Regional Sales Manager

Regional Sales Manager
Territory: KS, KY, MI, MN, MS, NE, ND, SD, OH, IN, IL, IA, TN, WI

The role of the Regional Sales Manager (RSM) is to lead sales growth in the designated geographical region, of Brentwood's engineered systems and equipment, services, components, and aftermarket parts, by managing third-party sales representatives, distributors and OEMs (Original Equipment Manufacturers).  The RSM, with support from Product Line Management (PLM), Applications, Engineering and Solutions teams, develops projects and business relationships with current and new customers, industry leaders, engineering firms and contractors, to promote and get Brentwood products known, properly specified, and installed. During the annual planning process, the RSM works with the Director of Sales to set and achieve sales targets for Sales Representatives, as well as coordinating with Marketing and PLM to determine Trade Show participation. The RSM is expected to communicate and coordinate in a timely and effective manner with all functional areas to develop and execute sales and marketing strategies, and support all aspects of the business, providing enthusiastic leadership and cooperation. Other related tasks may be required to support organizational needs.

Essential Responsibilities:

• Prepare strategic and tactical plans to grow sales and improve margins for territory.
• Support sales representative network with timely communication in writing, meetings and presentations, providing technical and commercial information and providing timely responses to questions and clarifications, in coordination with staff and management. Support plant and facility engineering and operating personnel.
• Actively promote and market all Product Lines to engineering firms, trade organizations, owners, operators and industry influencers, to increase awareness of the Brentwood name and company capabilities. 
• Work with sales representatives and business contacts to acquire detailed engineering drawings and project information, to enable projects to be quoted, bid, won and executed. Review and develop project scope, engineering specifications and drawings for Brentwood's bid development and participation.
• Provide quotes and pricing to representatives, engineers, contractors and end users, in coordination with PLM, Applications, Engineering, Solutions and Customer Service. 
• Facilitate final preparation of bid proposals, providing competitive intelligence and bid strategy to win at approved margin and terms.   Coordinate with sales representatives and Brentwood Sales, Engineering, Project Management and Legal teams to negotiate with customers to obtain acceptable purchase orders in accordance with bid proposal, and to meet Customer requirements; provide feedback, and successfully negotiate and execute contracts.
• Assist Customer Service with Aftermarket and Direct Media Sales pricing and strategy.
• Manage and maintain current Customer Resources Management (CRM) database of all projects, bid dates, sales activities and relevant project details for tracking sales efforts and forecasting.
• Plan business travel and schedule all field activities in advance, preparing trip and expense reports.
• Work with Marketing, PLM, Applications, Engineering and Solutions to prepare and update presentation materials.
• Participate in internal sales meetings. Provide updates on sales activity and projects in the Region.
• Maintain current and report, periodically and on demand, sales performance vs. targets and real-time forecast/projections for region and sales representative territories.
• Maintain knowledge of marketplace, competitive analysis and trends affecting industry. 
• Attend regional and national trade shows, assist with set-up and tear down as required, follow up on all leads obtained at shows and plan Sales Representative trade show support needs in advance with Marketing.
• Assist Solutions, Project Management and Field Service teams with project pre and post-sales activity, execution, and field service requirements including, but not limited to: tank measurement, inspection, training, systems evaluation and troubleshooting when necessary; provide feedback from the field to the organization.
• Assist Accounts Receivable Department in obtaining payments when requested.

Essential Skills:   

• Bachelor's degree (B. S.) from a four-year college or university – Science or Engineering disciplines preferred; 5+ years related experience and/or training; or equivalent combination of education and experience.
• Ability to read, analyze, and interpret engineering plans, specifications, common scientific and technical journals, financial reports, and legal documents.  Ability to address and respond to inquiries and problems with customers, governmental entities, or members of the business community.
• Ability to write, effectively prepare and present information to customers, engineers, contractors, and management.
• Ability to prepare and use spreadsheets, calculate amounts, interest, commissions, proportions, percentages, discounts etc. and to prepare appropriate budgets.
• Ability to understand customer needs, define problems, collect data, establish facts, draw valid conclusions and effectively present solutions.  Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
• Must live within or adjacent to sales region.
• Must be able to travel throughout the USA and Canada.

Brentwood offers professional growth potential, pleasant work environment, and an excellent wage and benefits package including 401K w/employer match. Brentwood Industries, Inc., provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics.

At Brentwood, we have a passion for both our products and our people.  Our goal as an employer is to help you excel as an individual and as part of a team by providing you with a satisfying, motivating and stimulating work experience.  The varied nature of the environment at Brentwood allows you to work alongside industry professionals on a wide range of projects, contributing your knowledge and strengths to develop innovative, market-driven solutions.