Controls Regional Manager

Position Summary

This is a first-level Regional Manager position responsible for directing territory managers to maintain and increase sales volume and margin with existing and new End User and Engineering Firm accounts. The role involves motivating and providing ongoing direction to staff responsible for regional sales goals and plans, securing and maintaining relevant agreements, and strategic account development within the region. Actively supports the Corporate Win Strategy.

Scope/ Supervision And Interaction

Assumes managerial responsibility for territory personnel performance and development. Engages in proactive interaction with divisional management and support departments to ensure customer service requirements are met or exceeded. Represents the company at trade shows and other professional activities. Reports to the Refrigeration Director of Sales.

Responsibilities

• Ensures achievement of sales goals within the region.
• Effectively works with territory sales managers utilizing placement, motivation, training, and development skills.
• Responsible for Major US Food Retail End Users and Major Refrigeration Engineering Firms.
• Coaches territory managers to develop and maintain strong client relationships.
• Ensures Parker products and services meet customer satisfaction levels and resolves conflict issues effectively.
• Gathers, interprets, and disseminates market data provided by territory managers and company marketing programs.
• Implements strategies to recognize new revenue and margin opportunities.
• Strategically manages the development and implementation of appropriate responses to competitors.
• Develops and maintains comprehensive knowledge of competitive products and their activity in the marketplace, providing regular reports.
• Keeps management and territory managers informed of changes affecting the distribution of Parker products.
• Directs the development and maintenance of comprehensive technical knowledge of group/divisional products, applications, features, advantages, and benefits.
• Ensures staff development through internal and external training.
• Assists the group and divisions in planning strategy to provide required products and services.
• Drives MT –One/S3C Growth.
• Works in conjunction with the Key Account Team to drive Controls Sales through OEMs.
• Owns and manages the Refrigeration Controls Salesforce Pipeline.
• Dealer network, Controls Team supports contactors.
• Works with the Industrial Team to drive MT opportunities.
• Represents Parker, Sporlan, MT at major industry events (NASRC, Atmosphere, FMI, IIAR, AHR, Store Connect, Euroshop).
• Supports training for MT-One/Alliance/S3C for Contractors, OEMs, and End Users.

Qualifications

• College degree (technical discipline may be required) with a minimum of ten (10) years of experience in sales to food retail refrigeration OEM, End Users, or Engineering firms.
• Must be able to properly staff, train, develop, coach, and motivate team members.
• Excellent communication skills, both oral and written, with advanced PC skills.
• Excellent conflict resolution skills are a must.
• 50% to 70% overnight travel, or as required.
• Appropriate product and system certification preferred.
• Must demonstrate the ability to motivate and sustain sales growth in a territory.
• Must demonstrate the ability to sell cross-group.
• Must have a proven track record of exceeding expectations.

Key Skills/Competency

• Sales Management
• Territory Management
• Refrigeration Sales
• Customer Relationship Management
• Market Analysis
• Strategic Planning
• Team Leadership
• Conflict Resolution
• OEM Sales
• End User Sales