Director of Sales - Western Region

Packaging Equipment, as sold to CPG, healthcare, other industries

Location: California, Costa Mesa, CA, US

Compensation- based on experience, $100k plus incentive / bonus, benefits

Sales Director – Western Region (Preferred Residency Southern California)

The Western Region Sales Director will oversee Regional Sales Managers covering the following States and Provinces: Arizona, California, Nevada, Utah, Oregon, Idaho, Wyoming, Washington, Montana, British Columbia, Alberta, Alaska

 Lead the sales effort in close cooperation with the VP of Sales and the individual product managers and market segment leaders. This position aims to increase and maximize sales volume in the Western United States and Western Canada based on extensive planning of key prospects combined with a strategically designed approach to identifying best opportunities. Guide and coach direct reports to execute the plan to foster new corporate relationships and gain new business. Accountable for team’s time management, performance, record keeping, and expenses. 

Aggressive prospecting and regular interaction with existing customers and new prospects from both a sale and a customer service perspective is required. The position entails both pre-sale and post-sale activities to ensure maximum customer confidence and satisfaction through the establishment of trusted advisor standing on an on-going basis.

Time Utilization: This position will travel up to 70-80% of the time - mostly in the assigned territory. Normal business hours are 8:00am to 5:00pm. Schedule needs to be flexible to accommodate trade show and customer schedules. It is anticipated that approximately 50% time will be spent coaching and managing direct reports, 25% territory planning and performance management, and 25% direct sales activity.

Compensation: Commensurate with previous experience and proven results from a similar position including a commission program based on achieving profitable sales volumes.

Duties. Establish commercial and customer service presence and success in the Western United States and Western Canadian markets for industrial packaging solutions by building visibility and customer contacts through prioritization and strategic approach to new business development.

 Manage, coach, and hold accountable all regional sales managers within the Western United States and Western Canadian. Ensure the sales process is followed, including proper use of CRM, sales aids and all information and tools provided by product managers. Review RSM KPI’s, sales pipeline, and sales forecast regularly and address opportunities. 

Promote and sell all levels of the company’s equipment, parts and services with priority on developing strong corporate partnerships with large customers and new opportunities that generate maximum ongoing revenue growth.

Utilize, and ensure direct reports also utilize: FileMaker PRO-CRM, HubSpot, and other sales tools according to established procedures and file timely visit reports to ensure seamless customer interface. Identify current competitive and alternative solutions and work with the VP sales and product managers to define appropriate actions to compete effectively.

 Author and execute annual business plans based upon agreed objectives.Establish and manage annual sales and expense budgets in close cooperation with the VP of Sales. Operate within the annual expense budget and work to meet established individual sales budgets.

Attend trade shows, sales meetings as required.

Qualifications: 
Education/Experience: 
 Bachelor's degree (BA/BS) from four-year college or university; and five or more years related sales or support experience; or equivalent combination of education and experience preferred. Mechanical and electrical aptitudes along with food industry experience a big plus. Experience in capital equipment sales and packaging industry knowledge required. Demonstrated proven success in sales generation. 

Language Ability: 
 Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to read and write routine reports and correspondence. Ability to speak effectively before groups of customers or associates of organization. Spanish as a second language is preferred.

abstract and concrete variables. 

Computer Skills: 
 To perform this job successfully, an individual should have strong knowledge of Word Processing software; Spreadsheet software, Presentation software, Internet usage, Contact Management systems and Database software. Must be proficient in the use of the MS Office Suite. MS FileMaker Pro and HubSpot CRM experience a plus.

Certificates and Licenses: 
 Current valid driver’s license and the ability to obtain a passport for travel as required by position.

Supervisory Responsibilities:

Responsible for activity and performance of all regional sales managers in the Western United States and Western Canadian.

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.