Regional Sales Manager - Paper Machines
Jobot, Houston, TX, United States
Job Details
Job title: Regional Sales Manager – Paper Machine Services
Business area: Pulp & Paper Service
Working location: Southwest and Midwest US Remote with Approximately 70–75% in territory: Coverage may include LA, TX, AL, AR and MS, East North Central (IL, IN, MI, OH, WI) and West North Central (IA, KS, MN, MO, NE, ND, SD)
Compensation: $130k–$170k+ base (may extend depending on experience) and 20–25% bonus (based on individual and company performance)
Salary: $140,000 – $175,000 per year
Role Overview Lead commercial performance for Paper Machine Clothing (PMC) products and Paper Machine Rolls across the assigned region. Though this role includes on‑site mill presence, focus is not machine crawling. Emphasis is on regional team leadership, coaching & developing application and technical sales engineers, credibility using mill/process language, client engagement at plant/mill level.
Expanded Scope Context
Team Composition: Reports include Application Sales Engineers and Technical Service Engineers.
Role expects strong coaching discipline and ability to translate customer needs into PMC/Rolls solutions.
Must understand or quickly absorb pulp & paper terminology.
Markets & Territory Strategy
Primary target geography: Southwest region.
Actively broadening candidate pool to Southeast‑based hires willing to relocate.
Geographic ownership may expand depending on seniority.
Product Alignment
PMC + Rolls portfolio.
Southwest: Balanced PMC + Rolls focus, strategic growth focus.
Midwest: Separate role, smaller territory, heavier PMC expertise sought.
Core responsibilities & Expectations
Financial management and analysis
Deliver and manage the regional budget and financial plan.
Monitor monthly, quarterly, annual performance and identify root causes for variances.
Create and implement corrective action plans to meet financial targets.
Market awareness and forecasting
Monitor competitor activity, regional market dynamics, customer trends.
Produce rolling three‑month sales forecasts and provide weekly forecast updates.
Identify market opportunities and adjust regional strategy proactively.
Sales process and account strategy
Advocate for and ensure adoption of the PFR Sales Process across the region.
Lead account strategy reviews for top accounts and personally engage key targets.
Coach the team to prioritize high‑value activities and maintain disciplined pipeline management.
Resource allocation and growth
Allocate sales and support resources to maximize coverage and ROI.
Reserve and promote time for proactive growth activities and strategic pursuits.
Set stretch targets and challenge team members to exceed performance expectations.
Team operations and development
Manage and develop a team of direct reports, oversee day‑to‑day operations including expense approvals and equipment tracking.
Assist with customer escalations, complex pricing discussions, contract negotiations.
Facilitate onboarding, training, capability assessments, development plans, regular performance reviews.
Promote and enforce health and safety standards, safety meetings, updates.
Communication and cross functional collaboration
Clearly communicate company objectives and regional priorities to the team.
Drive alignment with support, product, marketing, operations to remove blockers for the field.
Ensure accurate customer documentation and communication in WebCRM.
Key performance indicators
Revenue attainment versus regional target.
Forecast accuracy.
Budget variance reduction and speed of corrective actions.
Customer satisfaction for major accounts.
Effective issue resolution.
Employee engagement, coaching and development.
PFR Sales Process adoption and WebCRM adoption.
Gross margin and margin improvement for the region.
Qualifications and experience
Education: Bachelor’s degree in Engineering, Business, Finance, or a related field.
Experience: 7+ years in regional sales, technical sales or commercial leadership; experience in Pulp & Paper or a similar industrial sector, manufacturing.
Financial skills: Strong budgeting, variance analysis, forecasting capability.
Leadership: Proven track record of hiring, coaching, succession planning, and performance management with experience leading direct reports.
Sales execution: Demonstrated success leading account strategy, complex deals, issue resolution and process adoption.
Systems: Proficient with data‑driven dashboards and reporting.
Travel: Ability to travel frequently within the region.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.
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Role Overview Lead commercial performance for Paper Machine Clothing (PMC) products and Paper Machine Rolls across the assigned region. Though this role includes on‑site mill presence, focus is not machine crawling. Emphasis is on regional team leadership, coaching & developing application and technical sales engineers, credibility using mill/process language, client engagement at plant/mill level.
Expanded Scope Context
Team Composition: Reports include Application Sales Engineers and Technical Service Engineers.
Role expects strong coaching discipline and ability to translate customer needs into PMC/Rolls solutions.
Must understand or quickly absorb pulp & paper terminology.
Markets & Territory Strategy
Primary target geography: Southwest region.
Actively broadening candidate pool to Southeast‑based hires willing to relocate.
Geographic ownership may expand depending on seniority.
Product Alignment
PMC + Rolls portfolio.
Southwest: Balanced PMC + Rolls focus, strategic growth focus.
Midwest: Separate role, smaller territory, heavier PMC expertise sought.
Core responsibilities & Expectations
Financial management and analysis
Deliver and manage the regional budget and financial plan.
Monitor monthly, quarterly, annual performance and identify root causes for variances.
Create and implement corrective action plans to meet financial targets.
Market awareness and forecasting
Monitor competitor activity, regional market dynamics, customer trends.
Produce rolling three‑month sales forecasts and provide weekly forecast updates.
Identify market opportunities and adjust regional strategy proactively.
Sales process and account strategy
Advocate for and ensure adoption of the PFR Sales Process across the region.
Lead account strategy reviews for top accounts and personally engage key targets.
Coach the team to prioritize high‑value activities and maintain disciplined pipeline management.
Resource allocation and growth
Allocate sales and support resources to maximize coverage and ROI.
Reserve and promote time for proactive growth activities and strategic pursuits.
Set stretch targets and challenge team members to exceed performance expectations.
Team operations and development
Manage and develop a team of direct reports, oversee day‑to‑day operations including expense approvals and equipment tracking.
Assist with customer escalations, complex pricing discussions, contract negotiations.
Facilitate onboarding, training, capability assessments, development plans, regular performance reviews.
Promote and enforce health and safety standards, safety meetings, updates.
Communication and cross functional collaboration
Clearly communicate company objectives and regional priorities to the team.
Drive alignment with support, product, marketing, operations to remove blockers for the field.
Ensure accurate customer documentation and communication in WebCRM.
Key performance indicators
Revenue attainment versus regional target.
Forecast accuracy.
Budget variance reduction and speed of corrective actions.
Customer satisfaction for major accounts.
Effective issue resolution.
Employee engagement, coaching and development.
PFR Sales Process adoption and WebCRM adoption.
Gross margin and margin improvement for the region.
Qualifications and experience
Education: Bachelor’s degree in Engineering, Business, Finance, or a related field.
Experience: 7+ years in regional sales, technical sales or commercial leadership; experience in Pulp & Paper or a similar industrial sector, manufacturing.
Financial skills: Strong budgeting, variance analysis, forecasting capability.
Leadership: Proven track record of hiring, coaching, succession planning, and performance management with experience leading direct reports.
Sales execution: Demonstrated success leading account strategy, complex deals, issue resolution and process adoption.
Systems: Proficient with data‑driven dashboards and reporting.
Travel: Ability to travel frequently within the region.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.
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