At Hach ( www.hach.com ), we ensure water quality for people around the world, and every associate plays a vital role in that mission. Our founding vision is to make water analysis better—faster, simpler, greener and more informative. We accomplish this through teamwork, customer partnerships, passionate experts, and reliable, easy-to-use solutions. As part of our team, you’ll make an immediate, measurable impact on a global scale by enabling the world’s everyday water needs. You’ll also belong to a respectful and collaborative community that fosters career growth and professional development. You’ll be supported by resources that make a positive difference in your life because, at Hach, we value your authenticity and want your talents to shine. Motivated by the highest possible stakes of climate change and global health, we’re working together within a rapidly digitizing industry to find innovative technologies that guarantee the safety of our water and our environment. More about us: https://www.hach.com/about-us Hach is proud to be a Water Quality company in Veralto (NYSE: VLTO). Imagine a world where everyone has access to clean water, safe food and medicine, and trusted essential goods. That is the tomorrow Veralto is creating today. Veralto is a $5B global leader in essential technology solutions made up of over 16,000 associates across our Water Quality and Product Identification segments all united by a powerful purpose: Safeguarding the World’s Most Vital Resources. About the Industrial Regional Sales Manager role:As an Industrial Regional Sales Manager, you are the primary front-line sales representative for strategic accounts. You are vital to our organization’s ability to deliver customer value and drive accelerated growth. You will work within a strong network of dedicated professionals who provide industry-leading customer service and support via Senior Leadership, Sales, Inside Sales, Customer Service, Field Service, Technical Support, Project Sales, Bids Team, and Technical Applications professionals.Territory: The specific region this role will cover includes: Pennsylvania / New Jersey . You will be set up with a company car (that can also be used personally).Travel: RSMs are usually on the road visiting customers at a minimum Tue-Thur. Travel expected for this role is 75%. Travel expected for this role is Pennsylvania / New Jersey .POSITION SUMMARY:The Regional Sales Manager, Industrial NA Sales will be responsible for proactively selling to existing and new logo industrial customers within a defined geographic territory to drive market penetration and accelerated sales growth. In this role, you will entrepreneurially target the industrial vertical by engaging in-person to build funnel, prospect for new logos, provide existing customer account management, and new project pursuit. You will leverage multiple selling resources including inside sales, distribution channel sales, and other sales resources to create a winning go to market strategy. By using Veralto Enterprise System (VES) tools, you will drive continuous improvement, develop and execute countermeasures, standard work, and other process improvements resulting in surpassing volume growth targets. To be successful in this role, you will need to quickly build customer rapport and establish trust and credibility through a consultative selling style. You will develop close relationships with team members within a sales geography and will support and contribute to the overall regional and larger Hach NA Sales Strategy.ESSENTIAL DUTIES AND RESPONSIBILITIES:
Working collaboratively with assigned sales resources to develop monthly sales territory and account plans to achieve assigned targets.
Executes planned activities and documents in Hach CRM, Salesforce.com (SFDC).
Manages all opportunities utilizing SFDC and following standard sales process steps.
Prepares and presents a monthly funnel review utilizing SFDC to demonstrate the quality of the funnel, activity plans and command of the account base.
Prepares and presents monthly forecast by accurately managing opportunity dates, dollar value and probabilities in SFDC.
Establish and maintain relationships with engineering firms and other accounts that indirectly influence the buying decisions of the customer
Develops a network of customer and industry contacts in the territory to position Hach as a key member of the water management community
Active participation in identification, qualification and targeting of high-value prospect organizations through external networking and internal relationship building
Collects and reports information on all competitive activity, business opportunities, sales trends and results within the assigned market providing input during monthly business review
Participates in sales activities including: customer site visits, telephone contacts, trade seminars and shows, product demonstrations/evaluations, customer seminars and channel management.
Acts as a mentor for the growth and development of other RSMs by sharing best practices
CRITICAL COMPETENCIES
Entrepreneurial spirit with the ability to develop and execute to a collaborative business plan and manage territory as it is one’s own business
Engages stakeholders and internal resources to best serve customers
Listens to voice of the customer and asks great questions which inspire breakthroughs for our customers
Willing to move to action quickly
Uses metrics, KPI, and forecasting to self-manage productivity
Develops, nurtures, and understands health of customer opportunity funnel and openly works with leadership and sales operations to ensure best results
QUALIFICATIONS
Minimum 5 years of direct sales experience in analytical instrumentation
Knowledge and/or experience selling in industrial markets is an asset
B2B experience selling complex industrial products and solutions.
BA, BS or MS degree required. A degree in a science related field such as Chemistry, Biology, Environmental Science, Engineering or equivalent is an asset.
Experience in 1 or more Hach vertical markets is an asset (Waste Water, Drinking Water, Power, Beverage or Industrial Water).
Formal sales training and/or experience in Question Based Selling, Value Selling, Sandler, and other sales methodologies.
Hands on experience using a CRM (i.e. Salesforce.com) preferred.
Ability to travel weekly up to 75% of the time within assigned territory is required.
Must have a valid driver license and a driving record which is acceptable Hach Company.
PHYSICAL DEMANDS: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.While performing the duties of this job, the employee is occasionall y required to reach with hands and arms. The employee is constantly required to sit. The employee may occasionally squat, turn/twist, or reach. The employee is constantly using hands to: finger, handle, feel or operate objects, and computer keyboards. The employee is occasionally required to walk, stand, climb, balance, stoop, bend, kneel, crouch or crawl, and talk, hear, and smell. The employee may occasionally lift, carry, push or pull up to 20 pounds . Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.WORK ENVIRONMENT:The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.The work environment may consist of an indoor, work or home office environment with good ventilation, adequate lighting and low noise levels and/or subjected to moving mechanical parts, electrical currents, vibrations, fumes, odors, dusts, gases, chemicals, oils, extreme temperatures and work space restrictions while working in the field.Employees may be required to wear proper Personal Protective Equipment (PPE) while working in the field which may include: eye and hearing protection, protective smock, steel toe shoes, gloves, hard hats, or face shields.The duties listed in job descriptions are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to the position. The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change. The purpose of this description is to assist in ADA compliance and is not intended for other purposes such as collective bargaining, or compensation.PRE-EMPLOYMENT TESTING:External hiring into this position is contingent upon the successful completion of a pre-employment drug screen and background check and possible credit history review.Hach is an Equal Opportunity Employer· We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.Veralto Corporation and all Veralto Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.The EEO posters are available here (https://www.dol.gov/agencies/ofccp/posters) .We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at applyassistance@veralto.com to request accommodation.Veralto and all Veralto Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.