Regional Sales Manager

**Company Description**
John Crane, a business of Smiths Group, is a global leader in mission-critical flow control solutions for energy and process industries that enable efficient and sustainable operations. Our products include mechanical seals and systems, couplings, bearings, filtration systems, and predictive digital monitoring technologies.

We have a global network of more than 200 sites in over 50 countries and employ more than 6,000 people worldwide. We partner with our customers to help them keep their operations safe, reduce downtime, improve efficiency, and meet the latest environmental standards.

John Crane is part of Smiths Group. For over 170 years, Smiths has been pioneering progress by engineering for a better future. We serve millions of people every year, helping to create a safer, more efficient, productive, and better-connected world across four global markets: energy, security & defence, space & aerospace, and general industrial. Listed on the London Stock Exchange, Smiths employs approximately 16,000 colleagues in over 50 countries.

The Regional Sales Manager will be responsible for managing all activities in their region; including to develop and manage the customer base, to manage and coordinate operational and commercial activities for internal and external sales staff, inventory management, seal repair, and assembly. Develop and coordinate a work force suitable to meet the Business Plan objectives and to facilitate the physical distribution of product.

**SPECIFIC DUTIES, ACTIVITIES AND RESPONSIBILITIES INCLUDE BUT ARE NOT LIMITED TO**:

- Manage and expand the account relationships within the designated region to meet or exceed the Business Plan. To oversee the order pipeline process to ensure revenue is recognized on time and on budget. The incumbent shall create/expand relationships throughout the entire region in order to service the accounts and developing solutions to meet their needs.
- Keep informed of new developments in the region, anticipating potential negative and positive impacts on the business.
- Customer visits to better understand their requirements, may be responsible for individual account(s) coverage.
- Monitor competitor activity and competitor’ products
- Provide reports to Director on performance targets, weekly call reports, competitive information/activities and commercial matters.
- Participate in internal/external meetings, technical presentations and sales training
- Participate in product/sales skills training
- Provide oversight, guidance and support to the team members in the region to make sure all aspects of the regional business are managed properly
- Accountable for monthly sales and order budgets, backlog management, and region performance metrics.
- Monitor current customer agreements to ensure obligations and customer expectations are being met
- Quarterly business reviews with the top customers and key John Crane constituents
- Respond to RFQ’s, RFP’s and requests for information and other detailed procurement contracts
- Follow up on leads and sales opportunities in a timely fashion
- Responsible for overall leadership of the Sales Team in their region. This includes:

- Ensure communication and understanding of business goals and objectives at all levels of the organization
- Identify and implement process and quality improvement opportunities and cost saving initiatives
- Facilitate and promote change management
- Supervise work of personnel; schedule work, manage overtime, cross train, and manage personnel actions
- Develop and monitor operating procedures in order processing, inventory control, customer service, seal repair, assembly, etc. and personnel training.
- Interprets and implements company policies.
- Manage inventory management system to optimize customer order requirements while maintaining capacity utilization and the lowest level of inventory.
- Manage annual operating budgets. Oversees the maintenance of building, equipment, grounds, etc. Analyzes operations problems or deficiencies and initiates corrective action. Seek necessary approvals for building maintenance, supplies and tooling required for seal repair.
- Responsible for building and managing capability for the direct reporting staff within Branch that includes identifying and addressing development opportunities.
- Collaborate with operations and repair shop personnel in expediting customer’s orders, FARs, as needed
- Comply with and ensure department compliance with Company health, safety and environmental policies
- Additional duties and responsibilities may vary based upon individual branch requirements

**Qualifications**
- Post-secondary education in Business, Engineering, or equivalent industry experience
- Minimum of 6 years of experience in sales or sales management
- Proven supervisory or team leadership experience

**Knowledge & Skills**:

- Highly self-motivated with a proactive approach to managing a regional territory
- Strong ability to build and