Regional Sales Manager Jobs

IDEAL CANDIDATE WILL BE BASED IN OHIO AND EXPECT 30%-40% TRAVEL

FORMER STRAPPING SALES EXPERIENCE IS VERY IMPORTANT

PURPOSE

The purpose of the Regional Sales Manager is to sell Greenbridge products and equipment to current and prospective customers, with a focus on selling integrated systems to customers in specific end markets. The role is accountable for achieving volume, revenue, and margin growth targets in an assigned sales territory, as well as managing business relationships and finding new opportunities within existing accounts.

The role focuses on acquiring, penetrating, managing and retaining customers. Being sales and performance driven with dedication to achieving team goals will be critical to success of the overall business.

Performance Criteria

Quantitative

• Performance will be measured against net, new business acquired, growth of existing accounts, and retention of customers.
• Performance will be measured by achieving assigned growth targets for strap volume, equipment and tools.
• Key measures will be volume and gross margin growth.

Qualitative

• Effectiveness coordinating internal resources (equipment, customer service, etc.) to provide system solutions to the customer.
• Ability to execute the Greenbridge value proposition.
• Commitment to ongoing professional development.

Core Competencies

Territory Planning

• Assesses and uses appropriate methods to close sales.
• Effectively prioritizes steps in the buying cycle that predict sales; skilled at utilizing timing of such events to achieve sales goals.
• Uses internal resources as well as external sources to advance the sale.
• Takes a long-term, strategic view while following territory plan.
• Correctly identifies specific areas of potential, prioritizes opportunities; follows up with step-by-step action plan to capture growth.

Account Planning and Customer Knowledge

• Positions products to meet specific customer needs; targets selling strategies to the state in the sales cycle.
• Understands and strategically plans to overcome different barriers to entry.
• Correctly identifies customer problems; presents win-win systems.
• Studies customer’s customers and their influence on customer decision making.
• Fully aware of and in contact with all decision makers and influencers in customer organization; devises specific strategies to address each decision maker and influencer.
• Develops account growth plan; identifies and implements key drivers of sales.

Ownership & Performance Focus

• Displays courage to take calculated, informed risks to achieve corporate goals.
• Effectively manages time and priorities across multiple commitments to achieve all objectives.
• Self-aware of status of selling plan; takes opportunities to think and plan ahead.
• Demonstrates creativity by developing out-of the box solutions for complex or unique sales opportunities.
• Creates own performance benchmarks for self-improvement. Goes beyond expectations to drive projects and initiatives forward.

Coordination & Leadership

• Leverages and leads internal resources and suppliers, coordinating them to deliver high quality results on profitable opportunities.
• Recognized within Greenbridge as an expert networker; known for strong internal and customer relationships.
• Mentors junior associates; acts as a positive role model.
• Valued by internal colleagues and customers for strength and breadth of industry connections.
• Leads change; can successfully influence others to achieve common objectives; drives team members to live by Greenbridge values.
• Recognized as a leader with resources and other team members.

Market Knowledge

• Analyzes and uses market trends to develop territory and customers strategies and plans.
• Valued resource that provides high return for organization; recognized as a subject matter expert for market knowledge.
• Understands market needs and develops solutions to meet them.
• Realizes where the market is headed and what Greenbridge should do to be better positioned to capitalize on coming opportunities.

Technical Knowledge

• Known within Greenbridge to have strong customer insight; helps others to understand customer processes and needs; provides product seminars to share knowledge.
• Leads Greenbridge in technical expertise; serves as a teacher and subject matter expert.
• Anticipates a variety of customer needs, priorities, and preferences; brings opportunities to the customer that the customer was previously unaware of.
• Has solid understanding of strapping and equipment specifications and the products and equipment perform in various production environments and with other providers’ equipment.
• Understands where customer stakeholder needs are compatible or conflicting; develops a plan to address.
• Influences customer buying needs through a strong grasp of the customers’ product design and production tooling.

Value Proposition

• Uses and synthesizes available information to bring value to the customer. Customer’s sales organization treats Greenbridge's operations as an extension of themselves.
• Anticipates customer needs before customer expresses them.
• Has the ability to map customer needs to the various aspects of the Greenbridge value proposition.
• Supports value proposition with quantifiable data and analysis; proves and monetizes benefits related to the customers’ total cost of ownership.
• Reinforces Greenbridge's value at all stages of the sales cycle.

Communication

• Displays presence and composure during communications.
• Skilled at presenting to groups and individuals at all levels.
• Has good command of using video, email, MS PowerPoint, Word, Excel and other tools to communicate effectively with customers and other stake holders.

Negotiations & Solution Agreement

• Understands all stakeholders and their needs and plans; price is only a piece of the negotiation.
• Has strategy and anticipated outcome going into negotiation; adapts depending on the situation.
• Identifies key negotiation points in advance of setting pricing and makes trades to reach the bet outcome.

Implementation Management

• Uses implementation as a medium to further generate revenue.
• Follows prescribed process to implement closed sales opportunities communicating all details in a timely manner.
• Follows up on various implementation milestones with customer all stakeholders.

Sales Administration

• Ability to develop reports to support customers.
• Proficient at using CRM and other systems necessary to manage the sales process and develop territory and account plans.
• Understands how to use internal systems to interface with internal constituents.

Pipeline Management

• Can accurately forecast territory-level sales results based on a detailed understanding of the pipeline by stage, order file and order backlog.
• Understands the value of following a sales process in order to create a reliable sales pipeline.

Requirements

Education

• Bachelor of Science preferred.

Experience

• Experience with JDE and Salesforce.com is a plus.
• Proficient computer skills in Excel, Word, and PowerPoint are required.
• 5+ years of selling strapping and equipment directly to customers with additional packaging sales experience.

Job Type: Full-time

Salary: From $90,000.00 per year