Regional Manager, Standard Business

KSB is a leading supplier of pumps, valves and related service. Our reliable, high-efficiency products are used in applications wherever fluids need to be transported or shut off, covering everything from building services,industry and water transport to waste water treatment, power plant processes and mining. Founded in 1871 in Frankenthal, Germany, the company has a presence on all continents with its own sales and marketing organisations and manufacturing facilities. Around the globe, more than 190 service centres and around 3,500 service specialists are on hand to provide local inspection, servicing, maintenance and repair services under the KSB SupremeServ brand. Innovative technology that is the fruit of KSB’s research and development activities forms the basis for the company’s success.
People. Passion. Performance. It is these three success factors that make KSB the company it is today.
At KSB, we recognise that it is people who actually make the difference – the people we employ and the people we serve. This is why we are committed to equal rights and treatment worldwide and never lose sight of the aspects ecology and sustainability when manufacturing our products.

Job Title: Regional Manager, Standard Business

Reports to: Sales Channel Manager, US General Industry/PCC   

Location: Remote (USA)  

Preferred Territories: Southwest/ Texas, Illinois, Indiana, Ohio, Upper Midwest

Position Summary:

In this role, you will be responsible for the General Industry Market Area Sales and Business Development efforts in the Southeast/ Southwest Region of the United States for KSB, Inc. This role requires the support of existing and new businesses in the region rooted in Technical Pump Knowledge and Expertise. As KSB industrial business has established Sales-Service Partners, you will be required to directly manage and develop a distributor-based sales organization for the assigned region.  The Regional Manager is required to set goals and review each distributor’s performance on a quarterly and yearly basis to meet the goals and objectives of KSB, Inc. in the General Industry/Petrochemical-/Chemical (PCC) Market Area. This role is a sales/business development position and, equally important, a sales channel account management role.

Responsibilities:

• Gather, maintain, and communicate market information for the assigned territory.
• Perform on-going business development at all levels of the value chain: engineering firm, general contractors, and end-users
• Manage business relationships with manufacturer’s representatives and cultivate relationships with prospective representatives in the territory of responsibility
• Identify, develop, and maintain a direct business relationship with house accounts and key accounts
• Deliver product presentations and training to representatives, prospective customers, and clients
• Create, update, and implement the annual business plan for the assigned territory, plus a higher-level view of the following two years
• Manage the performance (operational and financial) of the manufacturer’s representatives
• Maintain up-to-date KSB internal CRM tools showing the state of the business.
• Contractual Understanding – Ability to review and understand sales partner and customer contracts
• Meet or exceed the financial performance of the assigned territory concerning sales and gross margin
• Lead the commercial effort of business opportunities from inquiry to order acceptance, working collaboratively within a matrix organization
• Represent and negotiate with prospective customers on behalf of KSB, Inc. within the limits of the delegated authority
• Support all the stakeholders of the Water Market Area in the acquisition of new business and retention of existing accounts
• Negotiations – Ability to work with necessary internal departments in order to negotiate terms and conditions of direct-engineered project sales
• Self-train and maintain up-to-date knowledge on the KSB product portfolio available for the General Industry and Petrochemical/Chemical market, as well as gain self-sufficiency on the use of the internal configuration and pricing tools. Transfer this knowledge to representatives through in-person and online training
• In collaboration with the internal sales team, maintain up-to-date internal reporting tools, such as the Proposal Log tool, showing the activity in the territory
• In collaboration with the internal sales team, provide support applications and pricing guidance to representatives and end customers.
• Lead visits of representatives and customers to the KSB factories outside the USA when needed
• Attend the Division’s business meetings and provide regional reports on an as-needed basis
• Travel for in-person meetings in the most cost-effective manner, and in full abidance to KSB Travel and Expense Policy as well as KSB’s Compliance Policy

Qualifications:

• Strategic thinking - Generation and application of unique business insights and opportunities intended to create competitive advantage for a firm or organization
• Remote supervision - Develop, maintain, and grow successful business relationships with remote teams and supervisors
• Matrix management - Develop relationships, trust, empathy, and emotional awareness to successfully lead and influence stakeholders (including representatives) involved in the successful performance of the territory
• Time management - Managing one’s own time and the time required from others for projects and work in all aspects of the daily business while achieving strategic objectives. 
• Communication skills - talking to others to convey information effectively one-on-one and in group presentations 
• Comprehension - Understanding written sentences and paragraphs in work-related documents
• Computer skills - Outlook, Excel, Word, Power Point, Adobe Acrobat, CRM and Pump Selection Software as a minimum
• Collaboration - team-oriented approach to sales activity, problem-solving and knowledge sharing
• Active Learning - Self-reliance to seek and acquire relevant knowledge for the successful performance of the territory. Understanding the implications of new information for both current and future problem-solving and decision making
• Deductive Reasoning - The ability to apply general rules to specific problems to produce sensible answers
• Social Perceptiveness - Being aware of others’ reactions and interpretations of an appropriate response
• Travel - as required, estimated average of 30%-50%
• Centrifugal Pumps & Rotating Equipment - Ability to size, select, and compare centrifugal pumps in Industrial, PCC, Valves applications; read pump curves, pumps in series and parallel operation as well as system head curve analysis
• Mechanical Design – Ability to read and understand mechanical design drawings and specifications

Education/Experience:

• Bachelors degree in engineering, business, or related field required
• Minimum five (5) years of field sales experience with rotating equipment, industrial pumping equipment, and/or water & wastewater transport & treatment required
• Minimum three (3) years of indirect sales management experience working directly with manufacturer’s representatives required
• Experience with bid and specification review and engineered sales presentations required

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KSB, Inc. is an Equal Opportunity Employer. All positions subject to post offer drug screening and background checks (EOE/M/F/D/V) Drug Free Environment

KSB Group is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. KSB makes hiring decisions based solely on qualifications, merit, and business needs at the time. 

We value employees who take the initiative and are committed to our company; Employees who take responsibility and for whom business success is the focus of their actions. In return, we offer fair framework conditions for collective wages and pensions, flexible working time models, individual training opportunities and the best career prospects.