Regional Sales Manager - Industrial Machinery
Cold Jet LLC, Chicago, Illinois, United States, 60290
Position Summary
The Regional Sales Manager (RSM) will be responsible to qualify and sell Cold Jet machines and service solutions to existing customers while also prospecting and developing new opportunities in a wide variety of industrial and service industry applications. This position reports to the respective Sales Vice President/ Regional Sales Director for the region in which the RSM supports.
Position Responsibilities Sales Process
Executes sales process from lead/initial contact through the receipt of the order.
Discover:
Research prospect’s website to understand their company profile and products
Research our CRM to review the account contacts, past leads, notes in history and other opportunities
Research the Marketing Asset Portal to find relevant application evaluations, payback calculation reports, and industry toolkits
Research LinkedIn to validate your customer contact’s title and responsibilities
Drive an initial conversation, discussing the opportunity and qualifying the lead with an in-depth understanding of the current cleaning method, customer’s pain points, and other solutions the customer may be evaluating
Probe the customer’s facility design to understand their ability to meet air requirements needed to use Cold Jet products
Assess for Multi-location Opportunity with the customer
Educate the customer about how dry ice works and its main benefits
Educate the customer why Cold Jet is the market leader and communicate our key value propositions
Answer the customer’s initial questions
Diagnose:
Define the problem for the customer documenting their current cleaning costs including labor, production downtime, amount of scrap, etc.
Identify intangible benefits and any potential hurdles for the customer
Build a value hypothesis for the customer by defining measurable for the customer with cost savings, return on their investment analysis, meeting lean manufacturing goals, ESG goals, etc.
Discuss the customer’s purchasing process including a main point of contact, identifying the key decision makers, and the project timeline
Confirm the customer’s hypothesis by using sales tools, completing a customer visit in-person or virtually, complete the application evaluation and discuss the possible need for a Performance Evaluation Program
Document the value of the Cold Jet solution using the Application Evaluation tool, the payback calculator, feedback from the operators, and restate the supporting initiatives such as quality improvements, increased production time, decrease of manual labor, safety enhancements, lean manufacturing goals, ESG goals, etc.
Determine the appropriate Cold Jet system configuration and formally propose the solution to the customer
Deliver:
Gain the customer’s commitment to buy using negotiation skills, discussing terms of the purchase and finalizing the necessary paperwork including the Customer Information Form, purchase order requirements, shipping instructions and expectations, and clarifying their tax exempt status
Forecast the opportunity at 80% once you have gained the customer’s commitment to buy
Complete installation of the Cold Jet solution including an introduction to their local dry ice supplier, introducing their Customer Service Consultant, scheduling delivery and training, reviewing the applicable information of Cold Jet CONNECT
Deliver recurring revenue from this new customer account by utilizing scheduled preventative maintenance that can create parts and service opportunities
Continue educating the customer about other Cold Jet solutions including DIMS opportunities, when appropriate
Grow the Business
Participate as a team member in the development of Cold Jet’s Sales and Marketing infrastructure and such other activities as required and assigned to help the company overall
Maintain sales data in CRM system, both as a selling tool and as a means of gathering information used by sales management and marketing team members to strategically grow the business
Meet or exceed budgeted sales in assigned territory on a monthly, quarterly, and annual basis
Continuous Learning
Hone knowledge of Cold Jet products and services and their competitors’ products and services
Gather information about the applications for which customers and prospects seek our products and communicate this information back to management and marketing
Position Requirements Education & Experience:
BS in engineering or business discipline or equivalent work experience
5+ years sales experience, preferably selling capital or industrial goods in a business to business environment
Skill Competencies
Knowledgeable about the sales process and sales technique
Must be prepared to spend 50% in overnight travel
Must be able to drive a pickup truck with a trailer
Basic to intermediate level skills with MS Office, especially Excel, and CRM applications
Effective at selling at multiple levels, from the Board of Directors to the machine operator
Strong business communication skills, from oral presentations to business writing
Knowledgeable in business economics, value propositions, financial analysis of benefit versus cost.
Able to work systemically through a sales cycle that can average 3-12+ months
Behavioral Competencies/Personal Traits
Assertive, persists in driving sales
Technical savvy – the ability to discuss our products intelligently on a technical level as well as the ability to set-up and troubleshoot equipment
Goal Directed – driven to achieve goals set by self and others
Resilient & Adaptive – responds professionally to set-backs and ‘no’s, learns from negative experiences to adapt sales approach
Plans work well – plans the most efficient method of performing work within his/her territory, plans the sales process well
People Skills/Communication – relates to and works well with diverse personalities and in diverse situation
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Position Responsibilities Sales Process
Executes sales process from lead/initial contact through the receipt of the order.
Discover:
Research prospect’s website to understand their company profile and products
Research our CRM to review the account contacts, past leads, notes in history and other opportunities
Research the Marketing Asset Portal to find relevant application evaluations, payback calculation reports, and industry toolkits
Research LinkedIn to validate your customer contact’s title and responsibilities
Drive an initial conversation, discussing the opportunity and qualifying the lead with an in-depth understanding of the current cleaning method, customer’s pain points, and other solutions the customer may be evaluating
Probe the customer’s facility design to understand their ability to meet air requirements needed to use Cold Jet products
Assess for Multi-location Opportunity with the customer
Educate the customer about how dry ice works and its main benefits
Educate the customer why Cold Jet is the market leader and communicate our key value propositions
Answer the customer’s initial questions
Diagnose:
Define the problem for the customer documenting their current cleaning costs including labor, production downtime, amount of scrap, etc.
Identify intangible benefits and any potential hurdles for the customer
Build a value hypothesis for the customer by defining measurable for the customer with cost savings, return on their investment analysis, meeting lean manufacturing goals, ESG goals, etc.
Discuss the customer’s purchasing process including a main point of contact, identifying the key decision makers, and the project timeline
Confirm the customer’s hypothesis by using sales tools, completing a customer visit in-person or virtually, complete the application evaluation and discuss the possible need for a Performance Evaluation Program
Document the value of the Cold Jet solution using the Application Evaluation tool, the payback calculator, feedback from the operators, and restate the supporting initiatives such as quality improvements, increased production time, decrease of manual labor, safety enhancements, lean manufacturing goals, ESG goals, etc.
Determine the appropriate Cold Jet system configuration and formally propose the solution to the customer
Deliver:
Gain the customer’s commitment to buy using negotiation skills, discussing terms of the purchase and finalizing the necessary paperwork including the Customer Information Form, purchase order requirements, shipping instructions and expectations, and clarifying their tax exempt status
Forecast the opportunity at 80% once you have gained the customer’s commitment to buy
Complete installation of the Cold Jet solution including an introduction to their local dry ice supplier, introducing their Customer Service Consultant, scheduling delivery and training, reviewing the applicable information of Cold Jet CONNECT
Deliver recurring revenue from this new customer account by utilizing scheduled preventative maintenance that can create parts and service opportunities
Continue educating the customer about other Cold Jet solutions including DIMS opportunities, when appropriate
Grow the Business
Participate as a team member in the development of Cold Jet’s Sales and Marketing infrastructure and such other activities as required and assigned to help the company overall
Maintain sales data in CRM system, both as a selling tool and as a means of gathering information used by sales management and marketing team members to strategically grow the business
Meet or exceed budgeted sales in assigned territory on a monthly, quarterly, and annual basis
Continuous Learning
Hone knowledge of Cold Jet products and services and their competitors’ products and services
Gather information about the applications for which customers and prospects seek our products and communicate this information back to management and marketing
Position Requirements Education & Experience:
BS in engineering or business discipline or equivalent work experience
5+ years sales experience, preferably selling capital or industrial goods in a business to business environment
Skill Competencies
Knowledgeable about the sales process and sales technique
Must be prepared to spend 50% in overnight travel
Must be able to drive a pickup truck with a trailer
Basic to intermediate level skills with MS Office, especially Excel, and CRM applications
Effective at selling at multiple levels, from the Board of Directors to the machine operator
Strong business communication skills, from oral presentations to business writing
Knowledgeable in business economics, value propositions, financial analysis of benefit versus cost.
Able to work systemically through a sales cycle that can average 3-12+ months
Behavioral Competencies/Personal Traits
Assertive, persists in driving sales
Technical savvy – the ability to discuss our products intelligently on a technical level as well as the ability to set-up and troubleshoot equipment
Goal Directed – driven to achieve goals set by self and others
Resilient & Adaptive – responds professionally to set-backs and ‘no’s, learns from negative experiences to adapt sales approach
Plans work well – plans the most efficient method of performing work within his/her territory, plans the sales process well
People Skills/Communication – relates to and works well with diverse personalities and in diverse situation
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