Regional Sales Manager

At Endress+Hauser, progress happens by working together. As the global leader in measurement instrumentation, our ~18,000 employees shape the future in the field of process automation. Whether developing and realizing new technology as a team, collaborating to build instrumentation, or strengthening vital relationships with countless global industries, we work to create trusted relationships that help everyone thrive. As a family-owned company, we look beyond short-term moves and work to create a vision that is forward-thinking for our people, our clients, and the world at large.  

What is the role about?

The Regional Sales Manager is the operating leader for the region and is accountable for translating strategy into sustained, profitable growth. This role owns the complete regional commercial result, builds market coverage and representative capability, develops strategic accounts and projects, and creates the daily revenue discipline required to achieve goals. The Regional Sales Manager works as a strategic partner with representative ownership, sales engineers, business development, project teams, and internal stakeholders.

Which tasks will you perform?

• Translate Area Vice President strategy into an executable regional growth plan with clear priorities by territory, industry, customer, representative organization and resource allocation.
• Drive strategic business development through analysis of territory potential, customer composition, industry opportunities, competitive conditions and market white space to expand market share and position Endress+Hauser as a strategic partner.
• Collaborate with Project Pursuit Managers and other cross-functional partners to qualify, develop and close mid and high-value project opportunities, mobilizing appropriate project leadership and resources for strategic opportunities (especially opportunities exceeding $500,000).
• Own regional commercial performance, including orders, sales, gross margin, market share, pipeline health, account development, and forecast accuracy.
• Identify and remove barriers to regional growth, escalating systemic customer or commercial issues when appropriate and driving execution of agreed recovery actions.
• Drive disciplined pipeline and forecasting activities, using Salesforce as the primary source for opportunity status, customer timing, risks, and forecast commitments.
• Partner with representative organizations to develop territory business plans, improve market coverage, strengthen sales capabilities, and achieve regional growth objectives.
• Coach and develop sales engineers and representative leaders in account planning, opportunity strategy, value selling, negotiation, resource utilization, and forecast ownership.
• Coordinate resources across Projects, Services, Marketing, Industry, Product Management, Customer Service, and other teams to support strategic customer and project opportunities.
• Establish regular territory and business reviews to evaluate account strategy, opportunity quality, resource deployment, project movement, and regional priorities.
• Ensure customer issues are routed to the appropriate operational owner, focusing Regional Sales Manager involvement on strategic accounts, systemic barriers, recurring issues and material commercial risks.

What do we expect from you?

You will have (required):

• Bachelor’s degree preferred in business, engineering, technology or a related field and at least 5 years related experience OR equivalent combination of education and experience
• Ability to travel up to 50%, primarily within the territory
• Three or more years of demonstrated experience coaching and developing sales engineers or comparable technical sales professionals, using structured goals, field engagement and feedback
• Proven success leading growth through a direct sales team, representative organization or channel partner model in process automation, industrial technology or a comparable market
• Demonstrated ability to develop strategic accounts, qualify and advance complex opportunities, and coordinate internal and external resources through the sales process
• Proficiency with CRM, forecasting, pipeline management, and data-based commercial decision making

You may have (preferred):

• Direct sales experience in process automation, instrumentation, engineered solutions or a comparable industrial market
• Experience with complex project pursuits, strategic account planning, services growth and multi-stakeholder negotiations
• Experience translating enterprise strategy into regional plans, operating rhythms and measurable business
• Prioritizes and acts in the best interests of the company by advancing organizational goals, focusing on solution-oriented issues, and making clear, decisive choices
• Prioritizes the customer perspective in business decisions by actively seeking to understand customer needs and problems, initiating solutions based on this understanding, and implementing feedback to enhance the overall experience and prevent future issues
• Builds and maintains strong, trustworthy business relationships, leveraging long-term partnerships to achieve collective success
• Demonstrates moral courage by standing up for their beliefs, taking justifiable risks, addressing contradictions, and knowing when to say no

What can you expect from us?

• Family-owned, friendly, and highly committed company  
• Tuition reimbursement and a wide range of development opportunities 
• Comprehensive benefits package which includes medical, dental and vision 
• Competitive compensation and bonus opportunities 
• Generous paid time off 
• Life insurance and 401(k) savings with company match 
• Full-service café, fitness center, and health clinic (in Greenwood, IN)

Endress+Hauser is an equal opportunity employer and does not discriminate on the basis of any protected classification including protected veteran and disability status.