Regional Sales Manager - Midwest

The Regional Sales Manager (RSM) is a field-based individual contributor responsible for achieving or exceeding the assigned territory sales plan within the Midwest region. This role requires strong technical credibility in Inductively Coupled Plasma (ICP-OES/ICP-MS), Energy Dispersive X-Ray Fluorescence (ED-XRF), and Handheld XRF (HH-XRF) technologies, along with experience selling capital equipment into the markets served by these products.

The RSM will embrace the company’s growth strategy, develop and execute regional sales plans, manage all sales activities within the territory, and build account-level strategies that drive business results.

Key Responsibilities

Sales Execution & Market Development

• Demonstrate strong capital equipment sales capabilities, including hunting, prospecting, and closing new business opportunities.
• Develop and execute territory plans aligned with business objectives to achieve or exceed assigned sales quotas.
• Leverage industry knowledge, social media platforms, and AI tools to identify and pursue new market opportunities.
• Maintain a robust sales pipeline and drive opportunities through the sales cycle.
• Identify cross-selling opportunities and collaborate with colleagues to expand account penetration.

Customer Engagement & Relationship Management

• Develop a deep understanding of customer laboratory operations and business needs to effectively position ICP-OES, ICP-MS, ED-XRF, and HH-XRF solutions.
• Maintain regular customer contact through face-to-face meetings, professional phone communication, and social media engagement.
• Represent SPECTRO in a positive and professional manner at all times.
• Build strong customer relationships that support long-term business growth and customer satisfaction.

Sales Process Management & Reporting

• Effectively manage all stages of the sales process, including lead follow-up, opportunity management, forecasting, and pipeline tracking using Salesforce.
• Maintain accurate, timely, and complete updates within Salesforce.
• Provide management with regular updates on opportunities, competitive activity, market trends, and territory performance.
• Prepare accurate quotations, secure purchase orders, and ensure timely completion of all required internal documentation.
• Maintain detailed quotation records and lost/won opportunity reporting.

Demonstrations & Technical Support

• Conduct and coordinate customer site visits, product demonstrations, technical discussions, and presentations in partnership with the applications team.
• Evaluate customer applications and recommend the most appropriate instrument solutions.
• Support customers throughout the pre-sales and post-sales process to ensure a positive customer experience.

Professional Development & Industry Representation

• Attend industry seminars, exhibitions, and meetings as required.
• Complete training programs to maintain a high level of product, application, and market knowledge.

AI Utilization

• Demonstrate the ability and willingness to use AI tools to improve productivity, decision-making, work quality, and cost reduction.
• Identify appropriate AI use cases and critically evaluate AI-generated outputs.

Requirements

Education & Experience

• Bachelor’s degree or equivalent experience.

• Minimum of 3 years of capital equipment sales experience, or strong market and product knowledge.

Technical Qualifications

• Technical familiarity with the product portfolio and markets served.
• Knowledge of ICP-OES, ICP-MS, ED-XRF, HH-XRF, or related analytical instrumentation markets.
• Proficiency with Salesforce, LinkedIn Sales Navigator, Microsoft 365 applications, and Copilot.

Sales Competencies

• Strong hunting, prospecting, and closing skills.
• Exceptional negotiation skills.
• Proven ability to develop and execute territory and account strategies.
• Strong pipeline management and forecasting capabilities.

Communication & Interpersonal Skills

• Excellent interpersonal, verbal, presentation, and written communication skills.
• Strong organizational, time management, and multitasking abilities.
• Ability to build and maintain productive customer relationships.

Working Environment

• Field-based sales position.
• Extensive local and regional travel is required, with up to 75% of time spent in front of customers.
• No direct reports indicated; this is an individual contributor role.
• Candidate must reside within the assigned Midwest territory, including: Minnesota, Wisconsin, Illinois, Michigan, Indiana, Ohio

About the Business Unit

SPECTRO is one of the worldwide leading suppliers of analytical instruments, employing optical emission (Arc/Spark OES, ICP-OES) and X-ray fluorescence spectrometry (XRF) technology, used for the elemental analysis of materials in industry, research and academia. SPECTRO is a member of the AMETEK Materials Analysis Division. SPECTRO manufactures advanced instruments and develops the best solutions for elemental analysis in a broad range of applications Elemental analysis is continuing to develop at a fast pace worldwide with the need for ultimate precision, complex system requirements, and expanding fields of applications for even routine operations. SPECTRO leads the progress advancements in this field by providing new solutions and continuous innovations. Founded in 1979 as a 3-man-enterprise, SPECTRO today employs over 400 employees around the world and is listed as the clear market leader for metal analyzers. In addition, growth in the sales of ICP and XRF spectrometers has continued to exceed industry averages.

For more information, visit www.ametek.com/ and www.spectro.com/

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