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Regional Sales Manager - Industrial

Company: Fluid Components International
Location: San Marcos
Posted on: January 16, 2022

Job Description:

Join the world leader in thermal mass flow meter technology. FCI began in 1964 by pioneering the development and application of thermal dispersion flow and level sensing technology. The Company is the world-recognized leading manufacturer for solving flow and level measurement applications for industrial process and plant applications using patented thermal dispersion flow measurement technology.

From off-the-shelf product solutions to custom engineered products and systems, FCI provides world leading experience and a record of unequalled innovation to meet or exceed our customer application demands. Complimenting FCI product leadership is a world class Flow and Level Calibration Facility in which all calibrations are performed in liquids or gases utilizing only N.I.S.T. traceable equipment and instrumentation.

Currently, we are seeking a Regional Sales Manager to join our Sales Administration team.

Position Purpose:

The Regional Sales Manager (RSM) leads overall sales, market share, and gross margin growth in an assigned region. The RSM partners with manufacturers representatives and distributors (our sales channel partners) to promote FCI within the process industries, delight end customers with cutting edge technical solutions, and ultimately pull sales through the channel. This position is based in San Marcos, CA and reports to the Director of Sales.

Essential Job Functions (primary Duties And Outputs Of Position)

  • Maximizes financial performance within region by generating and winning sales opportunities in close partnership with sales channel partners.
  • Coaches, motivates and empowers channel partners to focus on FCI growth targets. Brings forth commercial and technical value that increases and maintains FCI mindshare and relevance among channel partners.
  • Builds and executes a robust sales opportunity pipeline.
  • Works in collaboration with sales channel to ensure FCI is written into customer specifications and the preferred choice for those who buy, install and maintain it.
  • Provides continuous training and education to sales channel partners on FCI products, served industries and application specific value propositions
  • Establishes and manages sales channel partners sales quotas, goals and objectives within the assigned region.
  • Manages and evaluates channel partner performance. Identifies areas of strength and improvement opportunities so appropriate support can be provided.
  • Contributes to selection and onboarding of new sales channel partners.
  • Independently evaluates and responds to incoming inquiries and correspondence on unique or atypical product applications or provides uncommon commercial interpretations that exceed the specialized training of field sales personnel. Delegates to insides sales or application engineering team where appropriate.
  • Captures and communicates the Voice of the Customer to engineering, marketing and new product development. Advocates for product and promotional strategies that will most resonate among customers and target industries.
  • Contributes to sales process improvements
  • Synthesizes industry, customer and regionally specific trends to create and execute a territory sales strategy.
  • Monitors competitor activities in assigned region.

    Safety
    • Follow safe work practices, participate in safety training as required, and report any unsafe condition or accident.
    • Must be able to meet and follow safety practices imposed by customers when visiting their facilities.

      Quality
      • Employees are responsible to understand and support the quality policy and the appropriate elements of the quality management system for their areas of work, reduce, eliminate, and prevent quality deficiencies including escapes.
      • Initiate action to prevent the occurrence of nonconformities related to product, process, and quality system.
      • All employees have the responsibility and authority to identify quality deficiencies, elevate any concerns for action within or related to our quality system and processes.

        Communication
        • Communicate effectively in English, both verbally and in writing.
        • Maintain effective and constructive working relationships with others both internally and externally.

          Education/Work Experience Requirements
          • Education: BS Degree in Engineering, Marketing, Business or a related field.
          • 3-5 years sales management experience required.
          • Proven selling skills with a track record of growth.
          • Has successfully developed and executed key customer account plans.
          • Comprehensive knowledge of a value based selling process.
          • Experience using a CRM platform to manage a sales pipeline.
          • Experience and familiarity with strategic planning.
          • Experience in the process measurement, control,or instrumentation field a plus.
          • Preference will be given to candidates with experience working with manufacturers representatives and distributors.
          • Ability to understand, sell and train others in a technical product basket.

            Competencies
            • Displays a high level of empathy to both channel partners and the customer. Can build strong relationships with channel partners based on trust and two sided accountability.
            • Leadership: Can coach, mentor and set the stage for our channel partner sales force to be successful.
            • Comfortable and competent in making business, sales, and technical presentations to customers, channel partners and FCI management.

              Physical/Travel Requirements

              25-40% Travel within region. This position requires sitting, bending, walking, and standing for long periods of time.

              These duties may be modified or changed at any time at the sole discretion of management either orally or in writing. The above statements are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of this position. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

              FCI is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law. If you are qualified individual with a disability or a disabled veteran, you have the right to request an accommodation if you are unable or limited in your ability to use or access our career center as a result of your disability. To request an accommodation, contact a Human Resources Representative.

              FCI is an ITAR required employer and active participant of the DHS and SSA E-Verify program. Contract requirements for ITAR identify US citizen or permanent resident card 'Green Card' holder in the absence of ECCN.

              COMPANY: FCI is the leading manufacturer of thermal type process control instrumentation sold throughout the world. In addition to our home office, we operate three (3) separate facilities across different continents to bring our brand of expertise and service to thousands of global customers. FCI is a privately held organization.

              COVID-19:

              As an essential manufacturer, Fluid Components is proud to offer the following benefits in response to the COVID-19 pandemic:
              • Free personal protective equipment (PPE) for all on-site workers
              • Additional health screenings and ongoing safety protocols aligned with CDC guidelines
              • Three-day weekends for most roles

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Keywords: Fluid Components International, National City , Regional Sales Manager - Industrial, Executive , San Marcos, California

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