IDEX Regional Sales Manager (Northeast) in Rochester, New York
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 at 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. This is accomplished by effective interactions with all levels of their assigned distributors & with end user customers, as well as by working internally across Warren Rupp functional organizations. Their responsibilities include coordination of all regional sales functions including meeting orders 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.
Meets or exceeds territory sales revenue forecast as established by the VP of Sales and the 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 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 about competitive displacement wins and other New Business Opportunities. Profile opportunities with depth to allow marketing, product management & sales leadership to extract critical differentiations of Warren Rupp Sandpiper products in their market
Develop and execute on channel expansion to broaden market, customer and geographic coverage for Warren Rupp Sandpiper 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 build relationships with key customers in their assigned territory. Communicate call results & actions across distributor and Warren Rupp organizations as appropriate.
Build relationships with distributor personnel across their organization from Senior Leadership to Field Salesperson
Ensure that Warren Rupp Sandpiper receives adequate share of distributor’s time & focus to effectively promote our products and services.
Develop core account/market share positioning at each distributor and establish key actions to increase share via effective goal setting as part of a mutually developed business plan.
Manage opportunity/project activity in the assigned territory, including product selection, recommended pricing levels, and establish sales strategy while following company policies and objectives. Create, approve and track special discounting, resellers and OEM activities.
Prioritize activities to increase penetration of strategic markets (Chemical, Oil & Gas, Sanitary, Industrial) and strategic customers (engineering & headquarter locations of Strategic Accounts, OEM’s, System Integrators, and End Users).
Develop and implement effective regional 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.
Develop revenue forecasts for each distributor partner – monthly and rolling 90 days with clear actions to make plan
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
Provide needed training to distributor personnel on products/applications, competition, commercial issues, and the features and benefits of Warren Rupp Sandpiper products with emphasis on why we win & how/where to sell them.
Manage territory disputes, discount splits, etc. within the boundaries of the distributor agreement.
Provide the company with new product and service ideas, market trends, territory market data, sales growth strategies, and competitive intelligence. Participate on New Product Development, marketing, and sales teams as required.
Network effectively across the market & the distributor to assess the distributor’s ability to service the territory
Implementation of e-business initiatives with designated channel partners as developed.
Meet and exceed sales targets
Develop and review OEM and Distribution Mutual Action Plans
Manage reporting and Expense Process
Contract negotiation and management
Customer Relationship Management (CRM)
Bachelor’s degree in Sales or Marketing, Engineering, or Industrial Technology and/or a minimum of five years’ experience in technical sales and channel sales
Fluid Handling and/or Process engineering certificate or equivalent work experience
Sales or sales related negotiation work experience
Distribution or channel management
Excellent communication skills, both oral and Warren Rupp Sandpiper
Formal presentation skills
Strong negotiating skills
Frequent travel (60%)
Able to work independently and self-motivated
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 (NYSE: IEX) is a company that has undoubtedly touched your life in some way. In fact, IDEX businesses make thousands of products that are mission-critical components in everyday activities. Chances are the car you’re driving has a BAND-IT® clamp holding your side airbag safely in place. If you were ever in a car accident, a Hurst Jaws of Life® rescue tool may have saved your life. If you or a family member is battling cancer, your doctor may have tested your DNA in a quest to find the best targeted medicine for you. It’s likely your DNA test was run on equipment that contains components made by our growing IDEX Health & Science team.