Regional Distribution Sales Manager- Western US

Full-time

Description

ABOUT THE COMPANY:

DwyerOmega is a globally trusted leader in manufacturing innovative instrumentation solutions for the Process Measurement, Automation, Control and HVAC markets. With very strong brand recognition and high levels of customer loyalty, DwyerOmega has an unmatched reputation for providing customized solutions that meet and exceed customer needs. Our team of engineering experts help our customers select technical, and often configured, product solutions for their unique applications.

The company offers over 300,000 state-of-the-art products for process measurement and control of temperature, humidity, pressure, strain, force, flow, level, pH, conductivity, and indoor air quality, and is a recognized global leader in the digital marketing of technical products. The products that we manufacture are used to control and drive process efficiency, creating safe and sustainable environments.

At DwyerOmega, we enable our customers to improve the world – one measurement at a time. We achieve this through our unwavering commitment to technology, customer service, and overall continuous improvement. Every day, we strive to cultivate a culture of ingenuity, empowerment, accountability, adaptability, and speed.

The company’s corporate headquarters are based in Michigan City, Indiana, and Norwalk, CT with manufacturing locations and sales offices located throughout the world.

Summary:

The Regional Distribution Sales Manager is responsible for developing existing and new business within assigned accounts in the distribution channel in their assigned geography. The primary objective is to drive profitable growth across the complete Dwyer Omega portfolio.

Essential Duties and Responsibilities:

• Identify, establish and develop relationships with key influencers and decision makers within your accounts.
• Develop a clear sales plan with initiatives to drive growth for top revenue accounts. Build customer heat maps, customer relationship maps and competitive analysis to feed into your sales plan. Monitor sales plan effectiveness; make changes to ensure success.
• Working with your distributor partner, establish a target list of customers to win, and utilize CRM funnel to track progress
• Identify, establish and develop your network within the industry.
• Develop and maintain a growth plan to define sales pipeline, run rate, budgeting and target account focus specific to the accounts within your responsibility.
• Develop existing / new channel partners and customers to ensure key markets have distributor coverage and customers are serviced properly.
• Embrace Salesforce.com CRM for sales call planning, contact management, sales activity, relationship status, sales pipeline, opportunities, quotes, quote follow up, wins and losses.
• Work with sales leadership to set and manage sales objectives to achieve corporate Key Performance Indicators (KPI’s)
• Intimately understand your distributors business- their markets, objectives, complementary line card vendors, how they market, etc. 
• Establish and maintain a monthly and quarterly cadence for distributor review; channel program requirements and adherence, KPI’s, mutual actions plans, initiatives, performance, sales activity, sales pipeline, contracts & agreements, inventory, price policies, release dates, contract terms and conditions, renewal dates and all necessary actions to ensure obligations are met on behalf of all involved parties.
• Participate in various internal meetings as required
• Report on acceptance of Dwyer products in the field, recommend modifications to legacy products and the development of new products based on field observations, competitive position and distributor and customer feedback.
• Communicate competition encountered (technical, key attributes, path to market and price) market intelligence and provide feedback to sales and product management for new product development to win more business.
• Utilize all Dwyer Omega sales collateral during sales calls.
• Act as the liaison between our customers and Dwyer Omega engineering for new product development.
• Adhere to company expense policy, core values and mission statement.
• Own your accounts and own the results.
• Be a team player and mentor to your colleagues.

Key Performance Indicators (KPI’s):

• Meet and exceed the sales plan. Get results.
• Leading indicators:
• Sales Activity – In person sales calls, virtual meetings, entertainment, events
• Sales Pipeline
• Opportunities
• Quotes
• Quote follow up

Requirements

Required Skills / Experience / Competencies:

• Ability to cultivate and develop genuine and authentic relationships at all levels within Dwyer Omega, our channel partners and our end users (from field personnel to corner office).
• Ability to solve problems.
• Highly motivated to continuously learn about selling.
• Highly organized with time management skills.
• Strong communication, verbal and writing skills.
• Strong leadership, persuasion and negotiation skills.
• Business acumen including terminology, contracts, terms and negotiations and agreements.
• Team player with passion for selling and winning.
• Commitment to working safely. 
• High standard of integrity and business ethics. Do what is right. 
• Resilience to overcome rejection.
• Initiative to drive activity and get things done.
• Comfortable selling via a virtual platform environment. Ability to communicate and develop virtual based relationships.
• Obsessive focus on distributors, their wants and needs, their goals and objectives, how they buy.
• Technical understanding of DywerOmega products, how they fit customer applications and the ability to effectively communicate this to target audiences.
• Bachelor degree with 5+ years sales experience preferred and/or a combination of education and experience.
• Up to 50% domestic travel 
• Ability to read, analyze, and interpret general business documents and manuals
• Ability to interact / communicate effectively with customers, employees, and others
• Proficient with MS Office and using a CRM. Salesforce experience is a plus.
• Effectively communicate in English orally and in writing.
• Ability to work in a fast pace environment of continuous improvement. 
• Ability to meet frequent project deadlines

Work Conditions:

Other duties, responsibilities and activities may change or be assigned at any time with or without notice as assigned by the Manager. The job description does not constitute a contract of employment and the position remains at-will.

Dwyer Instruments Inc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, and protected veteran status, status as a qualified individual with a disability, marital status, pregnancy, sexual orientation, ancestry, genetic information, or any other characteristic protected by law

Salary Description

$110k-$140k plus incentives