What are the responsibilities and job description for the Regional Sales Manager - Western USA position at Clark-Reliance?
Regional Sales Manager- West
Who We Are
Clark-Reliance® is a world class manufacturing company, serving customers in over 120 countries in the power generation, refining, gas processing, and chemical industries. Clark-Reliance is a company that strives to maintain an environment that nurtures employees. Clark-Reliance prides itself on the development of its employees and finds way to continue to grow every year.
What is a Regional Sales Manager?
The Regional Sales Manager will manage existing business through representative network and direct customers in assigned area and develop growth plans to prospect and secure new business with potential customers in the Western USA area.
What We’re Looking For
The ideal candidate will have a Bachelor's degree with five years related sales experience as a Regional Sales Manager, Area Manager, or similar senior sales role. Must reside in assigned territory (Western USA- Utah, Colorado, Arizona, California, Nevada, Washington). Solid working knowledge of Liquid Level gages and illuminators, Level Transmitters and Switches, Shut-off and Ball-check valves, sight flow indicators and sight windows, Boiler level Instrumentation products.
Duties and Responsibilities
- Call on prospective customers to establish a working relationship and knowledge of company products and services.
- Maintain contact with current customers to ensure satisfaction and identify potential new business.
- Stays informed on all products and services of interest to current and potential customers.
- Monitors competitive activity and informs management on a continuing basis. Familiarity with competitive representatives, manufacturers, products and technology-develop understanding of strengths and weaknesses.
- Works closely with proposals and other departments to ensure effective coordination of activities for a timely accurate response.
- Direct and manage the activities of local sales representatives as it relates to company products and business objectives.
- Demonstrate use of value-proposition and solutions-based sales process.
- Develop sales plans to meet and exceed established quotas.
- Acts as advisor in strategic and tactical management planning.
- Provide sales forecast and report sales activities weekly
- Attend corporate sales meetings as scheduled.
- Participate in promotional events where prospective customers meet such as conferences, trade shows, speakers' bureaus and industry relations programs.
- Maximize penetration of all Clark-Reliance products within assigned geography.
- Review representative performance, quotation activity and other sales data to manage representative activity and proactively drive sales results.
- 15.Research and maintain list of potential sales representative as alternative candidates in assigned territory to implement changes/upgrades as required.
- Work with Sales Management & Marketing Teams to maintain Representative Agreement contracts, effect terminations and conduct interviews to assign new Representative Agreements and perform on-boarding requirements as outlined by corporate standards and procedures.
- Track and proactively engage with new construction and maintenance projects in the territory. Work with necessary resources to achieve preferred or specified status and effectively communicate with peer Regional Sales Managers as necessary for projects that are influenced in multiple territories while documenting activity in CRM.
- Proficient at conducting technical product presentations to both small and large customer audiences.
- Provide product technical support for representatives and clients as needed.
- Ensure that all representatives in the territory are fully trained on Clark-Reliance products. This includes the training of new representative hires who are directly responsible for supporting the Clark-Reliance brand.
- Address potential problems and suggest prompt solutions.
- Suggest new services/products and innovative sales techniques to increase customer satisfaction.
- Input data and update CRM as necessary. Basic understanding and proficiency to use standard software tools, such as Microsoft Office Products.
- Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
- Channel Management: able to build close relationships/partnerships with representatives; having a positive influence and assisting with Sales Training.
- Run business errands.
- Interact and communicate with all levels of employees within the Company, as well as suppliers, customers and peers effectively.
- Comply with policies, procedures, standards and rules of the Company.
- Maintain quality assurance policy consistent with ISO standards.
- Punctual, regular and consistent attendance.
- Perform all other job-related duties as assigned.
Required Experience and Education
- Bachelor's degree minimum or equivalent experience. • Five years related sales experience. • Must reside in the territory assigned (Western USA). • Solid working knowledge of Liquid level gages and illuminators, Level Transmitters and Switches, Shut-off and Ball-check valves, sight flow indicators and sight windows, Boiler level Instrumentation products. • Proven work experience as a Regional Sales Manager, Area Manager, or similar sales role. • Recent territory and representative management experience required. • Ability to measure and analyze key performance indicators (ROI and KPIs). • Familiarity with CRM software. • Knowledge of Level Instrumentation and/or filtration equipment, preferably with previous employment at a filtration or level manufacturer or representative. • Ability to handle non-routine projects and tasks independently within established standards. • Ability to effectively communicate, negotiates, and persuade at all levels of customer and Clark-Reliance management / employees. • Ability to perform sales planning and build relationships. • Complete working knowledge and use of departmental and Company policies, procedures, standards and rules; ability to interpret policies and practices in unusual situations. • Strong organizational skills with a problem-solving attitude. • Successful passing of a routine motor vehicle and credit report.
Physical and Technical Environment
- Minimal lifting up to 50 pounds occasionally. • Must be able to sit, stand, walk, reach with hands and arms, bend and stoop in a normal office environment. • Must be able to visit field installations of product in industrial user sites such as Power Plants, Refineries, Chemical Plants, Steel Mills, Pulp and Paper Facilities. This typically involves climbing ladders while wearing appropriate Personal Protective Equipment. • Normal vision and manual dexterity. • Ability to travel overnight extensively as needed. • Exposure to varying environments and cultures at the job site, changing deadlines, strict time constraints.
Benefits and Perks
- 401(k)
- Employee Referral Bonus Program
- Tuition Reimbursement
- Career Development Opportunities
- Training Opportunities
- Paid Holidays
- Medical, Dental, and Vision Benefit Plans
- Wellness Programs
- Paid Vacation
- Sport Leagues
- Sporting Event Ticket Giveaways
About Clark-Reliance®
Clark-Reliance is a world class manufacturing company, serving customers in over 120 countries in the power generation, refining, gas processing, and chemical industries. The company is dedicated to supplying the largest and broadest product line in the instrumentation industry for all types of measurement and control. Key acquisitions over the last few decades have solidified Clark-Reliance as a leader in the separation and filtration industries as well.
Note: The statements above are intended to describe the general nature and level of work being performed by people assigned to the job. They are not construed to be an exhaustive list of responsibilities, duties and skills required of personnel in the job. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the employer.
Equal Opportunity Employer- M/F/Disabled/Vet
