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Regional Sales Manager

Location: 

Denver, CO, US Phoenix, AZ, US Salt Lake City, UT, US

TSI provides trusted measurement, application guidance, and data analytics solutions that enable our global customers to make informed decisions.  We are creating a better world by helping protect people, products and the environment, as well as by optimizing research and industrial processes. We hire curious, collaborative, and critical thinkers.  Explore TSI careers!

 

JOB SUMMARY

The Regional Sales Manager (RSM) will use their understanding of the mechanical systems design and construction process to drive channel sales revenue of the TSI’s Critical Environments Products (lab and hospital monitors and controls).  Channel Partners are primarily HVAC Manufacturers Representative firms that require active management by the RSM. Additionally, you will be the focal point of TSI’s growth in pharmaceutical and semiconductor contamination control. This is a high visibility position with the opportunity to influence and win global contracts.

 

RSM responsibilities include two central components, technical expertise in the application of the company’s products and business expertise in aspects of driving an indirect sales force.

Technical responsibilities include guiding the design of HVAC systems using TSI products, especially in the areas of control systems, sequences of operation and terminal unit selection. You will also be responsible for guiding the design of cleanroom systems using TSI products, especially in the areas of control systems, and particle counters.

 

Business responsibilities include 1) assessing channel partner sales pipelines against agreed upon targets; 2) increasing the number of current opportunities through channel partner input, specification influence, marketing leads, personal relationships and subscription construction market data sources; 3) being sure each opportunity is being acted on with sufficient effort to win the business; and 4) selecting new channel partners when necessary.  The job requires up to 60% travel.

 

JOB RESPONSIBILITIES

  • Sales Target:  Meet or exceed sales targets and objectives.
  • Business Development: Drive engineering specifications and industry standards with relevant consulting engineering firms and local regulatory agencies
  • Application Support:  Guide the design of HVAC and cleanroom systems using TSI’s products
  • Channel Management:  Effectively maximize existing Channel Partners and develop new partners to increase TSI product exposure and end user reach. 
  • Marketing:  Work closely with Marketing in developing marketing and sales campaigns to effectively reach key end users directly or through channel.  Participate in national trade shows and attend other technical seminars and conferences.  Work with Marketing on competitive and market analysis and provide input regarding new product and new application opportunities.
  • Sales Process:  Implement TSI sales processes including CRM pipeline management and activity management.
  • Customers:  Participate in opportunity strategy development to help the channel sales people close business and meet annual objectives. 
  • Forecast: Monitor and forecast monthly business at product line level.
  • Budget: Provide input into the annual budget process.  Manage expenses to budget.
  • Performs other tasks and special projects as requested.

 

BASIC QUALIFICATIONS

REQUIRED

  • Bachelor’s degree 
  • Minimum of 5 years of channel management experience (proven track-record) including defining, planning, evaluating and executing sales plans with channel partners/distributors; or minimum of 5 years of experience selling direct to end users. 
  • Experience calling on a customer base which includes industrial accounts, government, hospitals and universities.
  • Working technical knowledge of critical space ventilation and/or cleanroom design
  • Experience developing and maintaining operating budgets and effective sales strategies.
  • Knowledge of HVAC open systems such as BACNET, OPC-UA, and MODBUS, ideally in a direct sales capacity
  • Strong public speaking skills

 

DESIRED

  • MBA

 

KNOWLEDGE

 

  • Understand phases of the mechanical system design, construction and operational process for cleanroom and laboratory facilities and how to influence equipment procurement within each phase of the process
  • Demonstrated knowledge of ASHRAE Ventilation Standards
  • Competitor’s technical solutions for healthcare and laboratory facilities similar to solutions delivered by TSI

 

 

Legal authorization to work in the United States without the need for sponsorship.  We require proof of eligibility to work in the United States.

EOE/M/W/Vet/Disability

#CB


TSI provides trusted measurement, application guidance, and data analytics solutions that enable our global customers to make informed decisions.  We are creating a better world by helping protect people, products and the environment, as well as by optimizing research and industrial processes.


Nearest Major Market: Denver

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