Regional Sales Manager - Northeast

Description

Who We Are :

IPS opened its doors in 2007 to become the industry's leading service provider, offering single-source electromechanical and power management solutions to enhance the reliability of critical infrastructure.

Today, IPS has the industry's largest network of remanufacturing locations, distribution centers, and field service offices across North America and the United Kingdom, serving over 30,000 customer locations across a wide range of end uses, including power generation, utilities, water and wastewater, petrochemicals, air separation, oil and gas, metals, mining, paper, aggregates, cement, hospitals, universities, commercial buildings, and data centers.

IPS offers excellent career growth opportunities and is expanding its talented workforce to meet rising demand. By joining IPS, you'll learn from industry experts and discover your potential while being part of a team committed to our shared values : Safety, Integrity, Teamwork, Accountability, Customer Focus, and Entrepreneurial Spirit.

Leadership and Team Management :

The Regional Sales Manager leads the Sales Representatives in the Northeast Region, meets yearly sales goals, builds customer relationships, and sells IPS's products and services.

This role requires strong leadership, strategic planning, and sales tactics that align with company goals. This role will also work with other Regional Sales Managers on National Accounts, cross-selling, and new offerings that IPS gets from our Acquisitions and partnerships pipeline.

This Regional Sales Manager manages sales teams in Pennsylvania, New York, New Jersey, Maryland, and West Virginia.

• Provide leadership and guidance to the Northeast region Sales team, setting clear expectations and fostering a high-performance sales culture.
• Drive new business development within the sales organization by identifying unmet needs, prioritizing opportunities, marshaling support within the organization, and commercializing opportunities
• Document opportunities and Customer interactions within the CRM system
• Build and maintain account plans reflecting Customer strategy, position within the value chain, key contacts, historical performance, and opportunity summary
• Provide input to and develop plans to deliver the agreed business targets - volumes, margin, profitability (product and territory), and working capital (accounts receivables and percent current).
• Utilize forecasting tools for applicable inputs.
• Actively assess, manage and communicate progress towards plan as well as identify contingencies.
• Develop strong relationships with existing and new customers that enables business retention and growth
• Develop and implement sales strategies, goals, and objectives in alignment with the overall business strategy.
• Coach, mentor, and develop Sellers to enhance sales skills, product knowledge, and overall performance.
• Conduct regular performance evaluations, provide feedback, and address any performance issues promptly.
• Perform ride-along with all sellers to perform training and opportunities for improvement.
• Provide oversight and assistance in Quoting and closing complex opportunities.
• Partner with the Region's Vice President and General Manager, setting annual objectives, an annual strategy to grow, and talent progression with the sales team.

Sales Strategy and Execution :

• Develop and execute a comprehensive sales plan to achieve revenue targets and drive business growth for all IPS divisions.
• Collaborate with the local and regional teams to define sales objectives, market expansion plans, and customer acquisition strategies.
• Drive growth in New Accounts and cross-selling across the IPS platform.
• Identify new market opportunities, analyze market trends, and adjust sales strategies accordingly.
• Review and analyze sales data, customer feedback, and market trends to make informed decisions and recommendations for sales improvement.
• Team with the IPS Training department to help drive improvement and understanding of IPS Products & Solutions.

Relationship Management :

• Build and maintain strong relationships with key customers, partners, and stakeholders to drive sales and customer satisfaction.
• Collaborate with cross-functional teams, including Marketing, Product Development, and Customer Service, to ensure seamless execution of sales initiatives and customer support.
• Support IPS National / Industrial Accounts program.

Sales Performance Monitoring and Reporting :

• Establish sales performance metrics, monitor KPIs, and provide regular reports to the Local / regional team on sales results, forecasts, and trends.
• Conduct regular sales meetings and pipeline reviews to track progress, identify gaps, and implement corrective actions when necessary.
• Participate and help with Sales / Marketing Roundtable.

Qualifications and Competencies :

• Bachelor's degree or related experience.
• Prefer 10+ years of high-performance selling experience with similar product applications, preferably in the rotating equipment industry or equivalent.
• Sharp analytical thinking and reasoning abilities.
• Proficient with Microsoft Office.
• Must be highly detail-oriented with sound problem-solving skills.
• Ability to prioritize and maintain a high degree of organization.
• Excellent time management skills.
• Expected to create and / or generate sales potential and leads.
• Excellent written and verbal communication skills.
• Must maintain the ability to travel.
• Prior experience managing sales teams preferred.

Benefits :

• Paid Time Off (PTO)
• 401k Employer Match
• Tuition Reimbursement Program
• Medical, Dental and Vision plans
• Safety shoe & glasses reimbursement
• And more!

IPS is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status.

Any offer of employment is contingent upon the successful completion of a background investigation. As a federal contractor, our company is committed to maintaining a safe and drug-free workplace.

Candidates for this position are required to complete a pre-employment drug screen successfully. The drug screening process will include testing for substances that may impair one's ability to perform the job safely and effectively.

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