Eastern Controls - Regional Sales Manager - Northeast

At Endress+Hauser, progress happens by working together. As the global leader in measurement instrumentation, our ~17,000 employees shape the future in the field of process automation. Whether developing and realizing new technology as a team, collaborating to build instrumentation, or strengthening vital relationships with countless global industries, we work to create trusted relationships that help everyone thrive. As a family-owned company, we look beyond short-term moves and work to create a vision that is forward-thinking for our people, our clients, and the world at large.  

What is the role about?

Eastern Controls Inc., a manufacturer's representative partner of Endress+Hauser Inc. is seeking an Regional Sales Manager to cover the Maryland/Washington, DC, Delaware, Northern Virginia territory. This position will drive sales and profitability to achieve ECI and Principal Targets. Develop new accounts as well as go wider and deeper into existing accounts. 

What tasks will you perform?

• Manage industry project pipeline using CRM tools, opportunities, activities, and sales team.


• Create relationships with Customers and Principal Partners to develop long-term transparent and trusting partnerships. Utilize entertainment and other sales resources as appropriate.


• Become established as the go-to product, service, and solution resource for Customers and ECI Principals in the Process Industry. Serve as a “Voice of the Customer” to champion customer needs internally and externally.


• Understand stakeholders and influencers at key strategic accounts. Coach the sales team to effectively increase hit rate of MRO and project business.


• Increase product and brand awareness by professionally representing ECI by conducting industry events, PTU Visits, and Lunch and Learns.


• Monitor industry trends (for example, single-use and verification techniques) and communicate to principals and ECI management. Drive business independently with minimal supervision.


• Serve as a leader in Industry Associations. Attend trade shows and industry events as required.


• Coach, Mentor, and Train ECI sales team to fully maximize their potential: understand their customers, their challenges, and their opportunities for improvement. Conduct team meetings on a regular basis (meeting and traveling with each member of your team).


• Ensure that team members are successfully able to demonstrate and deliver value proposition for key products. Ensure that team members have a keen understanding of new products released by manufacturer. Coach individual staff members to aggressively reach goals: Monthly, Quarterly and Annually.


• Attends management and other company meetings as required. Sets up and tracks metrics; works with management to set and achieve goals, sponsor sales contests, etc.


• Engagement with principals, serving as a voice for our principals.


• Engaging with product managers, product specialists, regional managers, and Spick and Span CRM.


• Bottom line focused – respectfully challenging the philosophy behind discounting and any “good guy discounts.”


• Balance between hunter and farmer – manages a balance on the team between expanding “share of wallet at existing customer and constantly looking for new accounts and opportunities.


• Sales Discipline – Reinforces good quote follow up and pre call planning.


• Utilization of Sales Tools: ensure that the ECI provided tools are put into use (PTU, AirWatch, Discovery Sales App).


• Sales Pipeline Management – Driving the sales process from prospecting through acquisition of new accounts and projects.

What do we expect from you? 

You will have (required):

• Bachelor's degree in a technical field or equivalent experience (engineering degree is preferred) 


• 5-7 years in outside sales


• Ability to travel 

You may have (preferred):

• Strong attention to detail


• Excellent communication, organizational, and interpersonal skills 


• Ability to influence and persuade others

About Eastern Controls

Since 1969, Eastern Controls has been the leading manufacturer representative, distributor, and service provider of process measurement and control equipment serving Metro New York, Eastern Pennsylvania, New Jersey, Delaware, Maryland, Virginia, West Virginia, and Ohio. We are headquartered in Edgemont, PA with two other manufacturing/service facilities located in Virginia and Maryland. Our expertise covers the full spectrum of primary process variable measurements and control. Our strong relationship with our manufacturing partners has enabled us to deliver cutting-edge products and technologies which ensure that your process will run safely, efficiently, and cost-effectively.

Eastern Controls is an equal opportunity employer and does not discriminate on the basis of any protected classification including protected veteran and disability status.