Date Posted: 1/14/25
Full Time: Holliston, MA
Category: Exempt
Reports To: IA Director of OEM Pump Sales  

Position Summary:

The OEM Pump Sales Regional Manager is responsible for developing business and driving sales of the company’s OEM pump products to equipment manufacturers within assigned markets, applications, and territories. The position requires significant contributions to the development of strategic markets, applications, customers, and sales channels consistent with the company’s agreed-upon growth strategy.

KEY RESPONSIBILITIES & REQUIRED FUNCTIONS

• Develop and nurture strong customer relationships
• Work directly with key customers
• Create and deliver product and technology presentations to potential OEM’s and contract manufacturers.
• Coordinate with IJ International Department, Product Strategy Department and others, as necessary, for technical support, documents, sample availability and cost
• Coordinate with IA Engineering, Customer Service, Purchasing, Accounting and Operations for internal requirements, model verification, sample availability and shipments, documentation, etc.
• Make prospect calls either by phone, email or in person to generate new business and contacts.
• Successfully manage the assigned OEM markets, applications and territories to support planned sales growth objectives.
• Proactively manage OEM pump projects
• Understand Iwaki geography, markets, applications and product development priorities and effective communication of this information to management and the Pump Product Manager.
  • Keenly assess detailed strengths, weaknesses, opportunities and threats
  • Identify specific niche application opportunities within target markets
• Work cooperatively with other members of the Iwaki America OEM and distribution sales teams to support sales growth.
• Determine sales strategies and goals for the region assigned.
• Then, execute this plan! Prospect, develop and close sales, achieving agreed-on sales goals.
  • Drive all opportunities to completion, preferably for additional sales as closed won status, but also in a timely manner
  • Manage projects to a proper conclusion including closed lost or closed dead.
  • Document why and if lost to competition, as much information about competitors as possible.
• Maintain concise and accurate notes, pricing and all communication for each assigned opportunity in SalesForce.com on a monthly/bi-monthly/quarterly basis as needed for each opportunity
• Properly document current status of the Opportunity and expected close dates
• Properly maintain accurate contact names and positions at customer and those responsible for the Opportunity

ESSENTIAL QUALIFICATIONS

• 5+ years of experience in the pump industry
• BS in Engineering or Business with proven technical competence.  Other BS degrees with proven experience are acceptable.
• Reputation for integrity and history of earning long term trust and respect of customers and co-workers.
• Knowledge of AODD pumps and their applications.
• Knowledge of OEM pumps and their applications.
• Has a proven track record of developing and securing new OEM customers and or strategic partners. *Ability to identify key influencers and decision-makers and take self-initiative to contact them to understand their needs and opportunities.
• Excellent oral and written communication skills including formal presentation skills before both small and large groups.
• Demonstrated ability in problem solving and negotiation with special emphasis on closing the sale.
• Demonstrated competencies: development and identification of major customers, sales planning, goal development, management of market and product specific sales channels, product pricing and quotation techniques.
• Strong interpersonal and networking skills.
• Must be self-starter, results-oriented, high energy, customer oriented and a team player.