Thermon
Who We Are
Thermon is a diversified technology company and a global leader in industrial process heating, temperature maintenance, environmental monitoring and temporary power distribution solutions.
We deliver engineered solutions that enhance operational awareness, safety, reliability and efficiency to deliver the lowest total cost of ownership.
Overview The Regional Sales Manager is directly responsible for the growth of sales of all company products in the area assigned; develop and maintain an effective, well‑trained and efficient sales organization to aggressively and profitably cover the area assigned; pursue growth through new projects, new customers, organic growth, market share acquisition and new/expanding markets. Monitor and report industry trends, sector trends and the competition. Provide constant market feedback for improvement and optimisation of company products and services.
Key Responsibilities And Accountabilities
Grow the territory revenues with supportive margins.
Responsible for the hiring and severance of manufacturer representatives in the region.
Train manufacturer representatives and their sales personnel in the sale of Thermon products, policies and procedures of the company, following appropriate sales methods and techniques.
Determine, recommend and implement territory revisions.
Analyse, jointly with the representatives, sales objectives for both present and prospective customers, sales and service activity demands and programmes for effective sales coverage.
Assist the representative in arranging, planning, and conducting instructive meetings with external customers.
Make regular calls to the representatives for counselling and support.
Handle correspondence with representatives, customers and company personnel as needed.
Maintain all records requested by management.
Seek new uses and applications for company products with present and prospective customers.
Carry out sales programmes as directed.
Address representative or customer complaints in accordance with company policy and advise management promptly of any situation beyond the scope of authority.
Be alert to competitive products and merchandising practices and keep management informed.
Develop sales forecasts, territory potentials, territory analysis and cooperate with management in setting adequate sales quotas and goals.
Assist in the preparation of bids and proposals, with a focus on setting competitive strategies and pricing on major projects.
Cooperate with all company executives and department heads for the maximum achievements of sales, profits and customer satisfaction.
Organise and conduct sales training seminars for new representative sales personnel.
Establish stocking levels for representative stocking programmes.
Assume the obligations of good citizenship and participate in worthwhile community and national activities as required for public relations for the company.
Utilise the Custom Relationship Management tools as directed.
Extended overnight travel is a regular requirement.
Key Characteristics, Competencies And Skills
Ability to work autonomously and drive results with minimal direct supervision.
Self‑driven and motivated.
Effectively initiate, develop and maintain multi‑level working relationships with customer organisations.
Exceptional customer service skills with the ability to establish and maintain strong customer relationships.
Superior teamwork and leadership skills across a multi‑faceted organisation.
Strong written and verbal communication skills.
Outgoing, friendly, enthusiastic and sociable.
Experience with CRM is a plus (especially Microsoft Dynamics).
Proficient in use of Microsoft Office Software (Word, Excel, Outlook, PowerPoint, etc.).
Comfortable giving and participating in customer training presentations.
Strong sales track record.
"Hunter" sales mentality – ability to help develop a territory from scratch.
Technical Expertise
Effectively applies technical knowledge to solve a range of problems.
Possesses an in‑depth knowledge and skill in a technical area.
Develops technical solutions to new or highly complex problems that cannot be solved using existing methods or approaches.
Is sought out as an expert to provide advice or solutions in his/her technical area.
Keeps informed about cutting‑edge technology in his/her technical area.
Thoroughness
Set up procedures to ensure high quality of work.
Monitor and check the accuracy of the quality of one’s own work.
Develop and use systems to organise and keep track of information or work progress.
Carefully prepare for meetings and presentations.
Carefully review and check the accuracy of information in work reports.
Interpersonal Awareness
Understands the interests and important concerns of others.
Notices and accurately interprets what others are feeling, based on their choice of words, tone of voice, expressions and other non‑verbal behaviour.
Anticipates how others will react to a situation.
Listens attentively to people’s ideas and concerns.
Understands both the strengths and weaknesses of others.
Finds non‑threatening ways to approach others about sensitive issues.
Responds in a way that conveys interest in what others have to say.
Building Collaborative Relationships
Ask about the other person’s personal experiences, interests and family.
Ask questions to identify shared interest, experiences or other common ground.
Show interest in what others have to say; acknowledge their perspectives and ideas.
Recognise the business concerns and perspectives of others.
Express gratitude and appreciation to others who have provided information, assistance or support.
Take time to get to know co‑workers, build rapport and establish a common bond.
Try to build relationships with people whose assistance, cooperation and support may be needed.
Provide assistance, information and support to others to build a basis for future reciprocity.
Attention to Communication
Ensure that others involved in a project or effort are kept informed about developments and plans.
Share important information from management with employees and others as appropriate.
Use multiple channels or means to communicate important messages.
Keep manager informed about progress and problems; avoid surprises.
Ensure that regular, consistent communication takes place.
Fostering Teamwork
Listen and respond constructively to other team members’ ideas.
Offer support for others’ ideas and proposals.
Be open with other team members about your concerns.
Express disagreement constructively, emphasising points of agreement and suggesting alternatives.
Reinforce team members for their contributions.
Give honest and constructive feedback to other team members.
Provide assistance to others when they need it.
Work for solutions that all team members can support.
Share expertise with others.
Seek opportunities to work on teams to develop experience and knowledge.
Provide assistance, information or other support to others to build or maintain relationships.
Managing Performance
With manager, set specific, measurable, realistic but challenging goals with dates for accomplishment.
With manager, clarify expectations about what will be done and how.
Enlist manager’s support in obtaining information, resources and training needed to accomplish work effectively.
Promptly notify manager of problems that affect ability to achieve goals.
Seek performance feedback from manager and others with whom you interact on the job.
Prepare a personal development plan with specific goals and a timeline for accomplishment.
Takes significant action to develop skills needed for effectiveness in current or future job.
Establish focus: develop and communicate goals in support of the business’ mission.
Act to align own goals with the strategic direction of the business.
Qualifications
5 years industrial sales experience, preferably in hazardous area heating.
Strong track record of developing new sales (growth of sales to existing customers plus prospecting for new customers).
Experience working with secondary sales channels, including manufacturer’s representatives, distribution and resellers.
Bachelor’s Degree, or equivalent years of experience required.
Physical requirements described are representative of those that must be met by an employee to successfully perform the essential functions of this job.
Regular Activities
Willingness and ability to travel up to 50% of the time.
Walking in industrial facilities involving stairs and other obstacles.
Driving a vehicle for business purposes.
Lifting and carrying product literature and product displays.
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Sales and Business Development
Industries Appliances, Electrical, and Electronics Manufacturing
#J-18808-Ljbffr
We deliver engineered solutions that enhance operational awareness, safety, reliability and efficiency to deliver the lowest total cost of ownership.
Overview The Regional Sales Manager is directly responsible for the growth of sales of all company products in the area assigned; develop and maintain an effective, well‑trained and efficient sales organization to aggressively and profitably cover the area assigned; pursue growth through new projects, new customers, organic growth, market share acquisition and new/expanding markets. Monitor and report industry trends, sector trends and the competition. Provide constant market feedback for improvement and optimisation of company products and services.
Key Responsibilities And Accountabilities
Grow the territory revenues with supportive margins.
Responsible for the hiring and severance of manufacturer representatives in the region.
Train manufacturer representatives and their sales personnel in the sale of Thermon products, policies and procedures of the company, following appropriate sales methods and techniques.
Determine, recommend and implement territory revisions.
Analyse, jointly with the representatives, sales objectives for both present and prospective customers, sales and service activity demands and programmes for effective sales coverage.
Assist the representative in arranging, planning, and conducting instructive meetings with external customers.
Make regular calls to the representatives for counselling and support.
Handle correspondence with representatives, customers and company personnel as needed.
Maintain all records requested by management.
Seek new uses and applications for company products with present and prospective customers.
Carry out sales programmes as directed.
Address representative or customer complaints in accordance with company policy and advise management promptly of any situation beyond the scope of authority.
Be alert to competitive products and merchandising practices and keep management informed.
Develop sales forecasts, territory potentials, territory analysis and cooperate with management in setting adequate sales quotas and goals.
Assist in the preparation of bids and proposals, with a focus on setting competitive strategies and pricing on major projects.
Cooperate with all company executives and department heads for the maximum achievements of sales, profits and customer satisfaction.
Organise and conduct sales training seminars for new representative sales personnel.
Establish stocking levels for representative stocking programmes.
Assume the obligations of good citizenship and participate in worthwhile community and national activities as required for public relations for the company.
Utilise the Custom Relationship Management tools as directed.
Extended overnight travel is a regular requirement.
Key Characteristics, Competencies And Skills
Ability to work autonomously and drive results with minimal direct supervision.
Self‑driven and motivated.
Effectively initiate, develop and maintain multi‑level working relationships with customer organisations.
Exceptional customer service skills with the ability to establish and maintain strong customer relationships.
Superior teamwork and leadership skills across a multi‑faceted organisation.
Strong written and verbal communication skills.
Outgoing, friendly, enthusiastic and sociable.
Experience with CRM is a plus (especially Microsoft Dynamics).
Proficient in use of Microsoft Office Software (Word, Excel, Outlook, PowerPoint, etc.).
Comfortable giving and participating in customer training presentations.
Strong sales track record.
"Hunter" sales mentality – ability to help develop a territory from scratch.
Technical Expertise
Effectively applies technical knowledge to solve a range of problems.
Possesses an in‑depth knowledge and skill in a technical area.
Develops technical solutions to new or highly complex problems that cannot be solved using existing methods or approaches.
Is sought out as an expert to provide advice or solutions in his/her technical area.
Keeps informed about cutting‑edge technology in his/her technical area.
Thoroughness
Set up procedures to ensure high quality of work.
Monitor and check the accuracy of the quality of one’s own work.
Develop and use systems to organise and keep track of information or work progress.
Carefully prepare for meetings and presentations.
Carefully review and check the accuracy of information in work reports.
Interpersonal Awareness
Understands the interests and important concerns of others.
Notices and accurately interprets what others are feeling, based on their choice of words, tone of voice, expressions and other non‑verbal behaviour.
Anticipates how others will react to a situation.
Listens attentively to people’s ideas and concerns.
Understands both the strengths and weaknesses of others.
Finds non‑threatening ways to approach others about sensitive issues.
Responds in a way that conveys interest in what others have to say.
Building Collaborative Relationships
Ask about the other person’s personal experiences, interests and family.
Ask questions to identify shared interest, experiences or other common ground.
Show interest in what others have to say; acknowledge their perspectives and ideas.
Recognise the business concerns and perspectives of others.
Express gratitude and appreciation to others who have provided information, assistance or support.
Take time to get to know co‑workers, build rapport and establish a common bond.
Try to build relationships with people whose assistance, cooperation and support may be needed.
Provide assistance, information and support to others to build a basis for future reciprocity.
Attention to Communication
Ensure that others involved in a project or effort are kept informed about developments and plans.
Share important information from management with employees and others as appropriate.
Use multiple channels or means to communicate important messages.
Keep manager informed about progress and problems; avoid surprises.
Ensure that regular, consistent communication takes place.
Fostering Teamwork
Listen and respond constructively to other team members’ ideas.
Offer support for others’ ideas and proposals.
Be open with other team members about your concerns.
Express disagreement constructively, emphasising points of agreement and suggesting alternatives.
Reinforce team members for their contributions.
Give honest and constructive feedback to other team members.
Provide assistance to others when they need it.
Work for solutions that all team members can support.
Share expertise with others.
Seek opportunities to work on teams to develop experience and knowledge.
Provide assistance, information or other support to others to build or maintain relationships.
Managing Performance
With manager, set specific, measurable, realistic but challenging goals with dates for accomplishment.
With manager, clarify expectations about what will be done and how.
Enlist manager’s support in obtaining information, resources and training needed to accomplish work effectively.
Promptly notify manager of problems that affect ability to achieve goals.
Seek performance feedback from manager and others with whom you interact on the job.
Prepare a personal development plan with specific goals and a timeline for accomplishment.
Takes significant action to develop skills needed for effectiveness in current or future job.
Establish focus: develop and communicate goals in support of the business’ mission.
Act to align own goals with the strategic direction of the business.
Qualifications
5 years industrial sales experience, preferably in hazardous area heating.
Strong track record of developing new sales (growth of sales to existing customers plus prospecting for new customers).
Experience working with secondary sales channels, including manufacturer’s representatives, distribution and resellers.
Bachelor’s Degree, or equivalent years of experience required.
Physical requirements described are representative of those that must be met by an employee to successfully perform the essential functions of this job.
Regular Activities
Willingness and ability to travel up to 50% of the time.
Walking in industrial facilities involving stairs and other obstacles.
Driving a vehicle for business purposes.
Lifting and carrying product literature and product displays.
Seniority Level Mid‑Senior level
Employment Type Full‑time
Job Function Sales and Business Development
Industries Appliances, Electrical, and Electronics Manufacturing
#J-18808-Ljbffr