Northeast Regional Sales Manager

Job DetailsJob Location: Richards Industrials - Cincinnati, OH 45209Position Type: Full Time 

Northeast 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 tomorrow’s demanding fluid control problems, today. 

The Position:

The Southwest Regional Sales Manager will fill a vital role promoting the sales programs through our authorized channel to achieve company’s growth plans and sales targets.  This person is responsible for the development and management of independent manufacturer’s sales representatives in the assigned territory and market for all related product lines.  This will require managing orders through the manufacturer’s sales representatives. The Southeast RSM will provide tactical and technical leadership to the Richards Industrials team as well as the manufacturer’s 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 manufacturer’s 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 manufacturer’s 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 manufacturer’s lists.


Negotiation


Support sales representatives in customer and order negotiations and lead negotiation discussions when required (Technical/Legal/pricing)


Other