Regional Sales Manager, Vacuum Systems

BH Job ID:689

SF Job Req ID:9148

Regional Sales Manager, Vacuum Systems

POSITION SUMMARY:

The Ingersoll Rand Industrial Technologies and Service Business Segment has an exciting opportunity for a Regional Sales Manager, Vacuum Systems , managing our vacuum pump solutions portfolio consisting of liquid ring, rotary vane, dry claw, dry screw and vacuum boosters. This positon will be remote based.

This position is responsible for active, face-to-face management of a regional network of sales channel partners , key accounts and OEMs to maximize sales results in the assigned geographic sales territory (CA, NV, OR, WA, ID, MT, AK and HI). Emphasis is on building and honing a high-performing and cohesive channel partner network and holding them accountable to consistently meet or exceed agreed-upon commitments. Demonstrated, proactive and accurate sales funnel management is essential to this role’s success. Associate must effectively communicate with senior management and peer stakeholders to ensure maximum sensitivity to the needs of the customer and channel and to ensure that the business capitalizes on the opportunities at hand.

ESSENTIAL FUNCTIONS:

Channel Management | Sales Execution

• Develops and maintains a competent channel partner network by establishing and communicating annual sales goals and objectives, measuring performance monthly and holding partners accountable to the agreed-upon goals and objectives via regular, face-to-face business reviews, coaching, product and sales training and joint customer visits.
• Establishes effective relationships with regional channel partner principals, other key channel partner personnel, key accounts and OEMs, building and sustaining mindshare and loyalty for the Company’s products.
• Optimizes the region’s sales representative/distributor network to ensure strong regional coverage and product/market expertise and credibility.
• Constantly evaluates channel partners’ product/business acumen, recommending necessary training for sales representatives, distributors and other key stakeholders. Ensures the execution of appropriate training is accomplished in a timely manner and that the training is beneficial to the partner.
• Actively recruits new partners, top-grading those partners that cannot be developed and/or consistently underperform.
• Designs, recommends, implements and evaluates new sales programs, setting short- and long-term sales strategies intended to increase sales volume.
Actively engages with end customers and engineering firms in the region—by either co-traveling with channel partners or via direct means—to follow-up on existing project details and timelines, uncover new opportunities and promote Nash’s value proposition firsthand.

Sales Opportunity Funnel Management

Responds to marketing-generated leads within hours of receipt, creating a very favorable first impression of Nash with the inquirer. Works swiftly to qualify new leads and transition them into the region’s active opportunity funnel.

• Consistently active and accurate in the management of the region’s opportunity funnel as demonstrated by daily funnel interaction, keeping opportunities updated,

maintaining adequate funnel volume to support the region’s annual plan and ability to use funnel as a forecasting tool to guide the business.

Other responsibilities as assigned or required.

MEASUREMENTS:

This position directly supervises a regional network of three western USA channel partners with a volume of approximately $10M in annual sales.

QUALIFICATIONS:

Competency Framework

• Gets results. Driven. Action-oriented. Tenacious. Will not accept mediocrity.
• Exceptional customer focus.
• Highly self-directed and self-motivated.
• Naturally inquisitive and analytical: constantly investigates what is not working with an urgency and persistence to get to an understanding of root cause and implement corrective action. Must have a high degree of intellectual curiosity.
• Open-minded, embraces change and capable of leading others along the change curve to acceptance. Does not look to protect the status quo.
• The ability to communicate effectively and the discipline to communicate regularly and transparently.
• Comfortable with traveling 50% of the time (nights on the road).
Strong interpersonal skills. Creates followership.

Experience Required:

• 3+ years’ experience in selling complex capital equipment or rotating equipment and sales territory management and 3+ years’ experience in managing a network of reps and/or distributors.
Comfortable and compliant with CRM systems. A working knowledge of Salesforce.com is ideal.

Education/Training Required:

• Bachelor’s degree (or international equivalent) in Engineering, Business, Marketing, Management or related area.
• Proficiency in Microsoft Office suite, specifically a strong working knowledge of Excel.
• Familiarity with SalesForce.com a plus