Area Sales Manager/Application Engineer at Ingersoll Rand

Summary:

A technically inclined sales person who is accomplished in the process of influencing brand preference, from a features and benefits differentiation standpoint.  This person is well versed in how to assist the specifying and purchasing decisions, relative to the advantages of process equipment, to include flow control componentry. 

Duties and Responsibilities:

• Grow annual sales to meet the company goals and fulfill the strategic plans.
  • The qualified candidate will promote and support sales activity within the territory
  • To become effectively educated in the assigned target market, products and industries.
  • Bring added value to the process from one’s own energy and ambition for success.
• Make recommendations relating to potential changes in representation and market segmentation as might be required to meet all financial regional objectives and establish new sales channels for the WGI portfolio within the territory.
• Interact with the global key accounts team to secure large projects within the territory.
• Management of existing sales channels within the assigned region to encompass establishment of sales targets, submission of performance reviews, monthly sales reports, development of regional sales strategies and supervising corrective action measures as may be required.
• Provide technical product training as required for all Reps and Distributors in the assigned region.
• Provide data book / policy training as required with the sales channels.
• Conduct sales calls with Reps and Distributors in the assigned region to support their efforts in growing sales in the assigned region.
• Evaluate and suggest new market and existing market opportunities for sales growth in the assigned region.
• Collect information relating to changes in the market place in the assigned region.
• Maintain a "Report Card" on all assigned Reps and Distributors with quarterly updates.

Skills / Equipment:

• The optimum Regional Manager is accomplished in both selling through independent channels as well as direct.  They are experienced in managing EPC’s, OEM and Key Accounts. They are relationship builders, based on their credibility, integrity and knowledge.
• A minimum of five years of selling pumps and related process equipment in the water, industry, Power, Municipal, and similar markets.
• Successful career history that includes selling to end users through manufacturers’ reps and independent distributors.
• Verifiable knowledge of chemical treatment technology and treatment systems in the targeted industries.
• Knowledge of techniques to be successful in working with specifying engineers.
• Preference to candidates with documentable new customer penetration success.
• Preference for candidates who know chemical treatment in part or all phases of the Water industry.
• Accomplished sales to the target customer base, within the assigned region.
  • Personal, current “book” of customers who trust and respect this individual.
  • Knows the territory, probably lives within the region currently.
• Sold for a chemical treatment equipment and systems, or chemical supplier (distributor, rep or manufacturer) relatively recently.
• High self-responsibility, self-confidence, and self-managed nature.
  • Capable of working with others and under the direction of a supervisor.
• Aptitude and inclination to be well planned; working from the defined goal back to the plans.
• Results oriented; able and motivated to both present benefits and close orders. 
  • Conviction and passion for the products are necessary.
• Always professional and responsible in appearance, actions and communications.
• Strong oral and written communications skills.  Comfortable delivering public presentations.
• Excellent computer skills to include all Microsoft Office products.
• Accustomed to at least 65% travel

Educational Requirements:

• Bachelor Degree or Masters; preferably a BS degree in Mechanical, Chemical Engineering or Electrical Engineering.
•   3 - 5 years of experience
• Candidates with suitable, substantial experience along with formal post graduate training in disciplines related to the technology and target customer bases (industries) will be considered.
• Language – French and English

 Additional information is needed regarding the position.

• Special Features: Technical training required to acquire knowledge of in-house products.
• Possible risks:  Road hazards, Chemical hazards, Electrical hazards
• Possible travel: Regular travel, mandatory mobility
• Relations with other departments:  Marketing Department, Inside Sales Department, Customer Service, Service , Design Department, R&D

Other Requirements:

• The successful candidate is responsible for complying with IR Code of Ethics and related policies.  In executing his/her responsibilities, the job incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization’s efforts to meet and exceed its goals of creating and maintaining a safe workplace.