Regional Sales Account Manager
On-Site and Travel
Responsibilities:
• Identifying and qualifying leads & opportunities;
• Analysis of market trends and strategic planning for product development;
• Defining and understanding customer requirements (1- Problematic, 2- Key information, 3- Solution);
• Working with the engineering department to develop optimum and adapted solutions to the customer’s technical needs;
• Generating new quotes based on these solutions and preparing a customized sales approach;
• Following-up, maintaining and updating sales quotation log;
• Canvassing sales via phone and in person;
• Winning customer orders for equipment and services that match the The Company’s Strategic Plan
• Keeping customers informed of status of orders, inquiries, shipments, problems, etc.;
• Develop an understanding of customer and product trends and participate in the development of The Company’s strategic plan
• Identify prospective customers, pursue leads, utilizing personal contacts & cold calling to acquire new business development opportunities & follow-up throughout the sales and service cycles
• Perform both sales duties and create drive for other sales team members to generate revenue from an assigned geographical location by executing strategies to achieve sales targets
• Conduct sales territory analyses, industry trends, and monitor competition in current marketplace by gathering; pricing, (new) products, merchandising techniques, training etc.
• Travel to potential and existing customers within an assigned sales area to present company offerings and build brand awareness
• Collect customer feedback and provide updates to management
• Increase revenue with existing accounts in assigned region by building strong relationships and partnerships to develop loyalty and leverage sales effectiveness
• Create and conduct effective proposal presentations
• Demonstrate technical selling skills and extensive product knowledge while managing accounts in assigned territory
• Work in partnership with store managers, bakers, chefs and others to maximize store sales by demonstrating technical selling skills, extensive product knowledge and answer questions pertaining to products and their uses, prices, and availability
• Attend tradeshows, vendor training, open house events, training seminars and sales meetings
• Maintain & keep management informed with accurate records and submitting activity and results reports; such as daily call reports, weekly work plans, prospecting activities including sales calls, presentations, closed sales, and follow-up activities
• Develop and implement monthly business plan in conjunction with management detailing leads and customer retention during the time period, while focusing on ways to meet or exceed sales quota goals
• Maximize all opportunities in the process of closing a sale, including continued support to resolve issues after the close
• On occasion; ability to work flexible hours including weekends and overtime when necessary
• Adhere to all company policies, procedures, core values and business ethics codes
Requirements:
• Minimum of 5 years’ experience in process (food, pharma, chemical, …) industry sales
• Knowledge or experience using equipment in automation, robotics, industrial production lines
• Extensive travel is required within Canada (occasionally within the US and worldwide)
• Proficient in all Microsoft Office applications
• Fluent in French is preferred
• Proven sales experience for technical solutions; sector-specific sales experience is preferred
• Proven track record of meeting sales quotas
• Excellent leadership, team spirit, and organizational skills
• Strong analytical and problem-solving skills
• Outstanding negotiation and consultative sales skills
• Effective communication skills
• Exceptional customer service skills
• A solid commitment to a team culture, positive attitude, an understanding of customer requirements and market dynamics to create strong relationships
• Reliable, punctual, and respectful of timelines, deadlines, and due dates
• Must be results-oriented and highly motivated to achieve results
• Quick-thinking, problem solver with the ability to determine solutions for clients
• Ability to respond to change with positive attitude, offer suggestions for improvements to increase effectiveness of change, support new initiatives, and maintain an open mind
• Independently research, analyze, organize, and prioritize work; build trust, value others, drive execution, foster innovation
• Time management and organizational skills with the ability to also work without supervision
• High degree of professionalism
Thorough reporting on the CRM and to the direct management
