Regional Sales Manager

at  Sulzer USA Inc

POSITION SUMMARY:

Responsible for achieving revenue (new unit & service) and pricing quality objectives for a given territory on a quarterly basis through strategic and tactical management of the representative/distribution firms within the given geography, through active management of existing partners and upgrading to new partners, when appropriate. The strategy must address the motivation factors, investment (staffing & activity level versus other lines) and competency (training and willingness) of the representative firms. The tactical aspect of the position includes directing and attending field appointments at wastewater plants and engineering firms, hosting regional training/sales meetings and understanding requirements to win opportunities. This person must be respected as a peer-level by representative firms’ principles and seen as adding value when in the field.

• Positively impact representative behavior and hold themselves and the representative firm accountable to the agreed upon forecast.
• Develop internal and external relationships to create an atmosphere of comradery, influence and accountability.
• Hold strategic monthly meetings with the principals of the representative firms to discuss MTD and YTD performance, as well as expected performance for the coming months. Document meetings and develop action plans, where appropriate. Follow-up on action items and counsel firms, where appropriate.
• Develop budgets and strategic plans with the representative firms to achieve objectives
• Develop a pipeline of prospects large enough to support revenue expectations. Directs representative firms’ activity and supports accordingly through internal resources.
• Assess market trends that affect JWC’s current products or future opportunities in order to drive innovation
• Thoroughly understands all of JWC’s products and is seen as an expert.
• Provides timely feedback to senior management regarding market performance, representative firm performance and potential opportunities or threats during the weekly sales meetings and updates the CRM accordingly.
• Coordinate complete resolution of customer service issues.
• Represent the Company at selected regional and national trade shows and conferences by driving leads.
• Maintain a professional image as a representative of the Company
• Performs other duties and special projects as assigned.