The Regional Sales Manager – Southwest is responsible for driving sales of waterjet cutting systems, pumps, software, accessories, and related solutions throughout the assigned territory.
The position is responsible for developing new business, managing existing customer relationships, converting inbound and self-generated opportunities, and consistently growing annual sales within the region.
The Regional Sales Manager will develop a strong understanding of waterjet technology, customer applications, cutting processes, system configurations, and product capabilities in order to provide customers with technically appropriate solutions for their manufacturing requirements.
Duties and Responsibilities
Major Responsibilities / Working Relationships
- Responsible for achieving assigned sales targets and quotas throughout the Southwest territory.
- Understands internal sales, pricing, margin, and discount requirements and ensures all opportunities are managed in accordance with company policies.
- Develops and grows underutilized markets within the assigned territory.
- Identifies and develops new business opportunities across industries where waterjet cutting technology can provide value.
- Builds and maintains strong relationships with existing waterjet customers while actively developing new accounts.
- Responsible for ensuring all sales assets, particularly leads, opportunities, customer information, and sales activity, are properly documented and protected within the CRM.
- Ensures all CRM-related policies, procedures, and reporting requirements are followed.
- Collaborates closely with Applications, Marketing, Service, Aftermarket, Engineering, and Operations to support customers throughout the sales process.
Day-to-Day Responsibilities and Activities
- Manages leads provided by Marketing from initial qualification through technical evaluation, quotation, negotiation, and completed sale.
- Develops new leads through prospecting, existing customer networks, CRM data, referrals, industry contacts, associations, and other business development activities.
- Conducts proactive territory development to identify manufacturers and fabricators that could benefit from waterjet cutting technology.
- Becomes proficient in conducting demonstrations of waterjet systems, pumps, cutting technology, software, and related equipment.
- Works with Applications personnel to evaluate customer materials, applications, tolerances, productivity requirements, and cutting objectives.
- Assists customers in determining the appropriate waterjet system configuration based on their application, production requirements, available floor space, budget, and future growth plans.
- Develops a working knowledge of high-pressure waterjet pumps, abrasive delivery systems, cutting heads, motion systems, CAD/CAM and nesting software, consumables, and waterjet cutting applications.
- Coordinates customer sample cutting, demonstrations, application testing, and system evaluations as required during the sales process.
- Prepares monthly sales forecasts, pipeline reviews, recommendations, and market insights.
- Participates in regular sales meetings to review active leads, opportunities, forecasts, sales activity, and performance against budget.
- Maintains accurate opportunity values, expected close dates, sales stages, customer communications, and follow-up activities within the CRM.
- Ensures completed sales orders are accurately documented and communicated internally to support an efficient transition from sales through engineering, production, installation, and commissioning.
- Works with Service, Aftermarket, Finance, and Customer Service as required to support customers and resolve commercial issues.
- Maintains communication with customers following installation to support long-term relationships, identify additional opportunities, and generate referrals.
- Travels extensively throughout the assigned Southwest territory and spends more than half of working time away from the Dallas office engaging with customers and prospects.
- Represents company at trade shows, open houses, industry events, association meetings, workshops, seminars, customer events, and other business-development activities.
- Collaborates with Sales and Marketing on regional lead-generation initiatives, including direct-mail campaigns, customer samples, email campaigns, digital marketing programs, trade shows, open houses, webinars, and targeted prospecting initiatives.
- Develops relationships with complementary equipment manufacturers, distributors, industry partners, and other organizations that may generate opportunities within the territory.
- Participates in annual sales performance reviews and territory planning.
- Submits expenses in a timely manner and manages travel and entertainment expenditures within approved budgets.
- Actively works leads or opportunities outside the assigned territory when requested by Sales Management.
- Continually develops and expands technical, competitive, application, and product knowledge relating to abrasive waterjet cutting technology and the broader capital-equipment market.
General Competencies
Communication
- Demonstrates courtesy, professionalism, tact, and discretion when interacting with customers and colleagues.
- Communicates clearly, concisely, and professionally in both written and verbal communication.
- Possesses strong listening and discovery skills to understand customer manufacturing challenges, applications, and purchasing requirements.
- Presents technical and commercial information in a clear, complete, accurate, and timely manner.
- Effectively communicates complex technical concepts to customers with varying levels of waterjet experience.
- Encourages and accepts constructive feedback.
- Demonstrates sound judgment, accountability, and discretion when managing company and customer information.
- Locates, organizes, evaluates, and documents information using appropriate technology and information systems.
- Analyzes and applies information from multiple sources to support effective sales recommendations and customer solutions.
Sales & Customer Focus
- Demonstrates a consultative approach to capital-equipment sales.
- Builds credibility by understanding the customer's application, production requirements, business objectives, and purchasing process.
- Maintains consistent follow-up throughout long and complex sales cycles.
- Demonstrates the ability to develop relationships with operators, engineers, production managers, plant managers, owners, executives, and purchasing personnel.
- Effectively manages multiple active opportunities across a geographically dispersed territory.
- Demonstrates strong negotiation, presentation, and closing skills.
- Maintains a disciplined approach to prospecting, pipeline development, forecasting, and CRM management.
Teamwork
- Works collaboratively with others to contribute to effective working relationships and achievement of company goals.
- Cooperates across Sales, Applications, Marketing, Service, Engineering, Operations, and Aftermarket departments.
- Effectively coordinates internal resources to support customer requirements and sales opportunities.
- Shows respect for diverse opinions, experiences, values, and contributions of others.
- Demonstrates effective conflict-resolution and problem-solving skills.
Professional Behavior
- Demonstrates reliable attendance and punctuality.
- Accepts and acts on constructive feedback to improve performance.
- Adheres to workplace policies and procedures.
- Takes responsibility for results and demonstrate accountability.
- Maintains a professional appearance and conduct when representing company with customers and at industry events.
- Demonstrates appropriate discretion when handling confidential company and customer information.
Change Management
- Works effectively in a variety of situations and environments.
- Embraces new technologies, products, processes, and methods of working.
- Remains productive during periods of organizational or market change.
- Adapts quickly to new responsibilities, products, applications, and customer requirements.
- Ensures a clear understanding of company initiatives and changes.
- Responds to challenges and changing market conditions in a realistic, constructive, and solutions-oriented manner.
Skills / Knowledge / Experience / Education Required
- Post-secondary degree or diploma in a relevant discipline such as business, engineering, manufacturing, marketing, or a technical field is preferred.
- 5+ years of demonstrated success selling industrial equipment, machine tools, manufacturing technology, or similar capital equipment is preferred.
- Previous experience selling waterjet cutting systems, CNC machinery, fabrication equipment, laser cutting systems, plasma cutting systems, machine tools, pumps, or other industrial manufacturing equipment is considered a strong asset.
- Experience selling capital equipment through a consultative and technically oriented sales process.
- Strong mechanical and technical aptitude with the ability to understand manufacturing processes and customer applications.
- Previous exposure to CAD/CAM, nesting, CNC programming, or manufacturing software is considered an asset.
- Knowledge or experience with waterjet cutting technology, high-pressure pumps, cutting systems, or fabrication processes is considered a strong asset.
- Ability to understand customer drawings, materials, tolerances, throughput requirements, and manufacturing objectives.
- Demonstrated ability to prospect, develop new accounts, and grow an assigned geographic territory.
- Experience working with CRM systems and maintaining an accurate sales pipeline.
- Formal or accredited sales training is considered an asset.
- Demonstrated problem-solving ability with excellent written and verbal communication skills.
- Strong presentation, negotiation, and relationship-building skills.
- Strong organizational and time-management skills.
- High level of computer literacy and comfort working with CRM, Microsoft Office, virtual-meeting, and sales-productivity platforms.
- Valid driver's license.
- Ability and willingness to travel extensively throughout Texas, Oklahoma, Colorado, Louisiana, New Mexico, and Arkansas.
- Ability to travel to customer facilities, manufacturing plants, trade shows, corporate facilities, and other company locations as required.
- Must possess or be able to obtain a valid passport and be willing to travel throughout North America as required.
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Health savings account
- Life insurance
- Paid time off
- Vision insurance
Application Question(s):
- Do you now or will you in the future require sponsorship for employment VISA status
Education:
Experience:
- Industrial Equipment Sales: 5 years (Required)
- CNC Machinery Sales: 5 years (Preferred)
- Capital equipment sales: 5 years (Required)
Willingness to travel:
Work Location: On the road
