Regional Sales Manager

SP Industries Inc., an ATS company is searching for a Regional Sales Manager to join the team. 

The Regional Sales Manager, Lab Equipment, supporting our SP Lab Equipment product portfolio, is responsible for driving revenue growth, executing the strategy, and creating demand for SP chemistry laboratory equipment solutions in the western U.S. region with a focus on Northern California, Colorado and Washington. The position will work closely with key customers and the Sr. Director, Sales to deliver on corporate results and customer expectations.  

RESPONSIBILITIES: 

The Regional Sales Manager will report to the Director of Sales and be responsible for the following duties plus any additional tasks requested by the Director of sales:

• Meets/exceeds all sales plans/targets. Prospect for new customers and develop the installed base for new/replacement/expansion opportunities. Understand customer needs and translate needs into project proposals/quotes.  


• Ensure that our proposal conforms to user requirements and adds value to the customer experience.


• This role is the primary field commercial resource our evaporator portfolio.  The successful candidate must maintain proficiency in the SP chemistry lab equipment portfolio, applications and workflows and keep current on customer, market and competitive trends.


• The position is expected to manage price intelligently - to capture the customer value delivered and maximize margins. It is expected that the Regional Sales (Account) Manager understands regional, portfolio market prices


• Develop territory forecasts and plans. Maintain the pipeline in CRM – keeping it current.


• Develops and maintains territory coverage plan which allows for coverage of key accounts. Call and visit customers regularly and document visits in CRM. It is expected that multiple “Influencers” will be identified and addressed in the selling process. 


• Follow up on all leads provided in a timely basis and document in CRM


• Update CRM noting important contacts, specific interest per contact, projects and equipment located in each. 


• Share customer, market experience and competitive information with the Business.  Provide reporting and recommendations when required.


• Attend and contribute to the success of shows/exhibitions/conferences as required 

EXPERIENCE / QUALIFICATIONS:

• Bachelor’s Degree, preferably in life/physical sciences (Biology, Chemistry, Chemical Engineering, Physics) or Business


• 3-5+ years of experience selling equipment to Pharmaceutical, Biotech, Environmental and/or Research chemistry laboratories direct and/or through channel partners.


• Demonstrated ability to drive sales to achieve territory revenue targets. Consistent track record of sales performance. 


• Ability to travel (>50%). Frequent overnight travel is required to customer sites and SP manufacturing facilities. A majority of travel is within Northern California, Colorado, Washington.


• Ability to build rapport and relationships at multiple levels and multiple influencers within an account.


• Displays a high degree of confidence and comfort in representing complex technical solutions.


• Exceptional interpersonal, communication and networking skills


• Proven ability to work in a cross functional manner that drives results.


• Highly motivated, self-directed and able to work independently


• Ability to solve complex problems and overcome obstacles

CRITICAL PROFESSIONAL ATTRIBUTES:

ORGANIZES:

•    Expediently prepares technical materials and support to the sales team and customers with strong attention to detail and clear communication.
•    Technical materials and support must reflect the quality expected by SP and its customers.
•    Records execution of the above accurately in Customer Record Management tool.

MOTIVATES & COMMUNICATES:
•    Maintains good working relationship with company members, channel partners, and customers.
•    Develops superior quality image and communicates that to channel partners and customers.
•    Communicates improvements, opportunities, new product ideas, competitive activities, and obstacles on an as needed basis through supervisor and/or marketing department.

PROFESSIONALISM & INTEGRITY:
•    As a member of our SP Team, work to enhance a professional and dignified image in all contact and communication with SP Industries’ personnel, channel partners and customers.
•    Maintain your professional integrity in all work-related situations.
•    Continually take steps to develop and improve personal skills and knowledge, beyond what is provided or required

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

•    The employee is regularly required to talk and listen.
•    The employee is regularly required to use color vision and work with computerized data.
•    The employee is regularly required to stand, walk, and sit.
•    The employee is occasionally required to lift up to 20 pounds.
•    The employee is regularly required to use normal office tools, equipment and PC's.

HSE

All managers are responsible for creating a positive safety culture and maintaining a saf
and healthy workplace. It is the responsibility of each manager to ensure that employees.
receive regular training regarding health, safety and environmental matters.  Each
manager is also accountable to ensure that HSE matters are addressed in a timely manner.
and that compliance with both legislative and corporate requirements are maintained.

Manager responsibilities for Health, Safety and Environment include:
•    Demonstrate leadership in Health, Safety and Environment compliance
•    Hold team members accountable for health, safety and environmental compliance as part of the annual performance review process
•    Ensure that the requirements of the health, safety and environment management system are implemented and maintained
•    Carry out hazard assessments, inspections, and audits as required by legislative framework and/or corporate requirements
•    Ensure that training is provided to all departmental employees are per established training matrix
•    Implement appropriate corrective measures for unsafe conditions and unsafe acts
•    Ensure that appropriate equipment, materials and protective devices are provided and maintained in safe condition
•    Provide information, instruction and supervision to employees 
•    Take every precaution reasonable in the circumstances for the protection of employees

Salary Range: $115/K - $125/K base.  This position is also eligible for a performance‑based incentive plan.