Regional Sales Rep - West Coast

Company Overview 

Protec Arisawa is the global leader in the design and manufacturing of FRP Pressure Vessels for membrane filtration systems. With three production sites on three different continents and over 40 years of experience in filament winding, Protec Arisawa provides high-quality pressure vessels with leading technology.

Role Description

This is a full-time on-site role for a Regional Sales Manager located in Vista, CA. The Regional Sales Manager will be responsible for developing and implementing sales strategies to achieve sales goals, identifying new business opportunities, managing key accounts, and maximizing customer satisfaction. The Regional Sales Manager will also be responsible for collaborating with other departments, including Customer Care, Product Management, and Engineering. This position must demonstrate strong sales, organizational, and financial acumen, independent problem-solving, and practical communication skills.

Objectives 

Carry out the necessary operations to manage and achieve the Sales objectives of the assigned territory and the After Market & Service (AM&S) business unit.

Main activities:

1. Keep the existing customer base to increase both Sales and AM&S revenue and bookings, including searching for new clients / applications for market growth.
2. Prepare both Sales and AM&S quotes and proposals requested by clients following the company’s standard commercial terms and conditions.
3. Develop meaningful relationships with customers to encourage trust and loyalty.
4. Meet or exceed the individual Sales quota following the annual sales budget of assigned territory and AM&S business unit, while achieving the profitability targets set by the company.
5. Follow-up on cold and warm leads to further the sales process.   Maintain constant contact with customers (via phone, email, social media, etc.) to close outstanding sales opportunities to achieve and maintain a high percentage closing rate.
6. Follow up on the fulfillment of the sales objectives that are obtained as the year progresses, developing sales strategies and specific action plans for customer accounts that do not meet minimum revenue expectations (e.g., suggesting additional add on items and special tools).
7. Plan periodic monthly meetings with the goal of achieving the Sales objectives set in the business annual sales plan.
8. Create quote templates based on vessel type for inclusion in vessel proposals to increase sales of parts at time of vessel ordering.
9. Prepare and present to your reporting manager a business plan for the business unit (forecast, strategic accounts, sales initiatives, etc.) towards the fulfillment of the business objectives.
10. Perform an individual account analysis of historical and current sales data, to discuss and negotiate previously marked objectives for each customer.
11. Evaluate performance of Key Customer Accounts (KCA) periodically, as well as identifying the key decision makers in various roles (project managers, purchasing, executives, etc.) within the organization to draw firm conclusions about the true potential of sales and AM&S revenue, present and future.
12. Work in close communication with the Reporting Manager in identifying market trends and project opportunities for all KCAs, taking into consideration the revenue targets set for assigned territory and AM&S, following the business annual sales plan for each KCA.
13. Provide feedback and market intelligence regarding the establishment of an annual price list based on the knowledge provided by customers.
14. Request approval from Reporting Manager for opportunities that may require special commercial conditions (pricing, payment terms, warranty, etc.).
15. Attend trade fairs and market conferences and events, previously informing which companies will participate; arrange meetings and plan visits ahead of schedule; establish relationships to gain market intelligence; evaluate and report the factors that may favor or not future participation of Protec Arisawa in such events.
16. Constant follow up on quotes and offers submitted to customers.  For lost opportunities, identify and report the reasons for non-acceptance and propose corrective actions for future closing rate improvements.
17. Manage existing quotations, individual reports and sales orders for each account and new prospects.
18. Identify plant upgrades and retrofits at existing plants by communicating with End-Users to promote field Service support plus aftermarket spare parts.

Objective II                                                                                                                             

Collaborate and support other company departments to achieve the best results established by the company's annual objectives.

 Main activities:

1. Stay in contact with Customer Service and Shipping Dept. on the status of orders and parts availability.
2. Communicate with the customer the amount of recommended spare parts based on the size of their system.
3. Communicate parts availability and lead times to VP of Sales from purchasing, warehouse, or customer service.
4. Prepare and submit a monthly sales report to the Reporting Manager of the sales targets and objectives by Account for the assigned territory to monitor the progress against the revenue budget.
5. Collaborate with the Customer Service department upon receipt and transfer of Purchase Orders and other pertinent information (e.g. order forms, final quotation, special requirements, etc.) for complete and proper entry into the company’s system.
6. Contact the Logistics department for any necessary shipping quotes by providing the correct and complete Ship To information according to the Incoterm requested by the customer.
7. Contact the Finance department to qualify and establish credit limits for new customers requesting special payment terms and a line of credit.
8. Collaborate with Accounts Receivable in the collection of past due amounts and actively assist the Finance department as an intermediary during the claim process, whenever necessary.
9. Learn and have a clear understanding of the products sold, their function and use in the company’s product line. 
10. Communicate the concepts in the PAA owner’s manual for basic part installation and maintenance.
11. Assist with warranty claims through the proper internal channels, coordinating with Customer Service. 
12. Check serial numbers of vessels to ensure proper quoting of parts.

Objective III                                                                                                                           

Perform actions that promote continuous improvement of the position as well as professional development and growth.

Main activities:

1. Propose improvement actions to promote the development, productivity and efficiency of the sales department and AM&S.
2. When required, participate in meetings and deployment of key initiatives, and provide the necessary information to achieve the objectives.
3. Participate in personal training programs to achieve a better performance of the required functions, especially in those improving technical skills and product knowledge.
4. Actively participate in the development of new products based on identification of market drivers, customer recommendations, etc.

Qualifications

• Minimum of 5 years of solid, practical experience in Sales and Business Development 
• Experience in the manufacturing industry and with membrane filtration systems.
• Strong communication and leadership skills
• Ability to work independently and as part of a team.
• Excellent organizational and time management skills
• Bachelor's degree in Engineering, Business Administration, or related field
• Experience managing a team of sales representatives is a plus.
• Experience with CRM software and sales analytics is a plus.

Compensation

• Base Pay: $110,000 - $120,000 + BONUS