What are the responsibilities and job description for the Great Lakes Packaging Systems Sales Manager position at EAM-Mosca Corporation?
Great Lakes Packaging Systems Sales Manager
Location: In Territory (IL/IN/KY/MI/OH)
EAM-Mosca Corp, a dynamic innovation driven market leader in the area of end-of-line packaging automation, is seeking to hire a Packaging Systems Sales Manager for its Great Lakes Sales Territory.
EAM-Mosca 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.
Position Summary: The Packaging Systems Manager 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 successful candidate will join a highly successful business, be able to make their mark in a growth territory and enjoy a significant income opportunity.
Primary Responsibilities:
- Develop and execute a strategic territory growth plan focused on expanding market share beyond existing core customers and traditional market segments.
- Identify, target, and penetrate new accounts, industries, and applications for end-of-line packaging equipment solutions.
- Prospect through cold calling, networking, trade shows, referrals, and industry research.
- Generate and qualify new opportunities while maintaining an active pipeline of capital equipment projects.
- Expand sales within underserved geographic areas and emerging vertical markets.
- Manage and grow relationships with assigned strategic and named accounts within the territory.
- Serve as the primary commercial contact for customer stakeholders including operations, engineering, maintenance, procurement, and executive leadership.
- Identify opportunities for additional equipment, automation upgrades, service contracts, consumables, and plant expansions.
- Coordinate customer visits, business reviews, and long-term account planning.
- Partner with North American Vertical Market Sales Leadership, Engineering, Marketing, Product/Project Management and Inside Sales on new business activities and onboarding of new customer relationships
- Understand and apply the product portfolio to new 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
Education & Experience:
- Bachelor’s degree or equivalent experience required. Engineering or business background preferred. l 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 utilizing the Challenger 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.
Skills and Knowledge:
- Entrepreneurial and self-motivated
- Strong hunter mentality with strategic account discipline
- Aptitude for business development techniques
- Ability to work independently while collaborating cross-functionally
- Comfort selling to a variety of End-Use Vertical Markets. Industry Agnostic.
- Demonstrated ability to establish and develop new, profitable business relationships.
- 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.
- Challenger sales training
Preferences:
- 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 from home office; Must reside in the Gret Lakes Resion.
Canadian Operations: Whitby, Ontario
Americas Region Headquarters: Northeastern PA
Job Type: Individual Contributor, Full-Time
Compensation: Salary plus commission and incentives. Uncapped commission/incentive system.
Travel Required: 50% overnight travel with some travel to remote locations.
Relocation: Not Available.
EAM-Mosca Corporation is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.