Job Description:
Brooks Instrument ( www.brooksinstrument.com ), an industry leader in flow and pressure instrumentation for critical applications, is seeking candidates for a Regional Sales Manager position that will be based out of their home office in the greater metro areas in Minnesota. The company headquarters in Hatfield, Pennsylvania (suburban Philadelphia). The company also has manufacturing locations in Pennsylvania, Hungary, Malaysia and Korea, and also maintains sales and service offices throughout the world. Our high-tech products are used in laboratory and process applications in end markets such as: oil & gas, petrochemical, medical devices, waste water, life sciences, and analytical instruments.
Brooks is a division of ITW (Illinois Tool Works), a fortune 200 company. ITW is one of the world's leading diversified manufacturers of specialized industrial equipment, consumables, and related service businesses. The company has operations in 56 countries and employs over 50,000 employees. These talented employees, many of whom have specialized engineering or scientific expertise, contribute to ITW's global leadership in innovation. The company is proud of its broad portfolio of nearly 10,000 active patents, and is focused on fully leveraging its highly differentiated business model to deliver solid growth with consistent best-in-class margins and return on capital.
Basic Function
Manage and drive revenue growth initiatives with Northern channel partners, direct key accounts, OEM's (Original Equipment Manufacturers) to achieve short-term and long-term business objectives. This position will be remote and will report to the Americas Sales Director our Hatfield, PA headquarters facility.
The position will be covering Northern Central & Western US, plus Canada
Ideally the candidate will be located near a major North Central City - Minneapolis, Chicago, or Detroit.
Essential Duties and Responsibilities
Direct sales efforts in accordance with the Company's objectives, strategies, and priorities. Enforce professional sales standards and practices throughout the regional sales force that enhance the Company's status and image in the marketplace.
Manage the Northern representative channel partners including forecasting, establishment of sales goals and pipeline management.
Ensure that Northern representative personnel are fully trained on the Company's products and market verticals through field sales training, joint customer visits, and scheduled factory training. Provide sales support and training materials to enhance effectiveness of all selling activities.
Grow assigned key account and OEM sales by executing business strategies and initiatives in accordance with the company's objectives per AOP (Annual Operating Plan) and LRP (Long Range Plan).
Develop deep and long-standing relationships with customers and their subsidiary and / or affiliated organizations. This includes creating partnerships with key stakeholders within different functional departments (Procurement, R&D, Engineering, Quality teams, etc.).
Visit key OEM accounts and channel partners to facilitate product training, conduct technical evaluations, and deliver product presentations and lunch-and-learn/seminars.
Create, and maintain master supply agreements and pricing contracts for key accounts and OEM's.
Work closely with global sales and order processing teams to ensure quotes and purchase orders are in accordance with contract terms and conditions.
Track and generate structured reports highlighting performance against planned targets on a monthly and quarterly basis.
Support Brooks EPC (Engineering, Procurement and Construction) projects team by managing all pre-sale activities including RFQ (Request for Quote) reviews and quote generations for U.S.-based regional EPC strategic partner(s).
Provide strategic support for future business development opportunities at channel partners and specified accounts.
Purse and track leads directly and with Northern representatives with status documented in the CRM tool.
Work with the Business Development team to understand market strategies.
Manage and update accounts, contacts, leads, and opportunities funnel in the Salesforce CRM (Customer Relationship Management) tool. Manage channel partners data in the CRM per established guidelines.
Maintain competitor and market awareness while keeping internal key Brooks personnel apprised of significant trends or events in key OEM accounts' market sector(s) and within the Northern region.
Attending trade exhibits and industry forums as required. This may include actively preparing and presenting on behalf of the company.
Up to 50% travel in U.S. & Canada required.
Education and Experience
Bachelor's degree in a business and / or technical field of study strongly preferred. Relevant professional experience in lieu of a bachelor's degree may be considered.
8+ years of related sales or account management experience supporting industrial markets is required. Experience in process control or instrumentation fields is highly desirable.
PC knowledge to include proficiency with Microsoft Windows and Office software platforms.
Knowledge and understanding of industrial systems and processes to include ability to understand and communicate technical information and an understanding of marketing responsibilities including product portfolio, price, promotion and distribution preferred.
Ability to communicate clearly and effectively while maintaining a professional sales standard and practice.
ERP system knowledge, CRM knowledge, Salesforce experience strongly preferred.
Benefits
Our employees enjoy competitive, merit-based salary plus excellent benefits including:
Health and dental insurance
Company Paid Life Insurance
Short and Long Term Disability
401K plan with generous company match
Vacation, personal days and holidays
Continuing education reimbursement program
Flexible spending accounts
The opportunity to join a well established (80 years in business) yet dynamically changing organization that works together as a team to meet the challenges of satisfying customers' needs and managing rapid growth to better compete in a global marketplace.
Compensation Information:
Annual compensation: $90,000 - 130,000
Bonus amount: 20-25%
ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.
As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.
All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.
