Regional Manager - Irrigation Products

1. ESSENTIAL DUTIES AND RESPONSIBILITIES :

Sales Growth & Territory Management

• Develop and execute an annual regional sales plan aligned with Company sales, growth, and profitability objectives.
• Achieve established revenue, margin, market-share, and new-business objectives for the assigned territory.
• Identify, develop, pursue, and close new business opportunities throughout the region.
• Grow existing accounts by identifying additional product, application, and project opportunities.
• Develop territory strategies, sales forecasts, and action plans to support achievement of business objectives.
• Lead opportunities through the complete sales cycle, including prospecting, needs assessment, solution development, proposal preparation, negotiation, and closing.
• Monitor territory performance and adjust sales strategies and activities as needed to achieve established objectives.

Customer & Channel Development

• Build and maintain strong, long-term relationships with distributors, specifiers, contractors, public agencies, designers, architects, and other key stakeholders.
• Conduct regular customer and prospect visits to strengthen existing business, identify customer needs, and generate new sales opportunities.
• Develop relationships with designers, architects, and specifiers to secure product approvals and specifications for Buckner and Superior products on new projects.
• Correctly assess customer requirements and recommend appropriate solutions from the Company's product portfolio.
• Develop and conduct effective technical, product, and sales presentations for customers, prospects, channel partners, and other stakeholders.
• Coordinate sales activities with distributors and other channel partners to maximize market coverage and sales effectiveness.
• Provide timely and professional follow-up to customers and prospects through meetings, telephone conversations, email, proposals, and other business correspondence.

Sales Pipeline, Forecasting & Market Intelligence

• Maintain accurate, complete, and timely customer, opportunity, pipeline, and sales activity information within the Company's CRM system.
• Regularly review sales activity and progress against established targets and execute agreed-upon initiatives and action plans.
• Provide timely and accurate sales forecasts and market information to support the Company's SIOP planning process.
• Monitor competitive activity, market conditions, pricing, customer needs, and industry trends throughout the territory.
• Identify potential new products, product enhancements, and market opportunities based on customer feedback and market knowledge.
• Provide management and Engineering with market and customer feedback regarding existing products, product performance, and potential new-product opportunities.

Business Execution & Internal Collaboration

• Partner effectively with Sales, Marketing, Engineering, Operations, Supply Chain, Customer Service, and other internal functions to support customer requirements and business objectives.
• Communicate customer needs, market opportunities, competitive developments, and business risks to appropriate internal stakeholders.
• Participate in sales and marketing meetings, training programs, industry events, and other Company meetings as required.
• Attend and represent the Company at trade shows and industry events as required.
• Plan territory travel, customer visits, and itineraries to maximize customer-facing time and sales effectiveness while appropriately managing travel expenses.

• Travel required: 50-75%. Includes presence in Florida on a monthly/regular basis.

• Other duties and responsibilities as required.

• Prepare and submit sales reports and other business reports as required.
• Develop and deliver presentation as needed.

1. MINIMUM QUALIFICATIONS

• Demonstrated ability to identify and pursue new customers within territory.

• Outgoing personality with excellent social and presentation skills.
• Excellent verbal and written communication skills.
• Influential skills with ability to sell Company Products.
• Able to build rapport easily with individuals from different backgrounds.
• Able to understand financials involved with the sale of Irrigation products.
• Highly motivated; willingness to grow and learn.
• Organized and able to carry out multiple responsibilities.
• Able to solve problems.
• Strong focus on customer and customer relationships.
• Able to work with others.

• Able to read, analyze, and interpret general business periodicals, professional journals, technical procedures, and governmental regulations.
• Able to write reports, business correspondence, and procedure manuals.
• Effective at presenting information and responding to questions from groups of managers, clients, customers, and the general public.
• Able to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages.
• Able to define problems, collect data, establish facts, and draw valid conclusions .
• Strong analytical skills with ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
• Working knowledge of MS Word, PowerPoint, Excel and Outlook. Use of AI an asset.

• Knowledge of irrigation products and industry is required.
• Expertise in a commercial role is a plus.
• Demonstrated sales experience in the industry.

• Completion of Sales training an asset.

• Proficiency in use of CRM.
• Valid drivers’ license required and must be maintained.

1. CORE VALUES:

• Building Enduring Customer Value
• Passionately Pursue Excellence
• Works as a Team / Win as a Team
• Optimize Results
• Work with Integrity/ Build Trust.

1. PHYSICAL DEMANDS:

1. WORK ENVIRONMENT: