Regional Sales Manager / North Central Region

Successful candidates are only those who strive to exceed their personal best everyday and enjoy working with a team of winners providing solutions to customers who value these principles. MUST have strong industry experience in manufacturing and/or industrial equipment.

Job Description

The Regional Sales Manager represents the company in all sales and sales support activities within a specific geographic territory, including responsibility for Sales Channel Partners and direct sales to end-users. Responsibilities include initiating and supervising all commercial activity between the company and its customers, understanding customer requirements, making sure that Company is seen as a great company to do business with, and satisfying those requirements in a professional manner that assures the successful execution of the territory sales plan. The Regional Sales Manager will target direct end-user sales growth as well by leading sales efforts. Being a part of the TEAM can be challenging in this remote position so taking time to develop personal relationships with other team members is critical to sustaining and promoting the Company culture.

A majority of efforts will be directed towards hunting for new business opportunities with some efforts also directed towards harvesting existing accounts for growth. The North Central Region sales territory consists of Northern IL, Eastern IA, ND, SD, MN and WI. The territory is already established with significant market share and excellent potential for continued growth. Company has an established network of Sales Channel Partners (Independent Manufacturers Representatives) as well as existing end-user customers. The candidate is expected to manage the Sales Channel Partners for growth as well as to grow business with end-users directly. The primary focus will be on hunting for new business within the region, and growth expectations will be set with this focus in mind. This position will work closely with the Inside Sales Department (ISD) to prepare quotations, answer technical questions, provide assistance with proposal follow up, and update the CRM system

Expectations/Responsibilities:

• Achieve monthly, quarterly, annual targets for revenue and profit margin per the annual sales budget.
• Increase Market Share by identifying new business opportunities by Hunting as well as by expanding business with existing customers through Harvesting.
• Develop a sales forecast based on the initial annual budget.
• Forecast to be reviewed and revised at the close of each month and reviewed with the Sales Manager, Americas.
• Plan and direct the execution of strategic sales initiatives for each target end-user both directly as well as through SCP’s as applicable.
• Collaborate with VP of Sales and Marketing to develop territory expense budget by December 1st for the following year.
• Develop initiatives to increase sales with current and prospective end users by identifying and introducing products and services to end-users in the Industrial and Separation Categories.
• Position yourself and Company as a trusted advisor providing the best solution to meet/exceed end-user requirements.
• Develop strong relationships with key decision-makers throughout the Specification/Purchasing/Buying stage and through installation and completion of each project.
• Earn credibility within the industry from conducting and supporting customer product application training with direct end users or SCP organized “Plant Audits” and demonstrate solid knowledge of competitive strategies and customer trends.
• Reinforce Company's leadership as the industry product application leader by conducting product training sessions with prospective end users a minimum as directed by the Sales Manager, Americas.
• Provide on-site product training for each SCP’s sales management and staff a minimum of every six months.
• Maintain an understanding of competitive products and services including competitive strengths and weaknesses.
• Report any new information related to competitive activities to Sales Manager, Americas.
• Conduct audits with prospective end-user accounts directly or with Sales Channel Partners as directed by the Sales Manager, Americas.
• Collaborate with internal resources and outside vendors to develop products and services that maximize customer satisfaction.
• Develop annual sales budget for territory in collaboration with the Sales Manager, Americas by December 1st of the previous year.
• Collaborate with the Sales Manager, Americas to establish sales plans and strategic objectives for end-users both in direct sales efforts as well as by utilizing SCP’s.
• Recommend and participate in industry-related trade shows and other networking events.
• Utilize social media as a means of industry networking and developing new business.
• Submit expense reports every month.
• Update CRM system by close of business each business day.
• Other responsibilities assigned as needed.
• Associates or Bachelor’s degree is desired.
• Industry experience in food processing, materials handling, and/or scrap metal processing is a plus (not required)

Working knowledge of the following industries – manufacturing; food processing and safety; conveying equipment; separation equipment; sorting equipment; detection; recycling would be highly desirable. (not required)

• Demonstrable ability to use the Microsoft Office suite of products as well as a CRM system to drive the sales process
• Background in mechanical systems. (ideal) Prefer someone mechanically inclined
• Strong new business development, client relationship management, and sales forecasting experience with a track record of demonstrated closing skills.
• Excellent verbal and written communication skills.
• Strong sales presentation capability.
• Ability to understand and use Company's ERP (Visual Manufacturing) system.
• High level of comfort in communicating with every level of an organization from executive management to customer maintenance personnel.
• Planning, prioritizing, and organizing skills.
• Results-oriented, self-starter needing minimal direction.
• Ability to work well independently and as part of a team.
• Organized with a strong sense of urgency.
• Efficient multi-tasker with the ability to handle multiple simultaneous priorities.
• The ability to motivate SCP’s by adding value to sales efforts, including identifying opportunities, follow up on outstanding quotations, and regular travel with SCP principals and staff.
• An outstanding track record of leading others, influencing decisions, and making a positive impact.
• A high level of business acumen and the quantitative/analytical capacity to understand complex sales processes.
• Strong communication and interpersonal skills are essential.
• Collaborative work style, one that solicits ideas and shares information to develop creative solutions and winning strategies across the sales organization.
• Resourcefulness and creativity, with excellent time management skills.
• Demonstrable ability to read and understand blueprints, AutoCAD, and other drafting software. (highly desirable)
• Solution-focused and able to provide value to customers and solve their problems.
• Passionate about what is being sold.
• Valid government-issued Driver’s License and clean record.
• Ability to communicate in English in spoken and written forms.
• Ability to travel 50%-60% of the time. Ability to travel overnight.

Requirements:

Hands-on mechanical aptitude and experience working with mechanical systems in process control industries with the ability to “speak the customer's language” accordingly is highly desirable.

• Experience with continuous flow processes.
• Must have 5+ years of prior experience in B2B industrial or mechanical sales with a proven track record of meeting and exceeding quotas.
• Must have an understanding of leveraging LinkedIn and LinkedIn Sales Navigator or similar as a tool to increase business through active networking.
• Must demonstrate technical aptitude with strong attention to detail.
• Must have a proven ability to identify, qualify, and close new business (Hunter) while also growing business with existing end-users (Harvester).
• Must be consultative with experience becoming a trusted advisor to the end-user.
• Must be driven with the willingness to go over-and-beyond to get the job done.
• Must demonstrate strategic selling skills, effective negotiating skills, and commitment to customers.

Training

• Comprehensive training program
• Compensation & Benefits
• Base + Comm, a realistic OTE: 120K-140K+
• No cap on commissions!
• Benefits:
• Vehicle Allowance $550.00 per month
• Health, Dental, Vision (very competitive in the market)
• Disability, Life Insurance
• 401K retirement plan
• Laptop
• Cell phone
• Company credit card for travel expenses
• MUST live in the Region.

Job Type: Full-time

Pay: $100,000.00 - $125,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Health insurance
• Life insurance
• Paid time off
• Paid training
• Parental leave
• Travel reimbursement
• Vision insurance
• Work from home

Supplemental pay types:

• Bonus pay
• Commission pay

COVID-19 considerations:
All employees are required to be vaccinated.

Application Question(s):

• At least 5 plus years of manufacturing or industrial sales experience?

Experience:

• B2B sales: 5 years (Required)

License/Certification:

• Driver's License (Required)

Willingness to travel:

• 50% (Preferred)

Work Location: On the road

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