Regional Sales Manager - Municipal Pump Industry

Remote
Full Time
Manager/Supervisor

Job Summary

The RSM-M is responsible for all aspects of sales and business development activity for new equipment in the Municipal Market demonstrating One Face One Customer Philosophy. This is accomplished through either direct sales activity with specifying Engineers & Engineering Houses / End user Municipalities or through authorized representatives, providing sales support and strategic direction to the representatives within defined products, with the objective of incrementally increasing sales, market share and profits through targeted / strategic focus. The RSM-M will be responsible for covering the Municipal Market primarily Drinking Water & Potable Water and Waste Water as the need arises. Travel will be approximately 30%. The position reports to the VP - Sales.

Responsibilities and Duties

  1. One Face One Customer: Single Point of Contact calling on customers in the territory on a regular basis to grow the business the Municipal Water market segment, per the guidelines established.
  2. Responsible for all customer / territory interactions (single point contact) - developing and maintaining active relationships with Buying Influences and development of new relationships both directly and through Rep / Distribution network.
  3. Development of sales and business efforts in Municipal drinking water market segment and to a lesser extent waste water. Work with accounts to understand and define individual needs (accomplish, fix or avoid), expand consequences for not acting and pay-off / benefits for applying suggested solutions, which impact customers metric.
  4. Responsible for territory / customer forecast, budgets and cost control via company approved systems, methods and policies
  5. Establish a National authorized and approved representative network
  6. Evaluate current and future market opportunities. Formulate and implement sales strategies which maximize brand awareness, RP presence, increase market share/penetration and provide solid results solutions for the customer.
  7. Stay current with Water Industry activity, new product developments.
  8. Advise Management of market conditions, competitive forces, regulator changes, etc. which impact continuous growth.
  9. Travel directly in assigned sales territory. Assist representatives in their efforts to develop their territories, communicate, and sell all products where applicable in the Water Sector
  10. Develop resources, innovative tools, and new product offerings which will help our rep. sales team gain a competitive advantage in this market segment.
  11. Evaluate and establish terms and conditions.
  12. Develop resources, innovative tools, and new product offerings which will help our rep. sales team gain a competitive advantage in this market segment.
  13. Conduct Lunch and learns, providing technical and process training to the Customer, Specifying Engineers and Reps.
  14. Review and provide customer project specification / scope requirements to appropriate In-House personnel and insure proposals generated meet requirements.
  15. Accountable for all customer / territory communications and interactions through daily update in CRM and forecast which includes industry / market / account competitive analysis to support management strategy development.
  16. Evaluate effectiveness Product / Market sales strategies and tactics, make changes as needed Periodically evaluate effectiveness of Key Account sales strategies and tactics, make recommendations for change
  17. Maintain all company tools in good working order.

Qualifications and Skills

Bachelor Degree in Mechanical Engineering or Equivalent pump experience preferred.

10+ years of Municipal Pump Experience.

Knowledge

Must have 10 years specialized product / market experience, have good computer skills and able to communicate ideas, concepts and solutions to customers pay back at all levels of the customers organization at a high professional level. Able to develop and execute production / market based business plans and to positively influence the sales team with strategic direction and focus and training as needed. Regional Sales Manager Municipal will be responsible for all sales activity as Single Point Contact, demonstrating One Face One Customer philosophy for new pumps within defined territory and assigned accounts, The End User Sales Engineer will be expected to size and select pumps and be able to produce both End User and New equipment proposals utilizing GPS / CRM other systems.

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