Western Regional Sales Manager (remote)

Viking Pump, Inc.; Cedar Falls (IA); Remote; USD 70,000 - 110,000; Full time

Job summary

IDEX Corporation seeks a Regional Sales Manager to grow and manage a network of world-class distribution partners in the Western United States. This role drives territory revenue, builds key relationships with distributors, and advances business plans in collaboration with engineering, product management, and leadership.

You will monitor market activity, implement growth strategies, and ensure access to Viking Pump products for end-users.

Qualifications

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

Responsibilities

• Meets or exceeds territory sales revenue forecast as established by management.
• Make sales calls and builds relationships with key customers in the territory.
• Communicate call results to distributors with action items.
• Manage project activity in the territory and establish sales strategy per policy.
• Lead distributor performance appraisals and annual business plans.
• Coordinate with engineers, product management, leadership and other resources.
• Provide field training to distributor personnel on commercial issues.
• Develop growth strategies and monitor competition within the region.
• Ensure distributor time and resources are allocated to Viking Pump.

Skills

Territory sales

Distributor management

Relationship building

Sales forecasting

Cross-functional collaboration

Value selling

MS Office

Sales Portal

Education

Bachelor's degree

Tools

Sales Portal

Microsoft Office

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 around the globe, chances are, we have something special for you.

Responsible for managing and growing a network of world-class Distribution Partners within Western US 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.

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.

IDEX (NYSE: IEX) is a company that has undoubtedly touched your life in some way. In fact, IDEX businesses make thousands of products that are mission-critical components in everyday activities. Chances are the car you’re driving has a BAND-IT® clamp holding your side airbag safely in place. If you were ever in a car accident, a Hurst Jaws of Life® rescue tool may have saved your life. If you or a family member is battling cancer, your doctor may have tested your DNA in a quest to find the best targeted medicine for you. It’s likely your DNA test was run on equipment that contains components made by our growing IDEX Health & Science team.