaining personal networks.
12. Accomplish sales and organization mission be completing related results as needed.

Qualifications

Education and Experience:

• Bachelor's degree in engineering or business preferred.
• Two (2) – three (3) years sales experience.

Other Qualifications:

• Complete understanding of Codes applicable to SRV's such as ASME, API, BV, GL, DNV, CRN, CE, DOT, UV, VR
• Thorough understanding in the Fluid Dynamics field to include: Flow, Temperature, Pressure, line loss and Back Pressure.
• Knowledge of contracting and negotiation.
• Knowledge of structuring sales quota goals and revenue expectations.
• Professional written and verbal communication and interpersonal skills.
• Ability to oversee and motivate manufacturing representative.
• Strong computer skills including Microsoft Office (Word, Excel and PowerPoint).
• Work requires willingness to work a flexible schedule (evenings, weekends) as needed.

Knowledge, Skills and Abilities (KSAs):

• Business Perspective – Demonstrates an understanding of business issues, processes, and outcomes to enhance business performance.
• Relationship Building – Skilled in establishing and fostering professional contacts
• Interactive Communication – Ability to communicate complex issues clearly and credibly with widely varied audiences and overcome resistance.
• Results Management – Organizes time, work and resources to accomplish objectives in the most effective and efficient way.
• Decision Making – Able to make decisions involving varied levels of risk and ambiguity
• Sales Process – Expert knowledge and ability in applying the organizational sales process effectively.
• Product Knowledge – Advanced knowledge of products and services provided.
• Territory Management – Allocates resources appropriately to the organization's sales areas.
• Competitive Knowledge – Uses knowledge of competitors and their products and services to gain an organizational advantage.
• Industry Knowledge – Understands how the organization fits into the industry, the industry as a whole and the links to related industries.

Organizational Expectations:

• Safety - Shows concern for safety, identifying hazardous or potentially hazardous situations and taking appropriate action to maintain a safe environment for self and others.
• Quality – Follows up to ensure high quality output, takes action to solve quality problems or communicate quality issues to management.
• Teamwork - Works collaboratively with others to achieve organizational goals and treats others with respect and dignity.
• Client Focus – Provides service excellence to both internal and external clients.
• Accountability – Willingly accepts personal responsibility for decisions, actions, attitudes and behaviors that contribute to the overall effectiveness of the organization. Communicates effectively, follows through on assignments, uses resources efficiently and participates in learning opportunities.

ADA Requirements

Frequently:

• The ability to travel up to 75% of the time, sometimes requiring overnight stays.
• Valid Drivers License.
• Motor skills with the ability to move around an office, customer site, trade shows with ease.
• Able to communicate verbally via phone and in person.

Moderate to occasional:

• Lifting (1-90 pounds), walking.

Dresser is an Equal Opportunity Employer. We respect and seek to empower each individual and support the diverse cultures, perspectives, skills, and experiences within our workforce. Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic factors, military/veteran status, or other characteristics protected by law.