NE Regional Sales Manager

About ITT

ITT Inc. (NYSE: ITT) is a diversified global leading manufacturer of highly engineered critical components and customized technology solutions serving the flow, aerospace and defense, transportation, industrial, and energy markets. Through operational execution, innovation, and disciplined capital deployment, including strategic acquisitions such as SPX FLOW, ITT partners with its customers to deliver enduring solutions to the key industries that underpin our modern way of life.

Headquartered in Stamford, Connecticut, ITT has a market cap of roughly $20 billion and employs more than 15,000 people across 40 countries and serves customers in approximately 125 countries. Following the acquisition of SPX FLOW, the company is expected to generate $5.4 billion in annual revenue.

Our businesses are organized in three distinct segments, each based around our core engineering DNA:

Position Summary

ITT Habonim is searching for a Regional Sales Manager to join their team. This is a remote position with a preferred location of Pennsylvania. The ideal candidate will have 5+ years of previous experience in a similar role and have technical knowledge of ball valves and actuators. The ideal candidate will be a problem-solver, able to work independently as well as collaboratively with the sales team, and have a service approach. This candidate will focus on the Habonim core values: Customer-centric; Personal initiative; Excellence and continuous improvement; Commitment; Quality; Cooperation; and Professionalism.

Essential Responsibilities

• Operating in line with the company's sales strategy plan and ongoing evaluation and improvement of the strategy plan based on lessons learned from sales win/loose analysis and information gathered in field activity.
• Product demand creation ("spec selling) with end customers, engineering firms, integrators, executing vendor list acceptance processes, and acquiring new customers.
• Leading direct as well as indirect (via business partners) sales cycle on complex projects and special products - managing in-depth communications with potential customers in the field as well as Application/Engineering/R&D teams in HQ.
• Adding value to the sales cycle by acquiring in-depth understanding and insights of the customer's application needs in order to guide the intra-company solution discussions, as well as, leading technical design sessions with customers thru in-depth understanding of the company's ability toward a commercially and technically competitive solution to meet and exceed customer's expectation. Conducting the process in a professional manner to gain the customer's trust.
• Selection, appointment, development of business partnerships with integrators, EPCs, distributors.
• Ongoing pre/post sales service and relationship management with existing and new distributors, integrators and end customers. Taking full responsibility for managing support issues to ensure customer satisfaction and long-lasting relationships.
• Study the market and acquire in-depth understanding of the relevant market segments for Habonim, customer-side applications and their attributes, pain-point and specific requirements.
• Systematically gather information and gain understanding of the players-matrix in each segment: end customers, integrators, EPCs, competitors.
• Build focused customer target lists of this matrix to guide the proactive sales activity direct as well as indirect (via business partners).
• Become proficient with Habonim's products, technology and positioning in a discipline of continuous self-improvement of expertise to become a valuable asset in leading direct/indirect sales cycles of a highly technical nature.
• Develop a relevant project pipeline and do the activities to pursue and win orders related to the pipeline.
• Responsible for developing the pipeline of new business coming in to the company.
• Responsible for making the Habonim products an accepted product on AVL's (Approved vendor lists) of target players in his territory and market segments including Natural Gas Transport/Distribution, Power Generation, Chemical Processing Plants, and Pharmaceutical API/Biotech Plants.
• Identify and qualify potential market segments with a promising growth potential for Habonim and champion the company's market penetration campaign – devise and execute a business plan, get field based knowledge an insight, product/s modifications/development requirements, successfully raise negotiate company's buy-in and remove obstacles within the company of various aspects: commercial, technical, priorities of resources etc.
• Prepare and manage the preparation of quotations and bids (with interfacing sales support resources) and pursue them till they become orders including after sale activity.
• Prepare and manage a business plan including milestones which will help to monitor the plan.
• Other responsibilities as assigned.

Position Requirements

• 5+ years of experience as a Regional Sales Manager or similar sales role is required
• Engineering background or technical background in the process industry is required. Engineering degree is preferred, not required.
• Experience working with global corporations is a plus
• Knowledge of ball valves and actuators is a plus
• Professional communication skills
• Sales skills such as the ability to manage sales processes, negotiations, market analysis, etc. are required
• Ability to learn a new product and teach customers about the product from a technical aspect
• Ability to multi-task and handle multiple priorities
• Organized, reliable, influential, and dedicated
• High emotional intelligence: a high perception of complex reality in the client and organization environment, the ability to change reality through listening skills, persuasion, interpersonal motivation, creating and maintaining trust relations with customers and suppliers in the organization.

Equal Pay Act Statement

We aim to pay our ‘ITT’ers’ fairly and competitively in the locations that they live and work. Pay-for-performance is a principle that we believe in, and employees are rewarded based not only on ‘what’ they accomplish, but also on ‘how’ they reflect ITT’s values. ITT offers a competitive salary and robust total rewards package, such as health insurance, 401(k), short and long-term disability, paid time off, growth and developmental opportunities, and other incentive compensation programs. Specific benefits are dependent upon whether or not the position is part of a collective-bargaining agreement. The salary offered to a candidate is based several factors such as candidate experience and qualifications, location, as well as market and business considerations.

Equal Pay Act Range

$115,000 to $120,000 plus benefits, and bonus

• Operating in line with the company's sales strategy plan and ongoing evaluation and improvement of the strategy plan based on lessons learned from sales win/loose analysis and information gathered in field activity.
• Product demand creation ("spec selling) with end customers, engineering firms, integrators, executing vendor list acceptance processes, and acquiring new customers.
• Leading direct as well as indirect (via business partners) sales cycle on complex projects and special products - managing in-depth communications with potential customers in the field as well as Application/Engineering/R&D teams in HQ.
• Adding value to the sales cycle by acquiring in-depth understanding and insights of the customer's application needs in order to guide the intra-company solution discussions, as well as, leading technical design sessions with customers thru in-depth understanding of the company's ability toward a commercially and technically competitive solution to meet and exceed customer's expectation. Conducting the process in a professional manner to gain the customer's trust.
• Selection, appointment, development of business partnerships with integrators, EPCs, distributors.
• Ongoing pre/post sales service and relationship management with existing and new distributors, integrators and end customers. Taking full responsibility for managing support issues to ensure customer satisfaction and long-lasting relationships.
• Study the market and acquire in-depth understanding of the relevant market segments for Habonim, customer-side applications and their attributes, pain-point and specific requirements.
• Systematically gather information and gain understanding of the players-matrix in each segment: end customers, integrators, EPCs, competitors.
• Build focused customer target lists of this matrix to guide the proactive sales activity direct as well as indirect (via business partners).
• Become proficient with Habonim's products, technology and positioning in a discipline of continuous self-improvement of expertise to become a valuable asset in leading direct/indirect sales cycles of a highly technical nature.
• Develop a relevant project pipeline and do the activities to pursue and win orders related to the pipeline.
• Responsible for developing the pipeline of new business coming in to the company.
• Responsible for making the Habonim products an accepted product on AVL's (Approved vendor lists) of target players in his territory and market segments including Natural Gas Transport/Distribution, Power Generation, Chemical Processing Plants, and Pharmaceutical API/Biotech Plants.
• Identify and qualify potential market segments with a promising growth potential for Habonim and champion the company's market penetration campaign – devise and execute a business plan, get field based knowledge an insight, product/s modifications/development requirements, successfully raise negotiate company's buy-in and remove obstacles within the company of various aspects: commercial, technical, priorities of resources etc.
• Prepare and manage the preparation of quotations and bids (with interfacing sales support resources) and pursue them till they become orders including after sale activity.
• Prepare and manage a business plan including milestones which will help to monitor the plan.
• Other responsibilities as assigned.

Where you can sell from

Fully remote, for people based in United States.