What are the responsibilities and job description for the Southeast Regional Sales Manager position at Richards Industrials Inc?
Southeast Regional Sales Manager Richards Industrials
Location: Cincinnati, Ohio
Reports to: Vice President of Global Sales
Company Profile
Richards Industrials, founded in 1961, is a manufacturer of pressure regulators, control valves, and other fluid control products, known by our customers for high quality products, great customer service, and fast & reliable deliveries. Our products are marketed under a series of distinct brands, each of which is used in unique applications that require precise technical attributes. The company serves a range of end markets, including pharmaceutical, food & beverage, chemical, petrochemical, and various industrial segments.
The company has two locations, Cincinnati OH and Fletcher NC, and a global headcount of 190. Equipped with an experienced, passionate team, Richards focuses on driving profitable growth through operational excellence, opening new channels to market, and investing in new products.
Richards has four Core Values:
- Empowerment Employees are our most valuable asset
- Collaboration Together we achieve more
- Pioneering Spirit Curiosity and innovation are our driving forces
- Service Mindset Never stop advocating for the Customer
And our purpose is to solve tomorrows demanding fluid control problems, today.
The Position:
The Southeast Regional Sales Manager will fill a vital role promoting the sales programs through our authorized channel to achieve companys growth plans and sales targets. This person is responsible for the development and management of independent manufacturers sales representatives in the assigned territory and market for all related product lines. This will require managing orders through the manufacturers sales representatives. The Southeast RSM will provide tactical and technical leadership to the Richards Industrials team as well as the manufacturers sales representatives selling into the region.
Our culture is fast and responsive, and our Consider It Done motto permeates across the entire company. This is an exciting opportunity to join a winning team, supported by a long-term oriented, PE-backed company, as we develop our capabilities to meet our customers growing demand for new and existing products, around the world.
Duties and Responsibilities:
Orders and Market Share
- Work with manufacturers sales representatives and customers to meet and/or exceed regional bookings and profitability goals.
- Grow company market share on a regional basis.
- Provide input to VP Global Sales regarding methods fostering order volume and profitability growth.
- Drive effective key account growth by identifying new potential and pursuing key customer accounts either direct or in conjunction with the Regions manufacturers sales representatives.
- Identify Project Opportunities and drive Project Pursuit Process in assigned territory along with being a resource for cross region opportunities.
Sales Rep Management
- Manage and direct the Sales Representative Partnership focusing on sales process, procedure, and program improvements.
- Manage sales policies within region, including resolution of commission disputes as dictated by written company policies.
- Provide manufacturers sales representatives with product (Performance, Applications and Trouble Shooting) and sales training.
- Secure & analyze Representative performance data & institute remedial solutions to performance problems with VP Global Sales
- Review Region Performance to understand potential gaps in coverage and propose alternate coverage solutions.
Pricing and Profitability
- Make recommendations to Richards Industrials Commercial team regarding bid strategies.
- Execute pricing strategies, following corporate goals & guidelines as developed by company leadership.
Company Representation
- Represent the company and promote company positions, policies and products with sales representatives and customers.
Technical Sales
- Provide input on company product development and specifications
- Work with sales representatives to write project specifications, following company guidelines to create differentiation and pull through for Richards Industrials Brands.
- Work with sales representatives and the Commercial team to include Richards Industrials Products or Brands in master purchase agreements and approved manufacturers lists.
Negotiation
- Support sales representatives in customer and order negotiations and lead negotiation discussions when required (Technical/Legal/pricing)
Other
- Participate in Commercial Department Initiatives, provide forecasts, strategy Planning sessions and take the lead on select initiatives as assigned by the RI Leadership team.
Personal Characteristics:
- Strong work ethic
- Calm and resilient
- Organized and detail-oriented
- Motivated and proactive
- Curious and creative
- Disciplined
- Unquestionable integrity and character
- High moral and ethical behavior
- Comfortable driving accountability
- Hands-on leader with high level of drive, energy, and discipline
- Proactive, inquisitive, high-bandwidth, and high scope
- Highly organized and self-motivated
Why would this role be exciting for me?
- Richards is a profitable, thriving company thats investing for growth -> Career development is important for us.
- This is an opportunity to join a talented, hard-working sales team thats pushing itself to achieve outstanding sales targets and market expansion.
- The opportunity to develop and execute effective sales strategies that drive substantial revenue growth, establish new business partnerships, and strengthen market presence.
- We actively contribute to the community through philanthropic initiatives and community service engagements.
Richards Industrials firmly supports the principle and philosophy of equal opportunity for all individuals. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or status as a protected veteran.
Qualifications Include:
- Bachelors degree is required (Preferred in Business, Manufacturing, or Engineering)
- 7-10 years of experience in sales & marketing
- 7-10 years of experience working in the Valve Industry
- Energy/Energize: Exhibits a high level of energy and ability to energize others. Strong desire to achieve, high dedication level.
- Gets Results: Recognizes excellence in the efforts and work of others. Enjoys seeing others succeed. Ability to energize and motivate others. Has a positive can do attitude
- Resourceful: Find ways through barriers to success. Achieves results despite lack of resources
