Regional Sales Manager
Due to the upcoming retirement of one of our top Outside Sales Managers, Eastern Controls, Inc. is looking to immediately hire an experienced and highly effective, successful, analytical and creative sales manager with at least 5 years’ experience in outside industrial sales management and applicable experience selling controls and process instrumentation.
The new RSM will be based in our Edgemont, PA headquarters and will manage 7+ outside salespeople spanning the Metro Philadelphia area including South Jersey, the Philadelphia suburbs including the Northeast Extension, west to State College and all of Virginia.
Who We Are:
Eastern Controls, Inc. (ECI) is proud to be recognized as a Top Workplace in the Philadelphia region. We are a family-owned manufacturer’s representative providing best-in-class process control solutions, service, and training.
From our headquarters in Edgemont, PA, and offices in Ashland, VA, and Carnegie, PA, we serve critical industries, including Life Sciences, Power, Water/Wastewater, Chemical, Refining, and Food & Beverage. Since 1969, we have built a culture that values technical expertise, strong customer relationships, and a team-driven, family-oriented environment.
Please visit our website: www.easterncontrols.com
If you’re ready to join a company with tremendous growth and earning potential, apply today.
The Opportunity
Drive the portfolio at Eastern Controls to achieve sales and profit goals.
Design and recommend sales programs and sets short and long-term sales strategies.
Work with key principals and partners to align goals, initiatives, and resources.
This valuable role in the organization drives profitability and sales, as well as provides supervision and support to outside sales employees along with focus on project sales through engineering firms, system integrators, contractors, and end users.
KEY RESULT AREAS ("KRA"):
Develop new accounts as well as go wider and deeper into existing accounts.
Manage industry project pipeline using CRM tools, opportunities, activities, and sales team.
Create relationships with Customers and Principal Partners to develop long-term transparent and trusting partnerships. Utilize entertainment and other sales resources as appropriate.
Become established as the go-to product, service, and solution resource for Customers and ECI Principals in the Process Industry.
Serve as a “Voice of the Customer” to champion customer needs internally and externally.
Understand stakeholders and influencers at key strategic accounts. Coach the sales team to effectively increase hit rate of MRO and project business.
Increase product and brand awareness by representing ECI in a professional manner by conducting industry events, PTU Visits, and Lunch and Learns.
Monitor industry trends (for example, single use and verification techniques) and communicate to principals and ECI management.
Extensive travel within the region required. Drive business independently with minimal supervision.
Serve as a leader in Industry Associations. Attend trade shows and industry events as required.
KRA #2 - Supervisory Responsibilities 30%
Coach, Mentor, and Train ECI sales team to fully maximize their potential: understand their customers, their challenges, and their opportunities for improvement
Conduct team meetings on a regular basis (meeting and traveling with each member of your team)
Ensure that team members are successfully able to demonstrate and deliver value proposition for key products
Ensure that team members have a keen understanding of new products released by manufacturer
Coach individual staff members to aggressively reach goals: Monthly, Quarterly and Annually.
Attend management and other company meetings as required.
Set up and tracs metrics; work with management to set and achieve goals, sponsor sales contests, etc.
KRA #3 – Professional Sales Management 20%
Engagement with Principals, serving as a voice for our principal.
Engaging with product managers, product specialists, regional managers, and Spick and Span CRM
Bottom Line Focused - Respectfully challenging the philosophy behind discounting and any "good guy discounts"
Balance between hunter and farmer - manages a balance on the team between expanding "share of wallet at existing customer and constantly looking for new accounts and opportunities
Sales Discipline - Reinforces good quote follow up and pre call planning.
Utilization of Sales Tools: ensure that the ECI provided tools are put into use (PTU, AirWatch, Discovery Sales App)
Sales Pipeline Management - Driving the sales process from prospecting through acquisition of new accounts and projects.
KRA #4 – Other Duties as Assigned 5%
REQUIREMENTS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and ability required.
Bachelor's degree in a technical discipline or equivalent experience required. Engineering degree a plus.
5+ years successfully managing sales teams
5+ years of hands-on experience in outside sales.
Experience selling process (fluid and gas flow) controls and instrumentation or similar products
Physical Requirements / Working Conditions:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Primary environment: ambient room temperatures, lighting and traditional office equipment as found in a typical office environment
Individuals may need to sit or stand as needed.
May require walking primarily on a level surface for periodic periods throughout the day.
Reaching above shoulder heights, below the waist or lifting as required in order lift documents and other items throughout the workday. Proper lifting techniques required. May include lifting to 25 pounds on occasion.
The performance of this position may occasionally require exposure to the manufacturing areas where under certain areas require the use of personal protective equipment such as safety glasses with side shields and mandatory hearing protection.
CORE COMPETENCIES:
Lives the ECI’s Values
Is passionate about the customer’s experience by means of responsiveness and determining problem solving solutions
Is Committed and enthusiastic toward learning about the products that Eastern Controls represents and the customer base we support
Critical Thinking/Multitasking
Ability to examine issues and ideas and to identify good and bad reasoning in a variety of areas with differing assumptions, contents, methods and criteria
Can juggle multiple tasks efficiently
Teamwork/Collaboration
Capacity to work with others towards a shared goal, participating actively, sharing responsibility and rewards, and contributing to the strengths of the team
Communication
Actively listens and shares
Provides regular, consistent, and meaningful information
Uses appropriate grammar, pronunciation, tone, and methodology
Proactively strives to consistently achieve excellence in all tasks and goals along with timely and accurate quotes
Establishes personal rapport with customers (internal and external)
Industry awareness and job knowledge
Understands our industry and how the business works
Has awareness of what is or is not “good business”
Is familiar with ECIs electronic systems such as required
Is knowledgeable about current policies, practices, trends, laws, and information that may or may not affect the organization
BENEFITS:
Comprehensive benefits package which includes medical, dental, vision, disability, and life insurance at competitive rates. Some plans include tax- advantaged health savings accounts.
Health Advocate assistance program to help families navigate the health care system.
Employee Assistance Program provides professional, confidential consultation for personal and job-related concerns 24 hours a day for employees and eligible dependents.
Generous paid time off and Holiday Schedule benefits.
401(k) savings with company match on a portion of employee contributions.
Culture: A supportive, family-owned company where you are more than just a number. Your success fuels our success. Our environment is business casual.
Apply Now
If you are interested in applying for this position, please submit your resume and application here: to our Exclusive Outsourced Recruiter, Allan Etskovitz
Pay: $125,000.00 - $200,000.00 per year
Benefits:
- 401(k) matching
- Cell phone reimbursement
- Dental insurance
- Expense account
- Flexible schedule
- Health insurance
- Life insurance
- Mileage reimbursement
- Paid time off
- Paid training
- Travel reimbursement
- Vision insurance
Application Question(s):
- Why do you believe you can be successful in this position?
- What is the URL to your LinkedIn profile?
Education:
Experience:
- selling fluid and gas flow controls and instrumentation: 1 year (Preferred)
- Outside sales: 5 years (Preferred)
- managing sales teams : 2 years (Preferred)
Ability to Commute:
- Newtown Square, PA 19073 (Preferred)
Work Location: In person
