REGIONAL SALES MANAGER JOB DESCRIPTION Position Title: Regional Sales Manager Reports To: National Sales Manager Skill Requirements: Excellent interpersonal and written and spoken communication skills. Must be able to travel a minimum of 60% overnight away from home. Prior field sales or management work in valve industry required. Minimum Education Requirements: Four-year degree or equivalent experience in sales, marketing or the valve industry. Advancement Opportunities: Richards Industries Valve Group Our company is a manufacturer of specialty industrial valves sold throughout the world. We employ approximately 130 people. The main plant and office center is in the Hyde Park-Oakley section of Cincinnati, adjacent to the Hyde Park Shopping Center. It is less than five minutes drive from the Smith- Edwards or Ridge Road exits of I-71. Our company is large enough to provide a very broad range of experience and exposure to those in the company, and it is small enough for each individual to know the total picture and to gain broad experience. Our company was founded in 1948. We have grown steadily, and we have a very strong financial position. There has never been a layoff or a workweek less than 40 hours in our plant. Our products are sold through manufacturer’s representatives and distributors. Sales efforts are concentrated primarily on the wet processing industries. In addition, we are active in HVAC, OEM, mechanical contractor and constructor/engineering markets. DUTIES OF POSITION: Specific Responsibilities: 1. Application Engineering: The Sales Manager must have technical knowledge of our products. This involves three categories: A. Product Performance and specifications B. Application of products to specific industries and processes C. Product Troubleshooting "A" is easily learned, as the bulk of the knowledge is contained in our catalogs. “B" and "C" are more difficult and are gained by experience and by study of our library of technical literature. Very time-consuming and technically complex applications are referred to the Administrative Engineering section of our Engineering Department. 2. Motivation and education of our Reps. Our Reps handle other lines, and your objective will be to get them to spend a maximum amount of time selling our products. REGIONAL SALES MANAGER JOB DESCRIPTION Page Two Specific Responsibilities (cont): 3. Penetration of new markets where Richards Industries does not have distribution. Recruitment and cultivation of high quality Rep prospects as a method of expanding our export business. 4. Evaluation of Reps already established. The establishment of realistic sales quotas and methods of assisting Reps to attain the quotas. 5. Conduct product training and application seminars for Reps and customers, both at the factory and in the field. The seminars will cover equipment application, new products, sales techniques, etc. 6. Termination and Replacement, when necessary, of Representatives and Reps not performing to the benefit of Richards Industries’ sales and marketing goals. 7. Trips to support, evaluate and train new and existing Rep personnel. This includes participation in trade shows, troubleshooting valve products in the field, and evaluating valve applications in the world market. 8. Ongoing search for products for which Richards Industries might obtain marketing license/ownership rights in order to expand existing product offerings. 9. Participation in planning and formation of Richards Industries marketing and sales strategy. 10. Quotations: Timely Preparation and submittal of quotations to Reps and to customers. These may be simple verbal quotations, or may involve extensive technical documents supplied by the customer. 11. Maintain the correspondence and quote files. 12. Ensure that orders received have the correct financial documentation and back-up so that payment is assured. May assist Accounts Receivable in matters of collection. 13. Other duties as assigned, including but not limited to the following: A. Assistance in coordinating monthly newsletter, marketing promotions, literature, and competitive information. B. Hosting visiting Reps at the factory. General Responsibilities: 1. Communicate with our customers and Reps to answer their technical questions. 2. Interact with other departments in the organization to insure the proper handling of customer requirements. 3. Travel nationally to increase our volume of business through work with Reps, trade shows, and customers. REGIONAL SALES MANAGER JOB DESCRIPTION Page Three Compensation Compensation is open, depending on an individual's experience, record of accomplishment, and demonstrated earning power. We offer a competitive benefit program that includes: 1. Medical and dental insurance 2. Prescription drug card 3. Life insurance (equal to your annual earnings) 4. Short and long term disability 5. 401(k) Retirement Plan with company contribution 6. Paid vacation 7. An average of 12 holidays and Personal Days combined 8. Profit sharing Basis of Selection We evaluate each candidate in terms of the company’s needs and requirements, our estimation of how well the candidate will perform in the job (based on their education, experience, and skills), and the individual’s advancement potential. The person selected will undergo interviewing and aptitude testing to assist in determining his or her capability for success in this position. We do not discriminate against any employee or applicant for employment based on race, color, sex, age, religion, national origin, disability or veteran status. Summary This position is for an enthusiastic and energetic person who would like to join a progressive and growing company. We offer regular performance appraisals, a pleasant working environment, and great opportunity for advancement.
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