Regional Sales Manager - Canada

PRIMARY FUNCTION:

Meet or exceed territory sales revenue forecast as established by the RSM, and Business unit Management for assigned products and territories.

Manage the ongoing alignment between the company’s products and services with the needs, trends, and preference of assigned markets and/or market segments.

Develop and implement business plans, strategic objectives, and pricing initiatives. The intended outcome is to maximize sales, profitability and approvals in the respective market segment while effectively utilizing the company’s resources and capabilities.

Communicate with Sales Director/ Product Managers on a regular basis for updates on progress as well as insuring alignment to goals and objectives

PRIMARY DUTIES AND RESPONSIBILITIES:

• Manage Commercial activities around Warren Rupp products and territories as assigned
• Make sales calls with/without distributor sales and build relationships with key customers in the territory. Communicate call results to distributors with action items if applicable.
• Manage "project" activity in the assigned territory, including product offering, recommend pricing levels based on Value Selling concepts, and establish sales strategy while following company policies and objectives.
• Sales call and Lead management to be processed as per company program i.e., CRM and quote log management.
• Make recommendations for new distributors (primary or niche) for territory.
• Develop and implement strategies for displacement of competition at new and existing targeted accounts with the goal of increased market share and penetration.
• Work with channel partners to establish stock at appropriate levels to support the market & customer expectations. 
• Serve as the subject matter expert (SME) for assigned markets/market segments and related product/services offerings for internal and external audiences.
• Be the primary Voice of Customer (VOC) leader within the assigned market. Identify targets, cultivate leads, and contact end-users directly to drive the marketing campaigns forward.
• Cultivate customer-backed innovation by identifying market technology pain points and working with the business development team to prioritize projects for the New Product Development (NPD) funnel
• Leverage customer relationships to maintain a high level of awareness and familiarity of key internal and external influencers (i.e. operations capabilities, economic shifts, compliance / regulatory issues, and relevant technology advances.
• Conduct continuous market monitoring and impact analysis of needs, trends, compliance, and other key influencers; proactively recommends corrective action when appropriate.
• Collaborate with branding/communications and execute on market facing campaigns; serves as a primary content and subject resource for thought leadership and demand generation efforts.

• Identifies and quantities new business opportunities that align with Warren Rupp’s existing and future product/technology capabilities
• Provide leadership and direction to the inside sales teams on customer prospecting, development, and commercialization that aligns with established strategies.
• Work with industry specifiers (Contractors and Engineering Firms) to obtain approvals
• Responsible for the collection, analysis, interpretation and reporting for all economic, industry, market, and competitive data/activity for the segment.
• Solid working knowledge of CRM systems, entering and updating leads on a frequent basis.
• Join key industry associations and participate on committees. Engage customers and industry partners on social media.
• Utilize CRM to capture key business opportunities with new and existing customers and conduct lead mining.
• Gather and analyze customer insight to nurture and enrich all external perceptions of the company and growth of the market segment.
• Other duties as assigned by Management

EDUCATION AND/OR EXPERIENCE REQUIREMENTS:

• A college degree in Engineering, Business, or related field.
• Minimum five years’ experience in industrial field sales, marketing, or product/customer management.

OTHER SPECIAL REQUIREMENTS:

• Strong collaborator / team player
• Self-motivated, excellent organizational skills, planning skills and presentation skills.
• Selling and relationship skills.
• Willingness to travel, including 50% overnight stay

COMPUTER SKILLS:

• Proficient with Microsoft Office products including, but not limited to, Word, Power Point, Excel, and Outlook.

• Computer skills including sales force automation programs, Microsoft dynamics, Power bi.

WORK ENVIRONMENT REQUIREMENTS:

• Experience within an office environment and manufacturing complex and the performance of general office functions.
• Mechanical aptitude to perform basic teardown and assembly of pumps
• Attention to detail – Right first time
• General Manufacturing, warehouse, and office environment.

ORGANIZATIONAL RELATIONSHIPS

• Must have the ability to effectively communicate with customers, suppliers, and all levels of corporate and company personnel.