Job Description

International Regional Manager Middle Eastern Region Position Summary ALL RESUMES MUST BE IN ENGLISH - POSITION WILL BE LOCATED IN THE MIDDLE EAST Responsible for the development in an assigned geographic area of sales to and through distributors. Responsible for the training, direction and assistance of distributor organizations and for the development of sales potential through contacts. The position includes initiating and pursuing profitable projects and business opportunities of significant scope and complexity that may involve a long time frame and coordination between the customer, Engineering, Purchasing, Production, and Accounting Departments. This position will support and enhance the activities of the Gorman-Rupp International Sales Department including but not limited to Inside Sales, Regional Managers, International Sales Management and International Distribution. The applicant must be able to exhibit the team leadership necessary to champion special projects amongst diverse departments, divisions and Distributors, as well as demonstrating a proven ability as a flexible problem solver with good communication skills, financial analysis and contract review skills, and the ability to focus on objectives. Essential Functions and Basic Duties Assumes responsibility for the planning, development, and implementation of effective Company sales and marketing programs across an international region.

• Assists Senior Management with long and short range strategic planning.
• Oversees strategic planning for commercial markets. Ensures that plans complement and support established Company-wide goals.
• Manage the assigned distribution within the territory to ensure Gorman-Rupp has the best possible distribution promoting, selling, inventorying, and servicing its products. Suggest distribution changes where appropriate.
• Forecasts both long and short term profit and volume growth, sales, expenses, and capital expenditures.
• Establishes and implements programs to meet distributor growth and productivity goals.
• Develops and implements customer/distributor policies and procedures that support company-wide strategic goals.
• Oversees and directs the resolution of routine distributor complaints and problems.
• Gathers and summarizes critical distributor feedback to Senior Management.
• Monitors distributor functions, policies and procedures to ensure superior customer service. Provides recommendations to Senior Management.
• Maintain a keen awareness of territorial developments in order to advise both distribution and home office.
• Issue quotations that may have a lengthy delivery period, non-typical or non-standard product requirements.
• Analyze and prioritize sales opportunities within the assigned region so that limited resources will achieve the maximum results.

Assumes responsibility for the effective administration of Sales functions and marketing support.

• Provides input and direction for new product development to product management and engineering personnel.
• Provides technical support to distribution as needed.
• Develops and presents technical training as required.
• Ensures that administrative and related support activities are efficient and well coordinated.

• Keeps Senior Management informed of activities and progress toward established objectives. Coordinates with management and with other sales areas to ensure consistency in sales initiative activities.
• Establishes effective reporting and communication with District Managers and Product Managers to ensure that they are appropriately informed of expectations, polices, and programs.
• Completes required reports and related documents promptly and accurately.
• Ensures that all commercial District Managers, Product Managers and Market Managers have necessary equipment, supplies, and sales materials.
• Conducts, reviews, and directs product development initiatives.

Effectively supervises Sales personnel, ensuring optimal performance.

• Travel assigned geographic region as required to properly service and develop the market. Travel expenses are to be held within budget.
• Turn in trip reports in a timely manner and at least within one week. Report all points of interest or significance that may require special attention, handling or follow-up.
• Provides leadership to District Managers, Market Managers and Product Management personnel through effective objective setting, delegation, and communication. Discusses areas needing improvement.
• Ensures that personnel are well-trained, effective, and optimally used.
• Conducts performance appraisals as required. Formulates and implements corrective actions as needed.
• Fills vacant positions as promptly as possible. Conducts interviews.
• Ensures that all personnel understand and follow their current job descriptions.
• Manages incentive programs for personnel
• Monitors, modifies and supports distribution policies as appropriate to maximize sales and relationships with G-R distribution
• Travels to trade shows, sales calls, training events, and problem resolution.
• Ensures all Commercial Sales personnel adhere to the policies and guidelines established by the Company.
• Prepare and present sales and service presentations/classes to distributors and customers.
• Strictly follow Company's Export Compliance Procedures
• Remain current on knowledge of U.S. Trade laws and restrictions in regards to export of product.
• Negotiate agreements with representatives of other organizations to assure that Gorman-Rupp's interests are protected.

Assumes responsibility for establishing and maintaining good business relations with customers, distribution and Company management.

• Responds to customer/distributor requests and resolves problems. Follows up on all notices and new distributor opportunities.
• Ensures that customers/distributors are informed of Company policies and promotions.
• Ensures that the Company's quality reputation is maintained.
• Assists and supports related departments as required.
• Attends and participates in meetings as required.
• Completes reports, records, and other documentation as required.
• Maintain consistent communication (weekly) with Supervisor via phone, call reports, expense reports and competitive reports
• Work and share adequate and appropriate information amongst other Gorman-Rupp markets, departments in order to drive sales and cooperation
• Assist Gorman-Rupp personnel with the investigation of customer/distributor complaint and/or warranty resolution as requested
• Tasks to include development of a Review procedure for Requests for Quotes within the assigned region that may require diverse resources and team leadership.
• Manage contractual commitments for contractors and engineers including costs, quality, schedule, and field activities.

• Maintain effective communications and coordination between the company and the customer.

Assumes responsibility for related duties as required or assigned.

• Ensures that all Commercial Sales functions are safely conducted.

Education/Certification
Bachelor's degree in marketing or related business field. Experience Required At least ten years of customer service experience and two years of supervisory experience Required Knowledge
Familiarity with pumps, mechanical equipment, controls and application of fluid handling products. Knowledge of the pump industry. Familiarity with pricing and sales procedures through distribution. Thorough understanding of customer service practices and metrics Proficient in more than one language. Skills/Abilities
Familiarity with pumps, mechanical equipment, controls and application of fluid handling products. Knowledge of the pump industry. Familiarity with pricing and sales procedures through distribution. Thorough understanding of customer service practices and metrics Proficient in more than one language. Physical Activities and Requirements of this Position Sedentary work; sitting most of the time. Exerts up to 10 lbs. of force occasionally. Frequent travel. Working Conditions Typical office environment. Position requires frequent travel. Working conditions found in a travel environment to include both highway and air travel. Department Head Approval: Date: FLSA Classification: Exempt Non-Exempt EEO Classification: 04 WC Classification: 8747 Job Grade: 15 Job Code: S83 HRIS Entered HR Review By: Date: Division Manager Approval: Date: Job Type: Full-time Pay: Up to E1.00 per month