Area Pump Sales Manager bei R.F. MacDonald Co.

Description

Position:  Area Pump Sales Manager

Location: Northern California

Reports To: Director of Industrial Pump Sales

Classification: Exempt / Salaried

Summary/Objective

The Area Pump Sales Manager reports to The Director of Industrial Pump sales, and oversees pump sales in So. CA.

The Area Pump Sales Manager will assist in strategic pump project sales and new strategic account development in conjunction with local Sales Managers, the VP of Sales, the VP of Business Development, and the VP of Operations. In addition, they will interact with our primary pump principals. The Area Pump Sales Manager will work collaboratively supporting all Northern CA Aftermarket Sales and New Equipment Sales to create a results driven, team-oriented environment.

Requirements

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

1. Sales Responsibilities

The Area Pump Sales Manager is responsible for achieving the overall combined booking and billing number for all So. CA R.F. MacDonald Co. locations. The budgets for these departments are established annually and this position is responsible for monitoring, updating and course correcting throughout the year to achieve results. The Area Pump Sales Manager is also responsible for meeting our Pump Principal’s annual sales goals.

Primary Role·

• Assist the VPs with the development of all So. CA sales personnel.
• Work with VPs and local sales personnel on special projects.
• Work with VPs and local sales personnel on target accounts.
• Work with VPs and local sales personnel on target markets.
• Work with VPs and local sales personnel on target products.
• Provide technical training for all So. CA pump sales staff and customers based on developed calendar.
• Conduct joint sales calls with our Aftermarket and Business Development sales personnel.
• Assist the VPs with establishing pricing policies, including volume discounts and terms and conditions, for high profile customers. “High-profile” customer account list needs to be established, tracked, and maintained.
• Work with VPs in reviewing performance of each salesperson and verify each salesperson is completing expected requirements of the position.
• Prepare and handle regional weekly pump department “production” meetings to include budget review, billings review, pipeline and forecasting review and weekly plans.

In addition to the above, the following will apply to this role:

• Establishing sell price levels
• Negotiating multipliers with pump principals
• Interceding with pump principals on delivery delays
• Territory guidance with principals
• Market guidance with principals
• Setting sales strategies
• Warranty decisions as agreed to with local Operations Manager
• PO / Contract Reviews
• Credit negotiations with customers
• System trouble shooting with sales and service
• Co-coordinating principal visits to the region but involve Director of Industrial Pumps as applicable.
• Participate in Marketing efforts such as Open Houses, Golf Tournaments and Customer Training events.

2. Pump Vendor Management

• Interface with select pump principals to ensure healthy relationships and mutual goal setting strategies.
• Participate as appropriate in business planning and training initiatives for these pump principals, as it relates to So. CA. All scheduling of manufacture representative meetings will be approved by the local area sales manager prior to setting dates.
• Annually provide input on preferred vendor line up for the territory.

Competencies

1. Centrifugal Pump Theory, Application and Operation
2. Leadership
3. Communication Proficiency
4. Business Acumen
5. Presentation Skills
6. Collaboration
7. Diversity and Inclusion
8. Teamwork Orientation
9. Project Management
10. CRM Knowledgeable
11. Excel and Word skills