Key Responsibilities:
- Market Analysis & Opportunity Development
- Conduct structured market analysis to identify growth opportunities across:
- Geographic expansion
- End markets and industries
- Application-based opportunities
- Evaluate competitive landscape, customer needs, and emerging trends
- Translate insights into actionable growth strategies and prioritized targets
- Opportunity Identification, Qualification & Routing
- Identify and qualify new business opportunities aligned with strategic growth areas
- Direct opportunities through the appropriate path:
- Existing Product Fit: Transition to Sales team for execution
- Minor Product Modifications: Coordinate with Product Management and Innovation; transition to Sales upon readiness
- New Product Opportunities: Route to Innovation/Engineering for evaluation and potential development
- Maintain clear ownership until formal handoff to Sales
- Customer Engagement & Pipeline Creation (Primary Focus)
- Proactively identify and engage target customers and end users
- Develop early-stage relationships and uncover application requirements
- Position Roper as a solutions provider through consultative engagement
- Build and maintain a strong, continuously replenished opportunity funnel
- Transition qualified opportunities and accounts to the Sales team for ongoing management
- Maintain focus on new opportunity creation rather than long-term account ownership
- Sales Leadership (North America)
- Lead and manage Regional Sales Managers across North America
- Provide coaching, mentorship, and strategic direction
- Ensure alignment with commercial objectives and growth priorities
- Support expansion of direct and distributor sales through leadership and guidance
(Note: Distributor identification and onboarding remains the responsibility of Regional Sales Managers)
- CRM Discipline & Sales Process Execution
- Ensure consistent and accurate use of Pipedrive CRM across the sales organization
- Drive accountability for timely updates, pipeline visibility, and forecasting accuracy
- Reinforce standardized sales processes and data integrity
- Trade Shows & Market Presence
- Identify and prioritize key industry trade shows and events
- Recommend participation strategy (attend vs. exhibit)
- Represent the company to generate leads and expand market visibility
Key Performance Indicators (KPIs):
- Volume and quality of new opportunities added to the pipeline
- Pipeline conversion rates and contribution to revenue growth
- Expansion into new markets, applications, and geographies
- Sales team CRM compliance and pipeline accuracy
- Effectiveness of opportunity handoff to Sales
Qualifications & Experience:
- Bachelor’s degree in Business, Engineering, or related field (MBA preferred)
- 7–10+ years of experience in industrial sales, business development, or product management
- Experience in pumps, fluid handling, or related industrial equipment strongly preferred
- Proven track record of developing new markets and driving growth
- Demonstrated leadership experience managing sales teams
Core Competencies:
- Strong “hunter” mindset with a focus on opportunity creation
- Strategic and analytical thinking
- Technical aptitude and application understanding
- Effective cross-functional collaboration (Sales, Engineering, Product Management)
- Leadership, coaching, and team development
- Results-oriented with high accountability
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