Regional Sales Manager – Analytical Instrument Sales

Industry: Sales

Company: Shimadzu Scientific Instruments

WHO ARE WE?

Established in 1975, Shimadzu Scientific Instruments is one of the largest suppliers of analytical instrumentation, physical testing, and environmental monitoring systems in the world. Ground-breaking scientific research, manufacturing ideas and results continue to propel Shimazu’s outstanding reputation and “Excellence in Science.” People dedicated to our mission have the largest impact on Shimadzu’s continued growth and success. Would YOU like to join a diverse team of professionals working together with researchers, scientists and manufacturers to help better lives worldwide?

WHAT CAN SHIMADZU OFFER YOU?

• Our Culture: A Certified Great Place to Work firmly committed to diversity, inclusion, and belonging.
• Competitive Compensation: Day 1 Benefits and competitive salary.
• Retirement Benefits: Matching 401K and a Profit-Sharing Program.
• Health Benefits: Flexible Spending/Health Savings Accounts.
• Performance Bonuses: Variable Pay Plan for commission and incentive roles.
• Work-Life Balance: Generous Paid Time Off and Hybrid work options for qualifying roles.
• Education: Tuition Assistance Program for both graduate and undergraduate levels.
• Insurance Perks: Pet Insurance, optional Identity theft, legal pre-paid, critical care benefits, and robust company-paid life and disability programs, inclusive of paternity and maternity leave.
• Well-being: Comprehensive Corporate Wellness Program.
• Work Flexibility: Business casual Dress Attire & casual (jeans) Friday!
• Professional Growth: Clear pathways for Career, Leadership, and Personal Development.
• Employee Engagement: Active Inclusion, Diversity, and Culture Employee Resource Groups (ERGs).

ADDITIONAL COMPENSATION:

• For Service, Technical Support, Marketing & Sales Roles: Additional compensation is available through either an Incentive and/or Commission Plan.
• For Employees who reside in Connecticut, Massachusetts, New Jersey, and California, additional compensation is offered through a Cost-of-Living Adjustment (COLA).

POSITION SUMMARY:

The individual in this position is responsible for accomplishing the Business Plan through effective management of both the human and physical resources of the region, as well as other related duties that may be assigned from time to time. Meet or exceed the assigned goals of the Business Plan through effective management of regional resources. Act as the Champion for the Region within SSI, especially with the corporate office.

This document attempts to communicate the traditional, physical and environment demands associated with this position. The company will consider reasonable accommodation including changing the way the job is traditionally performed whenever necessary to provide individuals with disabilities an equal employment opportunity.

ADDITIONAL FUNCTIONS INCLUDE, BUT ARE NOT LIMITED TO:

1. The management of the region’s physical assets such as the Regional Office, any satellite offices, demo equipment and company-owned vehicles. (daily)
2. Timely submission of all required reports such as Call Reports, Expense Accounts, Forecasts, Lost Order Reports, bid opening results, competitive marketing information; (weekly)
3. Submission of Regional Business Plans in a timely manner, to include the required resources necessary to sustain growth.(monthly)
4. Provide adequate and timely training for sales, service and tech support personnel within the region as required. (daily)
5. Supervise, control and take ownership of demonstration inventory within the guidelines set forth by the Director of Sales or their designate. (daily)
6. Lead the development of the National/Global account initiative for accounts in the assigned Region. (weekly)
7. Assume full responsibility for the creation and maintenance of the Regional database as set forth in guidelines by the Director of Sales. (weekly)
8. Conducting proper lead follow-up programs to insure all leads are being followed up by the regional salespeople; (daily)
9. Handle customer complaints regionally and exhaust regional efforts to resolve but know when to ask for Md. based assistance. (daily)
10. Hire, monitor, develop, discipline, and terminate regional personnel as needed following guidelines set forth by company policy. (daily)
11. Mentor, coach and encourage all employees in your department to achieve the next level through constant training and monitoring. (daily)
12. Balance the needs of the customer and the corporation using the best possible judgment to serve the interests of all. (daily)
13. Control discounting to meet the objectives of SSI as set forth each period by the VP, Sales. (daily)
14. Control the expense budget and insure the region stays within budget. (weekly)
15. Maintenance and safekeeping of all assigned company property. (daily)
16. Must travel overnight as the position requires. (weekly)
17. Must travel by air and drive as required. (weekly)

SCOPE:

This position’s primary focus is to achieve sales goals while managing Regional resources using sound judgment while focusing on current events and keeping an eye on the future. (The BIG PICTURE person)

KNOWLEDGE REQUIREMENTS:

CASUAL

WORKING

THOROUGH

Human Relations

Report preparation

Chemistry

Corporate structure

Japanese culture

Finance

Computer skills

Interpersonal skills

Salesmanship/Sales Mgmt

Time & Territorial Management

Profitability issues

Customer Relations

Management techniques

PROBLEM SOLVING REQUIREMENTS:

The incumbent must have a high degree of problem solving skills which will be required to solve customer, regional and corporate issues.

EDUCATION AND/OR EXPERIENCE REQUIREMENTS:

1.) Degree in Chemistry or one of the pertinent Life Sciences;

2.) At least eight years successful sales experience with one or more of our equivalent product lines.

3.) Possess a valid driver’s license.

4.) Management experience considered a plus.

At Shimadzu Scientific Instruments, we believe in providing structured career paths that recognize and reward talent. If your expertise surpasses the level specified in the listed position, we offer the flexibility to upgrade positions to better suit your qualifications accompanied by a salary adjustment

SUPERVISORY RESPONSIBILITIES:

This position will have direct reports and will manage on a daily basis all sales/technical support personnel in the region. Incumbent is responsible for decisions and actions regarding employee discipline, hiring, firing, promotions and performance appraisals with direct reports. This position has indirect dotted line report of the Regional Service Manager in order to stay abreast of service issues/concerns within the region.

PHYSICAL DEMANDS:

Frequent lifting or with other means for movement of instrumentation/parts. May include frequent bending, standing, stooping, walking, talking, sitting/driving for long periods of time and pulling/pushing of instrumentation/parts can also be expected. Incumbent must be able to lift up to 20 pounds routinely throughout the work day. Incumbent must have use of hand to finger senses, in order to use and grasp hand tools to repair instrumentation. Specific vision abilities required by this job include close vision, distance vision, peripheral vision and depth perception.

SAFETY/PERSONAL PROTECTIVE EQUIPMENT:

Position is required to maintain proper housekeeping and safety standards in particular to lab safety protocol. Proper use of personal protective equipment and safety devices as required by the Corporate Safety Document policies and procedures and/or customer dictated policy.

WORK ENVIRONMENT:

This position is office based (desk) in a regional location and may require daily travel to customer locations. The position requires the incumbent to have the ability to work alone on projects, as well as, collaborating as part of team. Strong supervisory skills to complete tasks are required.

EEO Statement

Shimadzu Scientific Instruments is an equal opportunity employer and federal contractor or subcontractor. As applicable, the parties agree that they shall abide by the requirements of 41 CFR Section 60-1.4(a); 41 CFR Section 60-300.5(a); 41 CFR Section 60-741.5(a); and 29 CFR Part 471, Appendix A to Subpart A with respect to affirmative action program and posting requirements, and that these requirements are incorporated herein. These regulations require that covered prime contractors and subcontractors ensure nondiscrimination and take affirmative action in employment to employ and advance qualified individuals without regard to sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, and protected Veteran status. These regulations also prohibit covered contractors from taking adverse action against applicants or employees because they have inquired about, discussed, or disclosed their or their co-worker’s compensation information in certain situations.

Shimadzu is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Shimadzu via email, the Internet or in any form and/or method without a valid written search agreement in place for this position (and agency was requested to work the requisition) will be deemed the sole property of Shimadzu. No fee will be paid in the event the candidate is hired by Shimadzu as a result of the referral or through other means.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)