Regional Sales Manager

Description

JOB SUMMARY: Drive the portfolio at Eastern Controls to achieve sales and profit goals. Designs and recommends sales programs and sets short and long-term sales strategies. Work with key principals and partners to align goals, initiatives, and resources. This valuable role in the organization drives profitability and sales, as well as provides supervision and support to outside sales employees along with focus on project sales through engineering firms, system integrators, contractors, and end users.

KEY RESULT AREAS ("KRA"):

KRA #1 – Exceeding Sales Targets 45%

KRA #1 – Exceeding Sales Targets 45%

4= 100.1% of Overall Target, plus at least 100% in at least three #mikemath targets

3= 90.0% of Overall Target, plus at least 90% in at least three #mikemath targets

2= 75.0 – 89.9% of Overall Target

1= 75.0 of Overall Target

Drive sales and profitability to achieve ECI and Principal Targets.

• Develop new accounts as well as go wider and deeper into existing accounts.
• Manage industry project pipeline using CRM tools, opportunities, activities, and sales team.
• Create relationships with Customers and Principal Partners to develop long-term transparent and trusting partnerships. Utilize entertainment and other sales resources as appropriate.
• Become established as the go-to product, service, and solution resource for Customers and ECI Principals in the Process Industry.
• Serve as a “Voice of the Customer” to champion customer needs internally and externally.
• Understand stakeholders and influencers at key strategic accounts. Coach the sales team to effectively increase hit rate of MRO and project business.
• Increase product and brand awareness by representing ECI in a professional manner by conducting industry events, PTU Visits, and Lunch and Learns.
• Monitor industry trends (for example, single use and verification techniques) and communicate to principals and ECI management.
• Extensive travel within the region required. Drive business independently with minimal supervision.
• Serve as a leader in Industry Associations. Attend trade shows and industry events as required.

KRA #2 - Supervisory Responsibilities 30%

• Coach, Mentor, and Train ECI sales team to fully maximize their potential: understand their customers, their challenges, and their opportunities for improvement 
• Conduct team meetings on a regular basis (meeting and traveling with each member of your team)
• Ensure that team members are successfully able to demonstrate and deliver value proposition for key products
• Ensure that team members have a keen understanding of new products released by manufacturer
• Coach individual staff members to aggressively reach goals: Monthly, Quarterly and Annually.
• Attends management and other company meetings as required.
• Sets up and tracks metrics; works with management to set and achieve goals, sponsor sales contests, etc.

KRA #3 – Professional Sales Management 20%

• Engagement with Principals, serving as a voice for our principals
• Engaging with product managers, product specialists, regional managers, and Spick and Span CRM 
• Bottom Line Focused - Respectfully challenging the philosophy behind discounting and any "good guy discounts" 
• Balance between hunter and farmer - manages a balance on the team between expanding "share of wallet at existing customer and constantly looking for new accounts and opportunities
• Sales Discipline - Reinforces good quote follow up and pre call planning. 
• Utilization of Sales Tools: ensure that the ECI provided tools are put into use (PTU, AirWatch, Discovery Sales App) 
• Sales Pipeline Management - Driving the sales process from prospecting through acquisition of new accounts and projects.

KRA #4 – Other Duties as Assigned 5%

Requirements

CORE COMPETENCIES:

Lives the ECI’s Values

• Is passionate about the customer’s experience by means of responsiveness and determining problem solving solutions
• Is Committed and enthusiastic toward learning about the products that Eastern Controls represents and the customer base we support

Critical Thinking/Multitasking

• Ability to examine issues and ideas and to identify good and bad reasoning in a variety of areas with differing assumptions, contents, methods and criteria
• Can juggle multiple tasks efficiently 

Teamwork/Collaboration

Capacity to work with others towards a shared goal, participating actively, sharing responsibility and rewards, and contributing to the strengths of the team 

Communication

• Actively listens and shares
• Provides regular, consistent, and meaningful information 
• Uses appropriate grammar, pronunciation, tone, and methodology
• Proactively strives to consistently achieve excellence in all tasks and goals along with timely and accurate quotes 
• Establishes personal rapport with customers (internal and external)

Industry awareness and job knowledge

• Understands our industry and how the business works
• Has awareness of what is or is not “good business” 
• Is familiar with ECIs electronic systems such as required
• Is knowledgeable about current policies, practices, trends, laws, and information that may or may not affect the organization

REQUIRED KNOWLEDGE, SKILLS, & ABILITIES: (To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and ability required.) 

EDUCATION/ REQUIRED: Bachelor's degree in a technical discipline or equivalent experience required. Engineering degree a plus.

CREDENTIALS: N/A

EXPERIENCE: 5-7 years of hands-on experience in outside sales.

PHYSICAL REQUIREMENTS/ WORKING CONDITIONS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Primary environment: ambient room temperatures, lighting and traditional office equipment as found in a typical office environment
• Individuals may need to sit or stand as needed.
• May require walking primarily on a level surface for periodic periods throughout the day.
• Reaching above shoulder heights, below the waist or lifting as required in order lift documents and other items throughout the workday. Proper lifting techniques required. May include lifting to 25 pounds on occasion.
• The performance of this position may occasionally require exposure to the manufacturing areas where under certain areas require the use of personal protective equipment such as safety glasses with side shields and mandatory hearing protection.