Nick Polcha is focused on one thing: helping his sales team succeed.
As a Divisional Sales Manager for Western Pennsylvania and West Virginia, he supports customers in the field, troubleshoots pump challenges, and champions the FCX Performance advantage throughout the territory. Off the clock, Nick trades sales strategy for family time, a good book, or a binge-worthy show.
Nick's Origin Story with FCX Performance
What is your current role and what does a typical day look like for you?
I'm a Divisional Sales Manager for Western Pa and West Virginia. My typical day revolves around clearing a path for the continued success of the Outside Sales Representative (OSR) team in the territory. When possible, I try to venture into the field to support the sales team in creating awareness of the FCX Performance advantage. This is an idea I continually champion on LinkedIn to help create an awareness of the FCX Performance brand in the territory.
What do you enjoy most about your job?
I like working with sales teams in the field and exploring different types of facilities. Sometimes I make comments about it being a Mister Rodger's episode about how stuff gets made. In this profession, we get a glimpse behind the curtain on how product and processes work.
What’s “oddly satisfying" about what you do?
There are actually two things that I really enjoy but this will also showcase my inner nerd. The first thing I enjoy is following the sales process. From prospecting to discovery and presentations, I enjoy the activity of sales. The second thing I enjoy is the business analysis that is involved in a leadership role. I am interested in the business trends and market swings that drive the business forward.
What was your first professional job? Do you think it has impacted your career?
For a few years I worked at the Hidden Valley Sport Club and Activity Center. This was while I was graduating high school and in college. It sort of helped...it helped with verbal and written communication skills.
Expert's Desk
What problem do you solve most often for customers or teammates?
Based on my pump background, the OSR team uses me in the field to help trouble shoot pumping problems. While in the office, it is being the bulldozer for the OSRs. We're always trying to create the clearest path for success.
What project or accomplishment are you most proud of, and why?
Helping the sales team re-establish the FCX Performance name in the territory. The business has grown significantly since I joined the team in May 2023 and it came from the effort we have all put in to succeed.
What tradeoffs do you most often help customers navigate?
I typically review durability vs efficiency vs cost. We calculate the ROI based on life cycle cost which can involve balancing real world operating cost.
How do you balance ideal design with real-world operating conditions?
Because I enjoy the sales process and the activity of sales, I take the discovery portion to build the case for our products. This means addressing the "real world" costs of production loss, parts cost and inventory costs. To build a successful ROI, you need to get out your calculator.
What’s a common misconception customers or non-technical teams have about your area of expertise?
That we sell only on price and we are only transactional sellers. At times, it can also be breaking the stereotype of sellers.
What’s a “lesson learned” that has stuck with you from the field or a past project?
I've learned to keep a full opportunity funnel/pipeline so that you don't take projects out of desperation. This can result in you getting in over your head.
When something isn’t performing as expected, what’s the first thing you look for?
If a customer has a pump issue, I always start with, "tell me what's going on?" This is followed by "well what's changed?" What is before or after the pump?
Growth and Wisdom
What skills or traits do you think are key to success in your role?
Throughout my life it has always been a strong work ethic followed by consistency. My wife would like to say it was the organizational skills she taught me!
What’s something you’re currently learning or working to improve?
I've learned you should always be willing to learn and to be a student of the profession. Professionally I am always eager to learn about aspects of leadership and sales. I am also reading about new products and features that our top vendors offer. Personally, my wife, daughter, and I are all learning a 2nd language this year.
What’s something you know now that you wish you had known earlier in your career?
Slow down to speed up.
What are you most looking forward to in the next year?
Professionally is the growth of the sales team. It is fun to watch the OSRs grow and mature in their careers. As a leader, I believe that we win through our people. One of the OSRs recently got engaged and it is fun to watch him mature in his career as he begins the next steps in life. The why we work changes. That's a neat aspect of the work.
What’s one goal you hope to achieve this year?
I want to perform better than the previous year. Last year was a massive year for the team in Pittsburgh, and I want us to use that year as the benchmark for the future.
Who has been a mentor or major influence in your career, or someone who you've learned a lot from, and why?
Jim Tallia and Doug Kriebel. Jim and Doug were both part of my career at my last company. Both of them helped educate me on pumps and sales. Doug especially helped me begin to look beyond the pump. I also have to mention my dad because of his legacy sales experience with Discflo pumps. By growing up around that particular line, it has helped me develop a deeper understanding of the technology.
What's the best piece of career advice you’ve ever received?
Don't take the rejection in sales personal.
What technical trend, technology, or application are you paying closer attention to right now?
Everybody is hot for AI right now and in our profession AI is a huge sales tool. It helps us focus more on what matter most in sales... human to human interaction. However, the push for AI has also opened up a new market trend with a heavy focus on data centers.
What excites you most about the future of your field?
This piggy backs on my last response. AI is something that has the ability to change the sales landscape for the better. AI can be a sales tool that helps with pre-call planning, prospecting, objection handling, ect. As a seller, time is our most precious resource and AI can help us get some of that time back.
The Person Behind the Profession
What’s one thing your coworkers might not know about you?
I am a Nintendo nerd.
Do you have any pets?
Yes, a two year-old yorkie named Eclair
What’s your favorite way to unwind after work?
Depends on the day. Sometimes it can be reading books. Other times it is playing games with my daughter or binge watching tv shows with my wife. Unwinding means family time and turning off the sales, business mind set.
Do you have a favorite book, movie, or podcast you’d recommend?
I listen to the Sales Gravy podcast a lot. I highly recommend for sales professionals. I also listen to The Sales Management Simplified podcast by Mike Weinberg.
