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IMI Critical Engineering Regional Sales Manager in Houston, Texas

IMI Z&J is an international leader in the provision of custom-engineered high temperature valves for the iron & steel, petrochemical and refining industries.The company has over 135 years’ experience of working with refiners, technology licensors and operators to develop our high-quality, specialised valves. We specialise in valves that are suitable for use in high operating temperatures, large sizes, and that have a high frequency of operation

Overview

The Regional Sales Manager is responsible and accountable for all sales activities working toward the achievement of related sales budget, goals, and objectives within a defined geographical area and/or account base. This is a position focused on direct and/or indirect channels to market. The Regional Sales Manager has significant and very broad revenue and/or geographical territory accountability.

Up to 50% travel, position is over Texas and New Mexico.

Responsibilities

The Regional Sales Manager is responsible and accountable for all sales activities working toward the achievement of related sales budget, goals, and objectives within a defined geographical area and/or account base. This is a position focused on direct and/or indirect channels to market. The Regional Sales Manager has significant and very broad revenue and/or geographical territory accountability.

  • Implement those defined strategies and tactics to achieve budgeted order input and revenue shipment within the assigned region and distribution channels. Recommend to sales management how best to deploy sales channel strategies and resource allocations for served markets.

  • Demonstrate a strong understanding of the key customers and how this insight is integrated into the territory business plan and Account Plan by pulling the right levers to generate value, manage the inflation equation and protect the balance sheet. This will be demonstrated through creating, updating and executing quarterly territory business plans that demonstrate an understanding of the product, the territory and accounts, as well as, documenting critical KPI’s and providing a sales bridge to insure business plan objectives are realized.

  • Directly responsible for major account sales and development, as well as, communication of goals and objectives to internal resources to ensure territory success.

  • Develop specific business and sales plans to achieve growth objectives including recommendations for new product development and other Company services in support of said plan.

  • Directly accountable for new account acquisitions and revenue/market share gains at existing accounts.

  • Deliver results by showing the ability to identify and create opportunities, as well as, set goals that deliver profitability/growth in your territory, tackle challenges head-on, respond quickly to obstacles in order to secure a competitive edge.

  • Establish and maintain meaningful relationships with the key personnel of each assigned major account.

  • Work with Finance, Purchasing and Production to ensure strategic pricing when facilitating all customer pricing contracts. Strive for consistency and price/value improvement while working within company policies. Ensure all IMI Critical Engineering terms and conditions are being upheld.

  • Maintain a general awareness of developments within the market to provide feedback on customer issues, competitor activities, pricing trends, consolidation activities, and marketing initiatives.

  • Provide accurate and timely reports and other information as required by management.

  • Maintain accurate and complete account data with the company software system relative to: opportunity, forecasts, milestone dates and other information as required by management.

  • Travel is required. Travel is restricted to defined territory or as required by management. Position is home based.

Other duties as assigned.

Qualifications

  • 5 Years relevant industry experience as Sales Engineer, Business Development Manager, Manufacturer Representative required

  • Outside Sales Experience – 2 years minimum in manufacturing or distribution

  • Excellent verbal and written communication skills required

  • Proficient in Microsoft Office – Word, Excel, and Power Point required

Job ID 2018-31249

# of Openings 1

Category Sales

Platform IMI Critical Engineering

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