Regional Sales Manager

JOB SUMMARY

The Company is seeking a Regional Sales Manager to join our team.

Responsible for all day to day management of Area Sales Representatives and their activities related to business growth. The position is also responsible for customer service, which includes maintaining current customers as well as developing new customers in conjunction with the individual's sales team. Collaborate with business development, marketing and geographic sales teams to identify prospects for sales of company's product offerings. Qualify prospects based on preliminary assessment of financial viability, technical solutions, and competitive landscape. Collaborate with internal resources to develop capital expenditures and sales budgets. Achieve objectives for sales and gross profit within assigned geographic area of responsibility. This position reports to Vice President of Sales.

Territory: Home office based in a particular geography (To be updated by the Hiring Manager)

Essential Functions

Essential Function

1. Maintain high level of personal safety performance and regulatory compliance.

2. Drive profitable growth of the territory business.

3. Maintain up-to date Matheson Sales Model System for team.

4. Manage relationships and profitability at existing accounts.

5. Manage pricing and contract administration.

6. Lead contract renewal efforts.

7. Support collection efforts.

8. Interface & coordinate external customers with internal functional groups during installation, modification, service, and removal phase of projects.

9. Provide expert input to business development and marketing plans.

10. Prepare and submit accurate and timely reports.

11. Effectively manage travel expenses and meet individualized training requirements.

12. Comply with company policies in safety, quality, general, administrative, etc.

13. Coordinate and manage communication and support between Customer and CCP.

14. Report sales activity timely to upper management as required.

15. Identify cross-selling opportunities and hand-off to other team members.

16. Support collections process as required.

17. Value based selling skill set.

18. Price attainment initiatives.

19. Travel and frequent overnight stays as required to be successful.

20. Cultivate customer relationships by developing a deep knowledge of customer's business and establishing a consultative relationship.

21. Drive profitable growth of the business by working with the commercial regions, product management and contract administration.

22. Promote "add-on" offerings from Matheson during the business process.

23. Lead clear and consistent communication with internal departments relative to customer success, opportunity details, development processes and other customer information.

24. Supports customer activities, new business acquisition, contract negotiations and customer service requirements.

25. Approves opportunities, contact data and professional sales calls in CRM (SFDC/Dynamics).

26. Keeps current with industry insights, monitors competition by gathering current marketplace data.

27. Submit complete business packages to contract administration group for processing.

Required for All Jobs

*

Performs other duties as assigned

*

Complies with all policies and standards

QUALIFICATIONS

Education

Education Level

Education Details

Req/
Pref

Bachelor's Degree

Bachelor's Degree preferred in Business Administration or related field from four-year college or university.

Req

Work Experience

Experience

Experience Details

Required/
Preferred

7-10 years

* 10 years of professional sales experience with demonstrated high performance and proficiency or,

* Equivalent combination of education and experience.

* Managing / supervising employee with a minimum of 3 to 5 years' experience.

* Experience in Dry Ice/CO2 products, B2C accounts, protein processing and packaging, and Third Party Logistic Accounts.

Req

Knowledge, Skills and Abilities

* Ability to speak effectively, present information and respond to questions before groups of customers, clients, managers or employees of organization.

* Ability to write routine reports and correspondence.

* Ability to respond to common inquiries or complaints from customers, employees, regulatory agencies, or members of the business community.

* Ability to effectively present information to officers, management, employees, vendors, customers or public groups.

* Ability to apply basic concepts of algebra and geometry such as fractions, percentages, ratios, volume and proportions to practical situations. Ability to calculate figures and amounts such as discounts, interest and commissions.

* Ability to define problems, collect data, establish facts, and draw valid conclusions.

* Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

* Ability to work in a Matrix environment.

* Proficient computer software skills with programs such Microsoft Word, Excel, PowerPoint, and Outlook.

* Hands on understanding of industrial gas products, production, distribution applications, and associated equipment.

* Ability to work independently as well as with others.

* Ability to concentrate for extended periods of time.

* Working knowledge of Six Sigma and lean manufacturing practices.

* Training in Safety and Compliance (OSHA, DOT, EPA, and FDA).

* Excellent communication and writing skills.

Licenses and Certifications

Licenses/Certifications

Licenses/Certification Details

Time Frame

Required/
Preferred

Driver's Liscense

Valid Driver's License

Required

Hazardous Materials Training

Hazardous Materials Training

Preferred

Matheson's Supervisory Training

Matheson's Supervisory Training

Upon Hiring

PHYSICAL DEMANDS/WORKING CONDITIONS

Physical Demands Category:

The physical demands described here are representative of those that must be met by an employee 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 employee is regularly required to talk or hear (e.g. phone calls).

* The employee frequently is required to sit (e.g. computer work, driving) and use hands to finger, handle, or feel (e.g. computer work).

* The employee is occasionally required to stand; walk; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl (e.g. on customer or Matheson sites).

* The employee must frequently lift and/or move up to 10 pounds (e.g. office supplies) and occasionally lift and/or move up to 100 pounds (e.g. equipment).

* Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus (e.g. computer work and driving).

The work environment characteristics 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.

* The employee is occasionally exposed to fumes or airborne particles, toxic or caustic chemicals, outside weather conditions, and risk of electrical shock (e.g. at customer locations).

* The noise level in the work environment is usually moderate.

Physical Demands

A thorough completion of this section is needed for compliance with legal standards such as the Americans with Disabilities Act. The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Physical Demand

N/A

Rarely

Occasionally

Frequently

Constantly

Weight

Stationary Position

X

Move/Traverse

X

Stationary Position/Seated

X

Transport/Lifting

X

Transport/Carrying

X

Exerting Force/Pushing

X

Exerting Force/Pulling

X

Ascend/Descend

X

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