Royal Brass and Hose

Since 1949 Royal Brass and Hose has been a distributor of high-quality mobile equipment products like hydraulic and pneumatic parts, hoses, fittings, fasteners, adapters, and more. Our solutions, expertise and service excellence empower customer success.

We are employee-owned! Royal Brass and Hose has been an ESOP since 2018. In addition, we offer a competitive benefits package including 401K match, health, vision and dental insurance, voluntary group insurance and company profit sharing.

Job purpose

Responsible for selling all Royal Brass and Hose products to new and existing accounts by developing relationships to achieve profitable sales volume and margin growth in assigned accounts. 

Essential Job Functions

·         Account Management:  Expands sales within existing accounts, focuses on customer service, develops positive relationships with key decision makers, understands and responds to customer needs, tracks, and monitors account activity. 

·         Customer Focus:  Identifies and understands customer’s business operations and needs clearly.  Ensures customer satisfaction, sets realistic customer expectations, solves customer problems, meets commitments to customers, maintains focus on “exceptional customer service”.   

·         Problem Solving & Initiative:  Anticipates and prevents problems, defines problems, overcomes obstacles, generates alternative solutions, helps solve team problems and new responsibilities.

·         Product Knowledge: Understanding of Royal Brass and Hose part number, knows and explains product features/benefits, understands/sells the full product line, understands customer’s business operations, and needs, understands/ responds to the competition, applies market knowledge. 

·         Sales Goals: Achieves sales and margin goals and meets new business development goals.  Accurately assess the available potential sales at each assigned account.  Annually develops detailed sales plans, forecasts sales.

·         Sales Organization: Submits accurate and timely sales reports, maintains account records, uses samples/literature efficiently, maintains company equipment, uses consultants efficiently, maximizes promotions and incentive programs. 

Other Duties and Responsibilities

·         Account Sales Manager meets or exceeds their sales growth target.

·         Account Sales Manager has regular ‘planned’ contact with key customers to identify future needs, each interaction is to move a growth opportunity to the next buying stage or improve relationship.

·         Assist in training and monitoring VMI drivers to assure consistent, timely and high-quality service.

·         Account profiles on key accounts are up to date and accurate.  Keeps notes on previous sales calls.

·         Has effective methodology for collecting processing, storing, and using information about competitors. (Differentiation Playbook)

·         Understand strengths and weaknesses of competitor’s and their products and service offering (Differentiation Playbook).

·         Proactively seeks product and market information from vendors.

·         Maintains systems for keeping information about products and services.

·         Consistently submits accurate and on time reports like, Sales Funnel & Target accounts

·         Uses technology tools supplied by RBH to improve customer service and increase sales.

·         Proactively looks for opportunities to improve our performance with customers and reports deficiencies to upstream stakeholder using the QIR form.

·         Outline a plan to achieve an agreed upon skill development objective. In the areas of listening, prospecting, qualifying, probing, negotiation, presentations, etc. 

·         Uses vendor incentive or assistance programs to grow sales.

·         Qualifies in the various incentive programs yearly.

Qualifications

·         High school diploma or GED- Bachelor’s degree preferred.

·         Has 10 years of successful outside sales experience with related products and markets preferred.

·         Demonstrated understanding and application of effective selling strategies and techniques. 

·         Effective listening, communications (verbal and written) and negotiating skills.

·         Strong analytical and problem-solving skills.

·         High level of motivation, passion, integrity, and mechanical aptitude.

·         Strong computer skills (EXCEL, POWER POINT, WORD).

·         Good, safe driving record and valid driver’s license.

·         Has worked in a team environment, successfully given sales presentations to customers one on one and in groups and appropriate business acumen to manage a sales territory for achieving growth and gross profit goals. 

·         Industrial distribution experience is preferred.

·         OEM and MRO experience desirable- oilfield experience is a plus.

·         Experience in hose or fluid power industry is also a plus.

·         Drug free.

·         Not restricted by an applicable non-compete or non-solicitation agreement.

Working conditions

Work is mostly performed in a temperature-controlled vehicle or customer location possible outside, some office environment

Physical requirements

·         Ability to drive and travel to customer sites regularly with occasional overnight travel (20% min).

·         Able to work 8 hours standing, bending, and walking

·         Ability to see both far and near obstacles and reports

·         Cognitive ability to work independently, solve problems, comprehend, and plan for client needs, meeting, conduct sales presentations to several clients.

·         Able to lift 50 lbs.

Equal Employment Opportunity

Royal Brass and Hose provides equal employment opportunities to all qualified individuals without regard to race, creed, color, religion, national origin, age, sex, marital status, sexual orientation, or non-disqualifying physical or mental handicap or disability.

Americans with Disabilities Act

Applicants as well as employees who are or become disabled must be able to perform the essential duties & responsibilities either unaided or with reasonable accommodation.  The organization shall determine reasonable accommodation on a case-by-case basis in accordance with applicable law.

Job Responsibilities

This job description reflects the general duties, responsibilities and competencies considered necessary to perform the essential duties & responsibilities of the job and should not be considered as a detailed description of all the work requirements of the position. Royal Brass and Hose may change the specific job duties with or without prior notice based on the needs of the organization.