Regional Sales Manager (remote)

Viking Pump, Inc.; Cedar Falls (IA); On-site; USD 85,000 - 110,000; Full time

Job summary

IDEX Corporation, parent of Viking Pump, is seeking a Regional Sales Manager to grow and manage a Midwest distributor network. You’ll drive revenue, engage engineers and leadership, and partner with product management to align on growth plans.

The role requires at least five years in industrial field sales, strong relationship skills, and willingness to travel. This position focuses on expanding market share across the Midwest with strategic distributors and end-users.

Qualifications

• A college degree and a minimum of five years of experience in industrial field sales.

Responsibilities

• Meet or exceed territory sales revenue forecast as established by leadership.
• Make sales calls with distributor partners and build relationships with key customers in the territory.
• Manage project activity in the territory, including product offering, pricing levels, and sales strategy within company policies.
• Recommend new distributors for the territory and collaborate with management on annual business plans.
• Coordinate with distributor management to complete distributor performance appraisals and market growth plans.
• Develop strategies to increase market share and penetration with targeted accounts.
• Support field training for distributor personnel on commercial issues as defined by training team.
• Manage territory disputes and commission structures within distributor agreements.
• Build relationships with distributor personnel across their organization.
• Provide market data, product ideas, and competitive intelligence to help cross-functional teams.

Skills

Organizational skills

Planning skills

Presentation skills

Communication skills

Education

Bachelor's degree

Tools

Microsoft Office

Salesforce automation

Job description

If you’re looking for a special place to build or grow your career, you’ve found it. Whether you’re an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.

With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses (https://www.idexcorp.com/our-businesses/business-segments/) around the globe, chances are, we have something special for you.

Responsible for managing and growing a network of world-class Distribution Partners within Midwest region. RSM is responsible for managing the performance of all active partners within assigned region as well as assessing region for potential new partners. RSM will leverage current partner contract and current metric system to ensure adherence to the performance criteria set-forth by Viking Pump. RSM will also ensure annual Business Plans are completed by each active partner. RSM will constantly monitor competition activity within assigned region as well as the activity of all end-users within the key markets that we serve (growth/decline). RSM will engage cross-functionally to ensure partner and end-user access is available to Viking Pump; Engineers, Product Management, Leadership, and other Business Development resources.

Primary Duties And Responsibilities

• Meets or exceeds territory sales revenue forecast as established by the RSM, Sales Director and Business Unit Leader.
• Make sales calls with/without distributor sales and builds 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. ‘Sales Portal’
• Make recommendations for new distributors (primary or niche) for territory.
• Working closely with distributor management to complete and implement the annual IDEX Distributor Performance Appraisal (scorecard) and Annual Business Plan for Market Growth.
• Manage Distributor handled OEM's, targeted A&E firms and contractors.
• Develop and implement strategies for displacement of competition at new and existing targeted accounts with the goal of increased market share and penetration – Growth Plans
• Support field training to distributor personnel on commercial issues, as defined by training team
• Manage territory disputes, commission splits, etc. within the boundaries of the distributor agreement and company sales policies.
• Build relationships with distributor personnel across their organization.
• Insures that Viking gets adequate share of distributor’s time and resources to sell and promote our products and services
• Provide the company with new product ideas, market trends, territory market data, sales growth strategies, and competitive intelligence. Participate on New Product Development, marketing, and sales teams as required.
• Implementation of e-business initiatives with designated channel partners (Sales Portal, SS+, Smart Stock DNI, Smart Vault, etc.)
• Other duties as assigned by Management
• Continually develop personal sales skills via self-development courses, tapes, videos and books.

Education And/Or Experience Requirements

• A college degree and a minimum of five years of experience in industrial field sales.

Other Special Requirements

Certain positions with IDEX Corporation and its business units require access to controlled goods and technologies subject to the International Traffic in Arms Regulations or the Export Administration Regulations. Applicants for these positions may need to be "U.S. Persons," as defined in these regulations. Generally, a "U.S. Person" is a U.S. citizen, U.S. national, lawful permanent resident, or an individual who has been granted refugee or asylum status.

• 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, Excel, and Outlook.
• Computer skills including sales force automation programs.

Work Environment Requirements

• Ability to move within office and manufacturing complex, write by hand and keyboard, and perform general office functions.
• Ability to communicate by speech and hearing via phone and in person.
• Visual acuity needed for close detail work and computer use.
• 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.
• Works closely with other unit field sales management, other IDEX business units, IDEX Strategic Account Management organization, Customer Support Center (CSC), Applications and Product Engineering, Warranty & Repair, Information Systems, and Accounting.

Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?

IDEX is an Equal Opportunity Employer

IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws.

Attention Applicants:

If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at [e-mail] for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.

Job Family: Sales

Business Unit: Viking Pump