Regional Sales Manager - Midwest Region

ESSENTIAL RESPONSIBILITIES:

• Achieve overall sales orders in the territory at or above the established sales quota. 
• Call on customers and effectively present PPM and Key Technology equipment.  Work with customer management, technical personnel, and operations personnel to identify and develop applications or projects that could utilize PPM and Key equipment.  Prepare for sales calls thoroughly and understand goals for each call.
• Maintain ongoing customer contact to promote and close equipment sales. Stay on-top of all active projects; follow-up on quotations in a timely manner.
• Maintain SalesForce database and update Opportunities on a weekly basis.
• Expand customer base and develop new customers through cold calls, referrals, and networking.
• Accurately prepare sales order forecasts.  Forecasts can vary from one month to up to 12 months rolling. Assist with yearly forecast totals.
• Thoroughly understand customer decision process, identify and influence crucial decision makers, and understand customer budgeting and capital approval cycle, to effectively direct sales efforts and competitive responses.
• Attend trade shows and national food processing meetings.  Follow-up on all trade show leads, and other inquiries originating within assigned territory.
• Collect all relevant project details (financial, technical, and competitive), organize and communicate material to Sales Engineering to allow accurate generation of needed quotations, proposals, etc.
• Follow-up on equipment installations to build customer satisfaction and referrals.  If required, work with Service to identify and resolve problems.
• Maximize efficiency in travel time and expenses by adequately planning trips (and identifying all active and selected target customers in destination area). 
• Communicate competitive information to Product Management.
• Other duties as assigned.

• Education and/or Experience
  • Bachelor's degree (B. A.) from four-year College or university; or three to four years related experience and/or training; or equivalent combination of education and experience.
• Language Skills
  • Ability to read, analyze, and interpret the most complex documents.  Ability to respond effectively to the most sensitive inquiries or complaints.  Ability to write speeches and articles using original or innovative techniques or style.  Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups, and/or boards of directors.
• Mathematical Skills
  • Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry.  Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
• Reasoning Abilities
  • Ability to apply principles of logical or scientific thinking to a wide range of intellectual and practical problems.  Ability to deal with nonverbal symbolism (formulas, scientific equations, graphs, musical notes, etc.,) in its most difficult phases.  Ability to deal with a variety of abstract and concrete variables.
• Other Skills/Abilities:
  • Strong presentation and communications skills, to develop customer rapport and to consummate sales.
  • Develop strong product knowledge on PPM and Key equipment and also on competitive equipment, to effectively present features and benefits.
  • Develop process knowledge, to serve as basis for defining appropriate applications and to build customer trust.
  • Maintain professional appearance.
  • Maintain high level of personal and professional integrity in dealings with PPM, Key and with customers.
  • Maintain motivation and self-discipline, to work independently and use time effectively and efficiently, as well as enthusiasm, for high level of effort to achieve goals.
• Travel:
  • Willingness to travel extensively on frequent basis throughout the territory and, as directed, outside the territory. Travel up to 50%.

CERTIFICATES, LICENSES, REGISTRATIONS

Valid Driver License.  Valid passport.

PHYSICAL DEMANDS 

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.

While performing the duties of this job, the employee is regularly required to talk or hear.  The employee frequently is required to walk and sit.  The employee is occasionally required to stand; use hands to finger, handle, or feel; reach with hands and arms; and taste or smell.  The employee must occasionally lift and/or move up to 50 pounds.  Specific vision abilities required by this job include close vision, distance vision, color vision, and ability to adjust focus.

WORK ENVIRONMENT 

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.

While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts, risk of electrical shock, and vibration.  The noise level in the work environment is usually moderate.

Salary : $93,250 - $121,225