Southwest Regional Sales Manager - $500m Electrical Division Of A Fortune 100 Company
(Houston, Texas)

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Our client is a $500M division of a Fortune 100 U.S. Multi-National and a leader in the electric heated cable market. Our client provides industrial and commercial solutions for various applications involving heat tracing, floor heating, snow melting and de-icing, temperature measurement, wiring, and leak detection systems. Their brands enjoy a long standing competitive advantage with brand recognition and a history of being known in the marketplace for quality and reliability.

THE POSITION

 

The Commercial Regional Sales Manager (RSM), located in Houston, Texas, will be responsible for Commercial Heating and Commercial Fire-Rated Wiring sales in the Southwest U.S. territory through direct sales efforts or through management of commercial Manufacturer’s Representative channels.  The territory includes Southern California, New Mexico, Texas and Arizona. The largest markets in this territory are between Texas and California and include Houston, Dallas, Los Angeles and San Diego. Secondary markets would include Phoenix, Austin, and San Antonio.

 

The primary customers will consist of commercial electrical and mechanical engineers that work for circa 30 to 40 major engineering firms throughout territory.  The focus is working to specify our clients products on new and retrofit construction projects.  The largest selling product in this territory is fire rated wire. Current revenues for this territory approach $1.5M. With an active RSM in this territory revenues could double within 3 to 5 years.

 

Our client has a large office located in Houston, TX and highly prefers this individual to be Houston based. Candidates from outside of Houston, but still within the assigned territory, will be considered based upon the strength of their candidacy.

The Commercial RSM will be responsible for all Heating and Wiring specification work within his/her territory.  Specification work will involve any combination of direct selling efforts at the consulting engineering level or through work with other established channels.  The Commercial RSM will be responsible for taking the lead in identifying Heating and Wiring project opportunities, targeting key engineering firms, product presentations to these groups, leading the strategy of capturing the order, assisting in the  preparation of the proposal, presenting the proposal to the client, and following up with the client until procurement of the purchase order. 

 

The Commercial RSM will need to monitor the progress of the Heating and Wiring projects and insure customer satisfaction during the project and after project completion.  The ideal candidate’s background will include an outstanding sales background in a system sales approach to the commercial construction market. The typical RSM with this group will spend 60%+ of his/her time with engineering firms in an attempt to pull specification driven sales through the channel. The remainder of the time is spent with manufacturer reps, distributors and contractors.

 

The Commercial RSM is responsible for establishing yearly sales plans for his/her sales channels.  The Commercial RSM is responsible for training his/her channels and supporting them technically, as needed. 

 

Primary responsibilities include:

•      Develop and implement a strategic marketing plan;

•      Develop and maintain individual product line project tracker and roadmaps;

•      Be the product application expert and champion from the point of view of customers and sales;

•      Conduct lunch and learns with both Engineering Firms and Contractors to introduce product, brands, and company background.

•      Train sales force for manufacturer reps and distributor sales force.

•      Develop and implement plans and priorities for all markets, product lines and applications;

•      Analyze product line profitability, market penetration and share, and associated external data;

•      Set pricing and discount strategy and guidelines in conjunction with sales;

•      Develop new markets, products, applications and services;

•      Translate customer needs into product requirements and specifications for all new products and product applications;

•      Work with Product Engineering and Operations to leverage product and delivery capabilities;

•      Provide the marketing, sales and customer based input for the design review process;

•      Lead major product issue resolution, whether it be technical, operational, commercial, or legal;

•      Provide strategy for codes, standards, and product approvals;

•      Provide customer and sales based product literature content;

•      Understand and conduct market research to track customer needs, including competitive offerings, applications, market and technology trends, and market share;

•      Manage launches, training, promotional and other sales support activities;

•      Position brands, products and services in markets and sales channels;

•      Establish yearly marketing plans; and

•      Represent the organization as appropriate in its relations with major customers, vendors, distributors, governmental agencies, etc.

 

Personal Characteristics

 

The successful candidate will have well-developed interpersonal skills as well as a keen interest and knowledge of electrical/mechanical product sales, engineering and distribution. This individual must be able to develop customer confidence with a both engineers and end-users in understanding their business, inclusive of their culture and specific target markets.  Due to the close working relationship within the company, it is important that this individual have excellent organizational skills, be self-motivated, and be able to effectively interface at a variety of levels. It is also essential that the individual have outstanding verbal and written communication skills, and be able to lead and motivate others while managing multiple projects.

 

The individual should have high energy, be confident in his/her abilities, and be aggressive when required, self-reliant, and innovative. Additionally, the individual should have demonstrated an ability to plan, organize, and implement a sales and marketing strategy, and have been able to effectively provide the appropriate leadership to successfully execute that plan.

 

Personal Strengths

 

•      Maturity, credibility and unquestioned integrity.

•      Highly developed analytical skills

•      A high energy level, passion and strong work ethic.

•      Decisive, action-and result-oriented.

•      Strong persuasive abilities.

•      Excellent organizational skills.

•      Team player who is willing to make a significant contribution to the growth of the business.

•      Confident, intelligent, and intuitive.

•      An ability to approach issues knowledgeably, decisively, and pragmatically and to subsequently devise reasoned solutions to problems.  An excellent problem solver.

•      Excellent verbal and written communications skills.

 

Travel

 

This assignment requires approximately 50% overnight travel.  

 

Educational Attainment

 

A B.S./B.A. is required with a degree in Marketing, Business Administration, or Engineering; an MBA or graduate degree is preferred.

 

The Compensation

 

A competitive salary will be offered to the successful candidate along with full benefits which would include a company car and a home office set up.

**Please send resume with salary requirements to engineeringcareer@hotmail.com