Regional Sales Manager

Job purpose

Regional Sales Manager is responsible for sales of all Ebara Pumps Americas Corporation pump products within a defined region. Sales will be managed through distributors, representatives, and direct sales as needed. Major OEM accounts will be managed through the EPAC OEM sales team, however, where EPAC distribution sells to OEM accounts the Regional Sales Manager is expected to maintain account relationships through the distributor/representative and is responsible for these OEM sales.

This position will collaborate with sales management, field service, and customer service functions to support EPAC business objectives and goals. This position requires a minimum of 60% travel or greater as regional sales needs arise

This position will collaborate with sales management, field service, and customer service functions to support EPAC business objectives and goals. This position requires a minimum of 60% travel or greater as regional sales needs arise.

Duties and responsibilities

1. Maintain a positive work atmosphere by acting and communicating in a manner to develop and maintain positive working relationship with customers, clients, co-workers and management.

1. You are expected to act in a safe manner at all times and ensure that those around you do not put themselves or others at risk. Safety is everyone’s responsibility. At ALL times working safely is a condition of employment.

1. Manage regional sales and support activities for continued growth of EPAC. Establish clearly defined areas of responsibility for distribution/representation with geographic and market focus. Administer Distributor/Sales Representative Agreements.

1. Develop existing distribution/representation and add new distribution/representation as needed to expand and grow sales of all products in the EPAC portfolio.

1. Work with distributor principals to develop and implement annual business plans designed to expand and grow sales of all products in the EPAC portfolio.
2. Work with distribution/representation, consulting engineers, end users, contractors, (and OEM customers, as outlined in the job summary above) to develop relationships and capture new business:
   1. Train and work with distribution to increase competence in Ebara EPAC products, processes, policies and procedures. Help distributor personnel to become self-sufficient through use of collateral materials provided by EPAC for the purpose of selection, presentation and quotation of EPAC products.
   2. Train and assist in the proper application of pumping equipment through discussions, presentations, and field visits. Recommend areas where Ebara products would be beneficial.
   3. Participate in product presentations; utilize samples and various forms of media to emphasize features and benefits of Ebara products as effective solution.
   4. Review technical specifications with distribution, consulting engineers and end users to influence the development of technical specifications favorable to Ebara products.

1. Identify opportunities for new products and accessories.
2. Provide analysis of distribution channel and provide feedback with regard to EPAC sales activities to Distributor/Representative and EPAC Management as appropriate:

1. EPAC Distributor/Representative
   • Sales Reports By product
   • Sales Reports By Market
   • Target Account Activity

1. Competitors Market Activity
   • Market price levels & delivery lead times
   • Products and features specified

1. Share and follow up on sales leads: from business directories, industry ads, trade shows, internet, and other sources.

1. Communicate and coordinate tasks with support staff: Inside Sales, Customer Service and Field Service teams.

1. Maintain best practices for on-time and up-to-date reporting of sales activity (travel itineraries, calendars, Salesforce, activity reports, expense reports, product forecasts, project and quote logs, etc.). Control sales operating and travel expenses to meet established budgets.
2. All other assigned duties.

Qualifications

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, skill, and/or ability required.

Education and/or Experience: Engineering Degree and/or 5+ years of pump sales experience.

Computer Skills: Ability to communicate via email, functional in word processing, power point presentations, spreadsheets etc.

Other Skills and Abilities: Positive verbal communication skills and the ability to lead group discussion.

Working conditions :The employee must be able to work independently from a home office, and travel as required to meet the demands of the position. These demands will include, but are not limited to, work during regular business hours, evenings, and weekends, work outdoors on jobsites, work with challenging clients and difficult circumstances.

Physical requirements :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. Employee must be capable of normal office demands as well as travel via car and/or plane on a regular basis; domestic travel to several states within the assigned territory and international travel as may be required.