The Regional Sales Manager will have responsibility for the sale of Air and Wheel blast capital equipment machinery to End-Users through an aggressive distributor network and manage assigned territory in an organized and efficient manner in order to increase sales. The Regional Sales Manager combines deep product and industry knowledge to serve existing and potential clients with EMPIRE suite of products and services as well as have the ability to clearly communicate with a varied audience. The Regional Sales Manager should be relentless in pursuing new leads and is responsible for the full sales cycle. Geographic territory to include a multi-state region in the Western US.
Position Responsibilities
- Maintains an aggressive distributor network and evaluates the performance of the distributors.
- Terminates distributors who cannot meet their goals.
- Finds and evaluates new distributors.
- Direct sales assistance and support for the distributor sales personnel.
- Prepare/present machine proposals and quotations based upon customer requirements utilizing input from home office Product Management Team, end users and distributor partners
- Maintains on-going technical training sessions for distributors and end-users.
- Provide feedback to marketing on competitive products, price changes, new products, and product improvement.
- Manage and Maintain Sales Pipeline
- Assists customers and potential customers with problems involving the use of our products and equipment, and recommends suitable products and equipment according to their needs.
- Gather technical and dimensional specifications and requirements in preparation for proposal.
- Performs other related duties as assigned by supervisor.
- Find and develop new markets as well as non-traditional channels of distribution.
- Frequent on-site presence and engagement with end users at their locations - for all phases of sales cycle.
- Be the expert for all application and operational aspects of EMPIRE suite of products.
- Maintains effective budgetary controls of sales expenses.
- Passionate about winning and presenting new and existing EMPIRE suite of products.
- Must have some level of sales and/or technical experience in the Air or Wheel Blast industry.
- Prefer Bachelor's degree in technical field of study from an accredited university. Relevant industry experience may forgo requirement for Bachelor's degree.
- Experience and successful track record of working with engineers and distributor partners in the sale of capital equipment machinery.
- Ability and experience reading and interpreting blueprints
- Proven record of accomplishment as a top performer while selling in a competitive sales atmosphere.
- Must have excellent oral and written communication skills.
- Strong interpersonal and persuasive skills.
- Energetic, effective, self-starter with strong verbal and written communication skills who is able to excel in a sales environment including ability to communicate effectively to the intended audience.
- Advanced ability to grow strong relationships and be an influencer with a varied audience.
- Strong MS Office skills, specifically Word, Excel, PowerPoint, and Outlook.
- Willingness to travel extensively throughout designated region by automobile and/ or airplane. Approximately 50% overnight travel.
- Home office location preferably within the West region but some flexibility for the right candidate.
- Some level of sales and/or technical experience in the Air or Wheel Blast industry at the OEM level Equipment and/or Blast Media.
- 5+ years of capital equipment or automated machinery sales experience.
- 5+ years of experience working with long sales cycles.
