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IDEX Regional Sales Manager in Mansfield, Ohio

If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.

With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses (https://www.idexcorp.com/our-businesses/business-segments/) around the globe, chances are, we have something special for you.

Summary: The Regional Sales Manager is responsible to meet growth objectives and exceed annual sales year over year within their territory, through effective interactions with all levels of their assigned distributors, as well as by working internally across Warren Rupp functional organizations. Their responsibility includes coordination of all regional commercial functions including meeting growth goals, establishing distribution programs/metrics, assessing, and adjusting the distributor relationships to align our channel with specific business or market needs and effective use of business planning tools, relationship building skills and growth deployment processes. This role will factor significantly into upcoming commercial succession plans for the company subsequently prior experience and success in building and leading great teams is preferred

Major Tasks and Responsibilities:

  • Meets or exceeds territory revenue growth forecast as established by the RSM, and Business Unit management. Work closely with their distributor partners to establish annual goals and to drive accountability to these commitments. This involves establishing regular routine of quarterly business reviews and monitoring/supporting new business opportunities closely, as well as regularly visiting key distribution customers with the distributor salespeople.

  • Capture detailed information within the CRM on take share and other New Business Opportunities. Profile opportunities with depth to allow marketing, product & commercial and business development leadership to extract critical differentiations of WRI portfolio in the market

  • Develop and execute on channel expansion to broaden market, customer, and geographic coverage for WRI pumping products across their region. Channel expansion strategy should be aligned to the most critical regional opportunities.

Make joint sales calls with distributor sales or service personnel and builds relationships with key customers in the territory. Communicate call results across distributor and Warren Rupp organizations any action items if applicable.

Build relationships with distributor personnel across their organization from Senior Leadership to Field Salesperson

Ensures that Warren Rupp gets adequate share of distributor’s time and resources to sell and promote our products and services. Develop core positioning at each distributor and produce profit and market share goals in the business plans.

Manage “project” activity in the assigned territory, including product offering, recommended pricing levels, and establish sales strategy while following company policies and objectives.

Develop and implement strategies for displacement of competition at new and existing targeted accounts with the goal of increased market share and penetration. Targeted accounts to be identified in Annual Business plan and progress documented within CRM.

  • Coordinate price proposals for standard & non-standard products with the factory engineering and finance organizations. Share regional market pricing with factory organization to enable developing more effective pricing processes.

  • Facilitate provision of annual and monthly revenue forecasts for each distributor partner

  • Work with channel partners to establish stock at appropriate levels to support the market & customer expectations.

  • Support the execution of new product launch programs through their regional channel partners

  • Facilitate required training to distributor personnel on products/applications, competition, commercial issues, and the features and benefits of Warren Rupp products and how / where to sell them.

Manage territory disputes, commission splits, etc. within the boundaries of the distributor agreement.

Provide the company with new product and service ideas, market trends, territory market data, growth strategies, and competitive intelligence. Participate on New Product Development, marketing, and sales teams as required.

Network effectively to understand events in the market or at the distributor that may impact distributor’s ability to service and grow the territory.

  • Implementation of e-business initiatives with designated channel partners as developed.

  • Implementation of Countermeasures and Recovery Plans for underperforming distributors

Other Responsibilities:

  • May be assigned direct reports and must have the ability to closely collaborate with cross functional teams within Warren Rupp to drive growth within the region.

  • Participates in factory training

  • Collects data for predetermined metrics to support cross functional business needs

  • All other duties as assigned.

Process Metrics:

  • Meet and exceed sales / growth targets

  • Develop and implement Distribution Mutual Action Plans

  • Manage reporting and Expense Process

  • Contract negotiation and management

Competencies

  • Planning

  • Drive for continued, sustainable growth results

  • Conflict management

  • Strategic Agility

  • Functional / Technical Skills

  • Negotiating

  • Listening

  • Customer Focus

  • Relationship Building

  • Business Acumen

  • Financial Acumen

  • Written Communications

Process Owner’s Minimum Requirements:

Education:

  • Bachelor’s degree in Marketing, Engineering, or Industrial Technology and/or a minimum of five years’ experience in technical sales and channel sales

Experience:

  • Leadership experience preferred in a commercial environment

  • Sales related negotiation work experience

  • Distribution or channel management

Specific skills, knowledge, and/or licenses:

  • Excellent communication skills, both oral and written

  • Formal presentation skills

  • Strong negotiating skills

  • Proficient in Microsoft Office, and Microsoft Dynamics 365 (CRM)

Working Conditions:

  • Frequent travel (60-70%)

  • Work independently and self-motivated

Warren Rupp is an equal opportunity employer Minorities/Females/Protected Veterans/Disabled

Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?

IDEX is an Equal Opportunity Employer and Affirmative Action Employer. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws (Minorities/Females/Protected Veterans/Disabled).

Business Unit: Warren Rupp

Job Segment: FMT Fluid & Metering Technologies

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