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Posted: Saturday, March 24, 2018 12:07 AM


The Regional Sales Manager represents Hays Fluid Controls directly to the customers in an assigned geographic region, or assigned set of customers. This position is responsible for the Northeastern region, consisting of: CO, ND, SD, NE, KS, MN, IA, MO, WI, IL, IN, MI, OH, PA, NY, VT, NH, ME, MA, RI, CT, NJ, DE, MD, DC; MB, ON, QC, NB, NL, NS. The ideal candidate will be located near a major airport within the territory.

A. Essential Functions

Identify opportunities in the assigned region to increase sales of existing products and new PICV valve.
Travel extensively throughout the assigned region to present Hays product solutions to customer problems, and assist customers in buying and applying Hays products. Educate customers on Hays Fluid Controls value propositions.
Use the outlook calendar feature to plan travel two months out.
Utilize the CRM system to manage customer relationships as directed by management.
Survey the geographic territory and annually document an optimal strategy for each market within the territory.
Manage manufacturer representative firms to represent Hays in each market. Assist manufacturer representatives with training and product presentation meetings. Conduct quarterly reviews of Gold Standard Representatives.
Carryout meetings directly with contractors and engineers to present Hays value propositions and achieve an annual engineering specification inclusion goal. Track success of getting Hays Fluid Controls in specifications with Engineers and End Users and ultimately to orders within the CRM.
Uncover needs for new sales tools and approaches and new product and product enhancements.
Obtain competitive information and product opportunities not currently served by Hays and report to corporate.
Coordinate with the Hays quality department on issues requiring product replacement and/or labor claims.
Attend and provide coverage to major national and regional trade shows, enter lead information into the CRM and drive closure on opportunities created from the leads.
Submit weekly activity into the CRM program.
Provide information for yearly budgeting/forecasting, and meet or exceed the agreed upon annual sales goal.
Carryout continuous follow up on opportunities, entering updates within the CRM.

B. Additional Job Responsibilities

Occasional trips to the Hays Fluid Controls facility in Dallas, NC for training and meetings are required.
Learn all aspects of current product line, applications and related systems knowledge. Understand product line and applications at enough detailed level to answer questions about Hays products as used in HVAC applications and other engineered systems.
Be the leader in communication and collaboration with Hays Quality, Production, Customer Service and Engineering Teams to track key account issues and resolution, and provide direction to the team to align all parties to deliver a consistent message.
Develop superior product knowledge to provide a unique solution that ties customer need to final sale.
Learn how to use the demo unit, to explain product operation. Use virtual simulation software to demonstrate and explain product use and benefits.
Stay current of changes with key contacts and decision makers in the account base and enhance relationships with senior level people.
Acquire the necessary detailed information on accounts to do a proper analysis including: decision makers, strategy, initiatives, sales data, units sold, type, market trends, position vs. customer’s competition, and any other competitive activity.
Ensure Hays components are specified into current and future OEM customer products.
Foster strong relationships between customers and Hays at all levels.
Maintain a clean and reliable vehicle, provided by the company.
Maintain a good Department of Motor Vehicle driving record.
Store and protect sample materials.

Minimum Qualifications

High School Diploma or an equivalent combination of education, training, and experience.
5+ years of experience in a regional sales role.
Ability to travel extensively including flights (approximately 75% of the time).
Ability to make independent decisions on customer requests for literature, sales samples, etc., with very little supervisory oversight.
Strong technical aptitude.
Excellent presentation skills.
Superior problem solving, organization and planning skills required.
Excellent interpersonal, written and verbal communication skills, and professional presence.
Accountable and results-oriented.
Proficient in Microsoft Office applications.
High-energy, driven, self-motivated with a commitment to excellence.

Additional Preferred Qualifications

BS degree in a technical discipline preferred with extensive knowledge of mechanical components.
Minimum 5 years previous experience managing key accounts using effective sales skills to influence people at multiple levels including, manufacturer representatives, engineering firms, customers and end users.
Able to function successfully in a small company environment.

Working Conditions

Extensive overnight travel, with flights, are involved, 75% of the time.
40% with Reps.
30% with Engineers.
30% with End Users: Hospitals, Hotels, Universities.
Achieve a quantitative weekly goal of customer meetings with decision makers and influencers.

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• Location: Chicago

• Post ID: 91337557 chicago is an interactive computer service that enables access by multiple users and should not be treated as the publisher or speaker of any information provided by another information content provider. © 2018