Regional Sales Manager, Texas Territory

Spectro Scientific is looking for a Regional Sales Manager for the Texas territory. The ideal candidate must be near one of the major airports in Texas. The Regional Sales Manager will develop sales strategies and objectives for the rich territories of Texas, Oklahoma, New Mexico, and Kansas in accordance with overall business goals and objectives to achieve market share growth and maximize sales revenue and profitability.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Monitor and analyze historical sales to determine order frequency, product trends, and perceived product life cycles.
• Generate and develop new business to increase revenue, through cold calling.
• Work with product managers and FAB North American Sales Director to target customers, introduce new products and manage existing portfolio of products to grow entire product lines.
• Perform updating and maintenance of customer accounts including contact names and numbers for Salesforce.
• Assure channel-partners/distributors develop and optimize their focus to support the FAB’s strategic business objectives and that factory assistance is provided to assure they have our complete support in doing so.
• Attend local and industry trade shows when deemed appropriate to assist the growth of territory business.
• Work with Application Engineering/Specialist to continuously update all customers on company product modifications, changes, and enhancements in a timely fashion.
• Maintain and report on, a weekly report format, each opportunity funnel/forecast for the general business and specific larger project business.
• Provide input to Product Marketing, Engineering and Operations teams to help direct the development of new products that reflect market trends and customer needs.
• Maintain expense reports and adhere to company culture of cost consciousness in travel expenses.
• Schedule appointments with existing customers to review product requirements and to determine other opportunities.
• Train and educate local salespeople on products and provide the necessary objection handling and selling strategy assistance specific to an industry, market, or account.
• Conduct business reviews with channel to ensure that FAB’s group is represented effectively to all end users in the markets serviced.
• Liaise between the company and the customers for up-to-date condition on pricing, service, product information and sales status.
• Design and conduct professional demonstrations or presentations of company products or services while on-site.
• Maintain professionalism, diplomacy, sensitivity, and tact to portray the company in a positive manner.
• Use marketing data to maximize sales effectiveness and efficiency by using relevant sales management tools.
• Update all Identified Business Opportunities via our CRM system (Salesforce) so all team members can be kept aware of the progress of potential sales and ongoing projects.
• Ensure follow-up after passing leads to managers with complete profile; customer information, calls-to-action, sources, and dates.
• Enhance knowledge of new products, procedures, services, and tools by attending departmental and training meetings.
• Understand competitors’ products and report back this information to the manager in a timely fashion.
• Meet all annual sales objectives.
• Provide regular status on each channel partner’s performance to plan along with updated revisions to sales and marketing strategies, territorial expansion, and other actions required to achieve and exceed projected targets.

JOB REQUIREMENTS

• Minimum of 5 years of sales experience including direct B2B sales, capital equipment sales, sales channel, distributor.
• Excellent written and verbal communication skills.
• Effective time management, organizational, and multi-tasking skills.
• Proficiency in MS PowerPoint, Excel, Word, and database applications.
• Ability to preserve confidential or sensitive information.
• Ability to maintain and communicate status on activity and sales forecasts.
• Fluids Analysis industry experience preferred in: Equipment Reliability and Petroleum Refining.
• Following certifications preferred: CRE (from ASQ) / CMRP (from SMRP / MLT / MLA (From ICML) and/or CLS (from STLE).
• Willingness and ability to travel at least 50% of the time.
• Strong interpersonal skills, an outbound personality, and a focus on customer service.
• Bachelor’s degree or commensurate industry training.