Regional Sales Manager - Food Processing & Packaging Equipment - Great Lakes Region

Travel:  This position requires extensive travel with up to 80% of time traveling.  Ability to drive long distances with frequent overnight stays is required.  The remainder of the time will be spent in the Great Lakes Regional Office or incumbent’s home office to ensure proper preparation and follow-up.       

Occasional weekend travel may be necessary to attend meetings, trade shows, etc.       

Some international travel is required.     

Time Management:     

Normal business hours are 8:00 am to 5:00 pm.  Schedule needs to be flexible to accommodate travel, customer needs, trade shows, meetings, and customer schedules.       

Strong time management skills are required to maintain a complex schedule of customer visits and internal meetings; give priority to customer needs; and complete day-to-day operational responsibilities.       

Essential Duties and Responsibilities include the following.  Other duties may be assigned:     

1. Identify potential sales opportunities with existing customers and new prospects by conducting customer site visits, following up on leads provided by the company, and by other prospecting methods as appropriate.  Achieve territory bookings and invoiced sales goals.
2. Create and manage an efficient travel schedule to maximize the number of customers contacts per trip and minimize overnight travel. 
3. Provide all necessary information and documentation for the completion of sales proposals and orders.  Prepare detailed proposals/quotes according to customer requirements.  Take responsibility for managing customer expectations as they relate to the order process including coordination with internal departments.
4. Leverage resources such as CRM, marketing tools, demonstration facilities, and support staff to further the sales process.
5. Maintain updated, accurate and thorough CRM data (forecasts).  
6. Participate in the development and execution of a business plan and budget for the territory.
7. Monitor and report competitive activity in the territory and elsewhere. 
8. Operate within annual expense budget. 
9. Participate in trade shows, sales meetings, industry meetings, continuous training and other activities as directed.
10. Serve as an active student of the industry and the sales profession.

Qualifications:     

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.     

Education/Experience:     

Bachelor's degree in business, marketing, or other related discipline and minimum four years’ sales experience in one or more of the following:  capital equipment, packaging solutions, materials, or other product sales within Food Processing industry.  Strong ability to articulate value proposition; and negotiate pricing, equipment trades, etc.     

Language Ability:     

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Must have strong presentation skills.     

Math Ability:     

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.     

Reasoning Ability:      

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.     

Computer Skills:      

To perform this job successfully, an individual should be proficient in Office 365, particularly Word, Excel, Teams, Power Point, and Outlook.  Working knowledge of CRM systems required.       

Certificates and Licenses:      

Current valid driver’s license and the ability to obtain a passport for travel is required for this position.       

Supervisory Responsibilities:      

This job has no supervisory responsibilities.     

Work Environment:     

The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.      

While performing the duties of this job, the associate is regularly exposed to wet and/or humid conditions (non-weather); will work near moving mechanical parts and may be exposed to extreme cold or heat (non-weather).      

The noise level in the work environment is usually moderate.      

Physical Demands:     

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.     

The associate must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception and ability to adjust focus. While performing the duties of this job, the associate is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The associate is frequently required to walk. The associate is occasionally required to stand; climb or balance and stoop, kneel, crouch, or crawl.