Job Description

Subsidiary: AZZ Rig-A-Lite Products: 8500 Hansen Rd, Houston, TX 77075 General Description: The Regional Sales Manager (RSM) will lead the development and execution of an overall sales and channel development strategy in his/ her assigned region of the Middle East and North Africa (MENA) to achieve and exceed regional sales targets. The RSM will cultivate strong relationships with target customers, understand all buying influences and develop successful plans to effectively grow regional business. The RSM will also effectively manage the regional sales pipeline utilizing all available resources, including Salesforce CRM and serve as the primary account manager on all large projects including the development of effective, professional and timely proposals. He/ she will also play a pivotal role in the oversight and support of licensed manufacturing and channel partners based in the territory in order to maximize sales and market penetration. This individual must be able to travel up to 50% of the time. Education, Certifications, Licenses & Registrations: Bachelor's degree in a business or engineering discipline is preferred. Experience: Demonstrated track record of success in the sale of industrial products with a strong track record of results is required. A minimum of 3 years total sales experience in the sale of lighting or electrical products strongly preferred. Experience working with engineering firms on large capital projects within the Oil, Gas and Petrochemical vertical is also preferred. Specialized Knowledge and Skills:

• The individual should be of high character and integrity.
• Understanding of key industrial markets: Oil, Gas and Petrochemical, Heavy Industrial, and Water Treatment, preferred.
• Demonstrated ability to build partnering relationships with key customer decision makers. Standing relationships with oil and gas and or industrial customers a major plus.
• Demonstrated ability to develop effective customer relationships and to utilize those relationships in order to strategically position an offering for success.
• Capability to analyze and build a top-notch sales channel to maximize sales growth consistently evaluating the distribution channel, providing feedback, direction and making changes as appropriate.
• Ability to effectively develop accurate sales order forecasts.
• Experience with Miller Heiman selling process or Sales Force CRM a plus.
• Selling/Negotiating: Can negotiate skillfully in tough situations with both internal and external groups at all levels within an organization; can settle differences and reach favorable outcomes with minimum impact to the business; can win concessions without damaging relationships/ can be direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations/ has a good sense of timing.
• Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
• Decision Quality: Makes good decisions based upon a mixture of analysis, wisdom, experience, and judgment.

Essential Duties:

• Lead company sales and business development efforts in the assigned region.
• Understand and implement effective and consistent selling processes as outlined by the Vice President and General Manager.
• Create and submit accurate monthly regional sales forecasts to the Vice President and General Manager.
• Closely monitor and manage the regional sales pipeline. Effectively leading sales efforts on key projects to drive growth. Ensuring that all Salesforce CRM data is kept up to date and accurate. Developing accurate monthly and quarterly orders forecasts.
• Research and develop strategies and plans which identify market opportunities.
• Continually analyze and evaluate the effectiveness of the channel partner network to optimize results.
• Establish and implement short- and long-range goals.

Work Environment: Some office with mostly plant/industrial environments. Must be able to travel up to 50% in support of the business. Physical Demands: Ability to sit, stand, and walk for long periods of time. Ability to lift up to 30 lbs and work in an industrial field environment. Schedule: Full Time Travel: Up to 50% travel required. Job Type: Full-time Benefits:

• Cell phone reimbursement
• Health insurance
• Paid time off

Schedule:

• Monday to Friday

Supplemental pay types:

• Bonus pay

Experience:

• sales: 3 years (Preferred)