Regional Sales Manager

Location: 9 Second Street, Palmer, MA 01069,None,None

IMI plc

We are a global specialist engineering company that creates breakthrough solutions. We are curious and like to solve problems, partnering with our customers to solve the demands of today and prepare for the challenges of tomorrow. We embrace innovation and care about outcomes that are good for business, everyday life and making a better world – creating lasting impact for everyone.

We design, build and service highly engineered products in fluid and motion control applications. We focus on five market sectors: Industrial Automation, Process Automation, Climate Control, Life Science and Fluid Control, and Transport.

Our partnership approach breaks through problems and reduces complexity. We don’t invent in isolation – we collaborate with our customers. We listen closely and we think differently, creating space for diverse minds to innovate. We are working together to make businesses safer, more sustainable and more productive.

Role Overview:

The primary role of the Regional Sales Manager is to promote, grow, and support the sales and business development of IMI products in a fast paced, high growth environment with a focus on results and providing superior solutions for the customers in the assigned region.

Work Environment: This is a remote role with approximately 75% annual travel to customers, trade shows, and events. We’re only considering candidates within a close commuting distance to the New York or Boston metro areas.

Key Responsibilities:

• Manage sales efforts of Manufacturer Representatives and develop/maintain relationships.
• Work with Rep Companies and customers to identify and achieve closure on new opportunities by developing and articulating a strong value proposition.
• Identify and provide customized application, technical, and commercial training to all Rep Companies and customers in assigned region.
• Provide expertise in closing sales for large and complex projects in assigned region.
• Meet or exceed regional sales objectives.
• Work with Rep Companies and customers on daily basis to ensure they have the tools (develop tools when needed) and knowledge needed to promote the product.
• Apply consultative solution selling approach to external and internal customers.
• Provide solutions for issues with purchase orders before and after shipment to jobsite.
• Assist with technical calls and project analysis to monitor top projects in assigned region.
• Understand the Flow Design and TA markets including competitors’ product proposition, key customers, and key market trends. Regularly convey this information to senior leadership.
• Develop regional training plan that addresses upcoming projects and opportunities.
• Ensure consistent, frequent, and timely follow up with internal and external customers for project opportunities.
• Provide commendable sales coverage and support to primary and secondary level of existing and potential customers.
• Represent IMI at industrial networking events, professional societies, exhibitions, and seminars—proactively develop and conduct presentations/seminars at such events.
• Work with management and representative network to provide accurate sales predictions for each month.
• Utilize CRM tool to capture customer data, opportunities, and results.
• Participate in the development of and adhere to all company policies and budgets.
• Meet defined regional education requirements.
• Develop and train representatives on IMI Flow Design products and services.
• Perform marketing administrative functions.
• Participate in safety programs and always display a mindset of safety first.
• Act as an active participant in our organizational lean improvement plans; work with lean leaders to define and implement best practices; maintain 5S standards.
• Perform all duties as assigned.

Critical Competencies for Success:

• Four-year college degree or Master’s in Business Administration (MBA) from an accredited institution preferred; Engineering degree in HVAC, Mechanical, Electrical or Construction Project Management preferred.
• At least 3+ years of manufacturing sales management experience preferred.
• Knowledge of hydronic balancing valve and HVAC flow control.
• Ability to travel up to 75%.
• Demonstrated ability to develop and maintain strong relationships with manufacturer’s representatives, distributors, contractors, engineering firms and other sales prospects/customers.
• Experience in product training and presentations to customers.
• Proven, consistent experience