Sales Manager

Since its foundation in 1884, JBT has installed more than 40,000 machines worldwide, specifically over 5,000 fillers and closers, and over 4,000 sterilization systems.  In fact, more than 50% of the world’s canned food are filled, closed, or sterilized on JBT equipment. This makes JBT one of the world’s leading suppliers of processing and packaging technology for the global food industry!

As a leading global technology solution provider to high-value segments of the food processing and air transportation industries, we are awesome at designing, manufacturing, testing, and servicing technologically sophisticated systems and products for our customers. We have offices in more than 100 countries all over the world and our site in Madera, California is impressive with a head count that sits at around 200+ employees.   As we grow both organically and by acquisition, we are continuously looking for new employees that want to grow with us.  

JBT Diversified Food & Health is a prime solutions and equipment provider within the preservation industry segment. From preparation to preservation, conveying and packaging, our comprehensive range of technologies captures the freshness, taste, texture, appearance and nutritional value of fresh and processed fruit and vegetable products, and we have a fantastic opportunity for you to join our team!

The Sales Manager is responsible for representing JBT with customers, increasing sales and enhancing market position.  In coordination with the Director of Sales, the Sales Manager develops sales plans & forecasts, identifies potential new accounts, and calls on customers to drive sales results.  This individual develops a deep understanding of the relevant businesses and project activity, through consistent customer contact, works to position JBT as the preferred installation and manufacturing provider. This individual works to identify, create and support strategic alignment with customers in the markets targeted by JBT.  The Sales Manager builds customer loyalty and increases sales through consistent customer contact and by ensuring that JBT resources (technical, estimating, project management) are coordinated to meet project needs.

DUTIES AND RESPONSIBILITIES:

• Exemplifies and promotes the JBT Core Values every day; Teamwork, Accountability, Relentless Continuous Improvement, Passion for the Customer, CUSTOMER FIRST, and SAFETY ALWAYS throughout the organization.
• Utilize the sales process and tools plan, organize, and meet or exceed KPI’s and sales targets.
• Prospect new accounts to increase pipeline.
• Work with product lines and application teams to produce technical material,
• Executes business objectives, sales plans, forecasts, and targets.
• Achieve sales results consistent with or in excess of forecasted levels.
• Maintain a strong relationship with existing customers and establish relationships with new customers to expand business opportunities.
• Professionally represent JBT’s capabilities with customers and ensure that resources, as appropriate (technical, engineering, etc.), are identified and applied to deliver solutions that meet specific customer and project needs.
• Work closely with inside sales, project management, manufacturing & installation estimating teams to ensure efficient flow of information through the entire sales and closing process.  Identify and resolve customer concerns with the support of appropriate team members/departments.
• Gather sales project information at a level sufficient to allow for assessment of sales opportunity and efficient preparation.
• Follow-up with customers at appropriate intervals on quoted business to understand the status of projects and maximize JBT sales opportunities.
• Record / keep up-to-date customer and project information utilizing our C.R.M. (Customer Relationship Software)
  • • Call & Appointment History
    • Future project opportunities
    • Quote activity with probability of success estimates
    • Status of Sales Opportunities
• Update job and competitive knowledge by maintaining market and industry trend data, participating in educational opportunities, reading professional publications, maintaining personal networks, etc. 
• Develop and implement sales techniques to drive results and meet specific market and industry needs. Recommend new or revised product strategies to meet changing customer demand and market dynamics.  
• Travel regularly to customer locations, trade shows, etc. (estimate 70%).
• Obtain market intelligence, new product opportunities and customer feedback to suggest potential improvements to products.
• Actively participate in assigned product development opportunities.
• Work closely with other Sales Managers where required to coordinate sales efforts. This includes working with clients that may have multiple locations or are working with an engineering firm that is in another manager’s territory and similar instances where a full team effort is required.

 Success Metrics for this Role:

• Increased Revenues (bookings)
• Improved Profitability
• Increase in Sales Success Rate
• Increase in  Customer Base
• Increased Customer Satisfaction

Why is JBT a Great Place to Work?

We are a stable organization with strong values:  Integrity, Accountability, Relentless Continuous Improvement, Teamwork, and a Passion for our customers.

As part of a large global organization, you will have opportunities for learning within your trade and growth beyond your current skillset.  Multiple locations around the US and around the world provide numerous job opportunities.  We also offer an educational reimbursement plan for employees who want to advance their formal education.

• We have competitive health and welfare benefits and more!
• Three options of medical coverage through United Healthcare
• Two options of dental coverage through Delta Dental
• Vision coverage through VSP
• Paid holidays
• Paid vacation
• Company paid Short Term Disability, Long Term Disability, and Life Insurance 
• 401(k) retirement plan with company match - up to 6.5%
• Tuition Reimbursement (*eligible after 2 years)
• Employee discounts on products and services like event tickets, personal cell phone service, car insurance, and more

EDUCTION AND SKILL QUALIFICATIONS:

• A bachelor’s degree in engineering, Business Administration or similar degree is preferred.  Will be considered in lieu of degree,  at least 10 years JBT product installation, production, service, extractor planning or technical role. 
• A proven track record of success in sales planning, channel development and sales growth.
• The position requires a minimum of 5-7 years of applicable experience in a sales role, demonstrating a proven ability to plan, meet sales goals, establish new accounts, build customer relationships, drive sales opportunities to a successful conclusion and manage profitability. 
• This is a results-orientated position.  The successful candidate must be focused on meeting the needs of customers, genuinely enjoy working with people, have a pleasant disposition, and be willing to advance the goals of the organization by demonstrating competence in relevant subject areas.

• Strong knowledge of JBT capabilities / technologies including emerging market concepts and processes.
• Excellent listening, planning, organizing, negotiation, presentation, communication, and sales closing skills.  
• Self-starting and highly motivated individual who wants to win in competitive situations.
• Ability and desire to assist with the development of effective promotional sales tools such as presentations and proposals.
• Knowledge of Microsoft software applications.

RELATIONSHIP RESPONSIBILITIES:

No direct reports

Will regularly exercises discretion and independent judgment.

WORK ENVIRONMENT & PHYSICAL DEMANDS:   

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

Approximately 60% of all work is performed in an office setting.

Approximately 70% traveling to various customer sites, trade show or other JBT facilities. 

COMPENSATION RANGE: $95,200 - $128,800

Compensation is determined on experience and skill.

This job description is a general description of essential job functions.  It is not intended as an employment contract, nor is it intended to describe all duties someone in this position may perform.  All employees of JBT are expected to perform tasks as assigned by supervisory personnel, regardless of job title or routine job duties.