Regional Sales Manager – Northern Region

Job Description

Basic Function

Manage and drive revenue growth initiatives with Northern channel partners, direct key accounts, OEM’s (Original Equipment Manufacturers) to achieve short-term and long-term business objectives. This position will be remote and will report to the Americas Sales Director our Hatfield, PA headquarters facility.

The position will be covering Northern Central & Western US, plus Canada

Essential Duties And Responsibilities

• Direct sales efforts in accordance with the Company’s objectives, strategies, and priorities. Enforce professional sales standards and practices throughout the regional sales force that enhance the Company’s status and image in the marketplace.
• Manage the Northern representative channel partners including forecasting, establishment of sales goals and pipeline management.
• Ensure that Northern representative personnel are fully trained on the Company’s products and market verticals through field sales training, joint customer visits, and scheduled factory training. Provide sales support and training materials to enhance effectiveness of all selling activities.
• Grow assigned key account and OEM sales by executing business strategies and initiatives in accordance with the company’s objectives per AOP (Annual Operating Plan) and LRP (Long Range Plan).
• Develop deep and long-standing relationships with customers and their subsidiary and / or affiliated organizations. This includes creating partnerships with key stakeholders within different functional departments (Procurement, R&D, Engineering, Quality teams, etc.).
• Visit key OEM accounts and channel partners to facilitate product training, conduct technical evaluations, and deliver product presentations and lunch-and-learn/seminars.
• Create, and maintain master supply agreements and pricing contracts for key accounts and OEM’s.
• Work closely with global sales and order processing teams to ensure quotes and purchase orders are in accordance with contract terms and conditions.
• Track and generate structured reports highlighting performance against planned targets on a monthly and quarterly basis.
• Support Brooks EPC (Engineering, Procurement and Construction) projects team by managing all pre-sale activities including RFQ (Request for Quote) reviews and quote generations for U.S.-based regional EPC strategic partner(s).
• Provide strategic support for future business development opportunities at channel partners and specified accounts.
• Purse and track leads directly and with Northern representatives with status documented in the CRM tool.
• Work with the Business Development team to understand market strategies.
• Manage and update accounts, contacts, leads, and opportunities funnel in the Salesforce CRM (Customer Relationship Management) tool. Manage channel partners data in the CRM per established guidelines.
• Maintain competitor and market awareness while keeping internal key Brooks personnel apprised of significant trends or events in key OEM accounts’ market sector(s) and within the Northern region.
• Attending trade exhibits and industry forums as required. This may include actively preparing and presenting on behalf of the company.
• Up to 50% travel in U.S. & Canada required.
  
  

Education And Experience

• Bachelor’s degree in a business and / or technical field of study strongly preferred. Relevant professional experience in lieu of a bachelor’s degree may be considered.
• 5 years of related sales or account management experience supporting industrial markets is required. Experience in process control or instrumentation fields is highly desirable.
• PC knowledge to include proficiency with Microsoft Windows and Office software platforms.
• Knowledge and understanding of industrial systems and processes to include ability to understand and communicate technical information and an understanding of marketing responsibilities including product portfolio, price, promotion and distribution preferred.
• Ability to communicate clearly and effectively while maintaining a professional sales standard and practice.
• ERP system knowledge, CRM knowledge, Salesforce experience strongly preferred.
  
  

Compensation Information

Annual compensation: $90,000 - 130,000

Bonus amount: 20-25%

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.