Job Title:                    Regional Sales Manager (Air Quality Instrumentation)

Department:              Sales – Air Quality Instruments

Reports To:               Director of Sales, Air Quality Instruments

Work Location:         Northeast US (ME, VT, NH, RI, MA, CT, NY, NJ, PA)

Position Summary:

The Thermo Air Quality Instruments (AQI) business, within the Environmental Instruments Division, is a world leader in the supply of equipment used to monitor and measure environmental pollutants generated by industrial and power generation facilities. The Regional Sales Manager’s responsibilities include the sales of a complete line of instrumentation products to government (federal, state and local) agencies, industrial and power generating facilities in the northeast region of the US. Working in conjunction with a blended sales channel including manufacturer’s representatives, the Regional Sales Manager will be responsible for developing and managing major accounts to grow the sales of AQI’s products (continuous monitoring gas instruments and particulate based measurement devices). Technologies include filter-based collection, direct-reading, continuous monitoring of infrared, catalytic bead, electrochemical cells, FT-IR, and nephalometry (light-scattering).

Key Duties and Responsibilities:

• Work closely with Director of Sales to develop and implement strategic and tactical sales plans to achieve territory and corporate goals.

• Forecast and achieve sales targets for the region.

• Deliver sales presentations to key clients (sometimes in coordination with 3^rd party sales representatives if applicable) at local and corporate levels to negotiate and close deals.
• Perform transactional and consultative selling.
• Develop and maintain strong relationships with assigned customer base that includes but not limited to power generation plants, industrial plants, federal, state and local regulatory agencies. 

• Develop sales tools, including product demonstration presentations, application notes, demonstration CDs, and technical documentation.             

• Conduct sales training programs to cover products and related applications for customers and manufacturers’ representatives.
• Manage 3^rd party representative channel including forecasting, establishment of sales goals and pipeline management.
• Monitor and evaluate the activities and products of competitors in the region.

• Participate in national and regional trade shows as well as local technical seminars when required.

• Travel within the territory will be up to 50%.
• Maintain sales automation tool (CRM) with updates to contacts, pipeline, opportunities and forecast.
• Manage expense budget to not exceed targeted expense budget for the region.

Skills and Requirements:

• Strong transactional and consultative selling skills and experience is required.

• Exceptional oral and written communication skills with the ability to sell up into organizations.

• Experienced in using value selling techniques to create and win deals.

• Experience in the utilities marketplace and familiarity selling to government (federal, state, local) EPA organizations is highly preferred.

• Familiarity with air quality regulations for pollutants is preferred.

• Must possess strong listening skills, ability to receive technical specifications from customers and coherently relay requirements to factory.

• Experience in helping air quality decision makers develop technical specifications is a plus.

• Ability to multi-task with an attention to detail.

• Must be able to plan and execute growth plan for the region with minimal direct supervision.

• Must have strong planning and organizing skills.

• Must have strong customer service and relationship building skills.

• BS degree in engineering is preferred.