Regional Sales Manager/Account Executive
2 weeks ago
Regional Sales Manager/Account Executive - End of Line Packaging Automation - Mid-Atlantic
Location: Remote, Flexible. Possibilities include: Connecticut Area
EAM-Mosca Corp, a dynamic innovation driven market leader in the area of end of line packaging automation is seeking to hire a Regional Sales Manager for its Mid-Atlantic Sales Territory. The individual in this role will be responsible for managing existing business and developing new unestablished accounts within the above-mentioned geographic area. The focus for this position will be new business growth and development. The person that secures this role will join a highly successful business, be able to make their mark in a growth territory and enjoy a significant income opportunity.
The company is recognized as an international leader in its area of product expertise. Importantly, the business is privately held and retains a unique, focused, entrepreneurial culture. The organization also enjoys a blue-chip client base of highly successful North American manufacturing companies and has a portfolio of products applicable to a variety of end use markets. The key to the ongoing success of the business is a system-based sales portfolio featuring standard/custom engineered packaging machinery solutions and a consumable packaging product; complimented by quality technical service and readily available aftermarket parts.
Primary Responsibilities:
- Meet/exceed specific growth and new client goals in the assigned territory.
- Maintain and build business growth with current account base, while growing the territory outside of legacy markets.
- Understand and effectively communicate company value proposition to prospects and all other centers of influence.
- Manage geographic territory effectively. Submit all reports timely and accurately. 100% commitment to utilization of company CRM (Salesforce).
- Partner with North American Vertical Market Sales Leadership, Engineering, Marketing Product/Project management and Inside Sales on new business activities and on-boarding of new customers relationships.
- Understand and apply the product portfolio to new opportunities.
- Understand and utilize pricing model to maximize profitability.
- Work effectively with Technical Service team to deliver maximum customer satisfaction and repeat sales opportunities.
- Be the highly visible face/voice of the company within the assigned geographic territory. Represent the company at key industry events and build a network that helps deliver the required growth in the territory.
- Bachelor's degree or equivalent experience required. Engineering or business background desirable. Additional post graduate education a plus.
- 3-5+ years of direct sales experience representing a manufacturer/marketer of industrial automation equipment. Experience selling end of line packaging automation machinery a plus.
- Significant experience effectively managing a complex geographic territory.
- Demonstrated success selling using a Total Cost of Ownership (TCO) sales model.
- Demonstrated success opening new accounts and diversifying end-use market mix within a geographic sales territory.
- Recent formal sales and/or time management training a plus.
- Comfort selling to a variety of End-Use Vertical Markets. Industry Agnostic.
- Demonstrated ability to establish and develop new profitable business relationships.
- A balanced portfolio of Sales Skills: Strong New Business/Account Opening Skills (a Hunter) balanced with Superior Account Management Skills.
- Have a consultative selling style that can effectively turn the tables on the false value propositions in complex manufacturing environments.
- Understanding of and experience with a system selling model (Machinery, Consumable, Technical Service, Parts)
- Proven ability to manage medium to long term sales cycles
- Outstanding written and oral communication skills
- Strong Presentation skills
- Strong mechanical aptitude a plus.
- Advanced user experience in Salesforce CRM
- Familiarity with the latest trends and technologies in sales
- Experience in sales with end-of-line packaging equipment and related consumables
Reports to: Americas Region Sales Organization
Location: Remote - Home Office in areas listed above.
Americas Region Headquarters: Northeastern PA
Job Type: Individual Contributor, Full-Time
Compensation: Salary plus commission and incentives. Uncapped commission/incentive system.
Travel Required: 30% overnight travel with some travel to remote locations.
Relocation: Not Available.
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