Regional Sales Manager

Essentra is a leading provider of essential components and solutions. Every day we produce and distribute millions of small but essential products.


Our international network extends to 28 countries, with headquarters in the United Kingdom and includes 14 manufacturing facilities, 24 distribution centers and 33 sales & service centers.


At the center of everything is our purpose, to responsibly provide the products and services our customers need to succeed. Put simply, our purpose is why we exist as a company. Many companies claim to be changing the world; we don't. But we do make a powerful difference to our customers. We make it work. Every one of us. Every day.


Job Description


Essentra is hiring a Regional Sales Manager for the East Michigan territory. The ideal location is in the Lansing, MI area, but we will consider other large cities in Eastern Michigan. This individual will work remotely in Eastern Michigan and travel throughout the territory. There may be a need to come to an occasional meeting at our office in Norton Shores, MI.


A true team player and important member of the Essentra sales team, this role is responsible for providing "hands-on" and immediate business to business sales opportunities with customers within a defined territory. Achieving pre-established sales objectives and margin targets set by Management. Meet with customers in person to identify their needs, provide solutions and win new business. Main duties include traveling within the assigned territory, meeting with existing customers and prospects, identifying and negotiating revenue wins, while informing clients about new product updates and solutions. An ability to beat competitors using support & service is a prerequisite. The role includes revenue forecasting and customer visit recording / sales pipeline management through the Essentra CRM.


Typical Accountabilities:
• Full management of defined sales territory with pre-defined customer list.
• Customer support - present proposals and solutions, provide samples and quotes, and turn complaints into opportunities.
• Responsible for ensuring the assigned territory meets strategic sales and margin targets.
• Maximize profitability at account level.
• Provide a high level of communication to the Director of Sales and other senior managers, through monthly reporting, emails, phone, etc. as required.
• Conduct in-depth sales analysis to determine strengths, weaknesses and opportunities within your territory.
• Provide strategic direction and solutions based on data driven sales analysis for your territory.
• Evaluate incoming opportunities and take effective action as required.
• Constantly build and develop a sales pipeline.
• Develop project plans, coordinate projects, and communicate changes and progress.
• Participate in weekly meetings as well as cross functional management meetings.
• Manage all customer communication (opportunities, visit reports, pipeline) via the Essentra CRM.
• Build strong internal and external relationships to maximize all sales opportunities.
• Perform related job duties as assigned and required.


Qualifications:
• Bachelor's degree or equivalent sales experience.
• At least 3 years of outside sales experience, preferably with industrial products.
• Excellent negotiating skills.
• Excellent interpersonal and organizational skills.
• Excellent oral and written communication skills.
• Minimum 2 years' experience using a CRM tool.
• Must be able to travel as needed; occasional overnights will be required.
• Experience in mechanics or with industrial products
• Must be outgoing and communicate well through all levels of an organization internally and externally
• Motivated, persuasive, dedicated.
• Must be able to handle frustration and in a fast-paced environment.
• Must be analytical and be able to synthesize complex or diverse information.
• Detail oriented.
• Ability to identify and resolve problems in a timely manner.
• Have the ability to manage challenging or emotional customers in a professional and diplomatic manner.
• Ability to prioritize and strong business acumen
• Strategic thinker.
• Team player with the ability to get along well with others.
• Full IT literacy required (MS Office, Windows)


This position offers a competitive base salary, quarterly bonus incentive, full benefits package, and generous paid time off.