Regional Sales Manager, Distribution

Regional Sales Manager

Ideal candidate for this role will reside in Philadelphia, PA with previous distribution experience.

The purpose of the Regional Sales Manager is to sell Greenbridge products and equipment to current and prospective distribution customers, with a focus of partnering with distributors to sell integrated systems to end customers. The role is accountable for achieving volume, revenue, and margin growth targets in an assigned sales territory, as well as managing business relationships and finding new opportunities within existing accounts. The role focuses on acquiring, penetrating, managing and retaining customers. Being sales and performance driven with dedication to achieving team goals will be critical to success of the overall business.

Requirements

Performance Criteria

• Performance will be measured by achieving assigned growth targets for strap volume, equipment and tools.
• Key measures will be volume and gross margin growth.
• Performance will be measured against net, new business acquired, growth of existing accounts, and retention of customers.

Qualitative

• Effectiveness coordinating internal resources (equipment, customer service, etc.) to provide system solutions to the customer.
• Ability to execute the Greenbridge value proposition.
• Commitment to ongoing professional development.

Core Competencies

Territory Planning

• Correctly identifies specific areas of potential, prioritizes opportunities; follows up with step-by-step action plan to capture growth.
• Uses internal resources as well as external sources to advance the sale.
• Takes a long-term, strategic view while following territory plan.
• Effectively prioritizes steps in the buying cycle that predict sales; skilled at utilizing timing of such events to achieve sales goals.
• Assesses and uses appropriate methods to close sales.

Account Planning and Customer Knowledge

• Fully aware of and in contact with all decision makers and influencers in customer organization; devises specific strategies to address each decision maker and influencer.
• Partners with distributors to develops account growth plans.
• Identifies and implements key drivers of the sales process.
• Positions products to meet specific customer needs; targets selling strategies to the state in the sales cycle.
• Studies customer's customers and their influence on customer decision making.
• Understands and strategically plans to overcome different barriers to entry.

Ownership & Performance Focus

• Self-aware of status of selling plan; takes opportunities to think and plan ahead.
• Displays courage to take calculated, informed risks to achieve corporate goals.
• Demonstrates creativity by developing out-of the box solutions for complex or unique sales opportunities.
• Creates own performance benchmarks for self-improvement. Goes beyond expectations to drive projects and initiatives forward.
• Effectively manages time and priorities across multiple commitments to achieve all objectives.

Coordination & Leadership

• Recognized within Greenbridge as an expert networker; known for strong internal and customer relationships.
• Valued by internal colleagues and customers for strength and breadth of industry connections and knowledge.
• Leverages and leads internal resources and suppliers, coordinating them to deliver high quality results on profitable opportunities.
• Recognized as a leader with resources and other team members.
• Mentors junior associates; acts as a positive role model.
• Leads change; can successfully influence others to achieve common objectives; drives team members to live by Greenbridge values.

Market Knowledge

• Analyzes and uses market trends to develop territory and customers strategies and plans.
• Realizes where the market is headed and what Greenbridge should do to be better positioned to capitalize on coming opportunities.
• Valued resource that provides high return for organization; recognized as a subject matter expert for market knowledge.
• Understands market needs and develops solutions to meet them.

Technical Knowledge

• Has solid understanding of strapping and equipment specifications and the products and equipment perform in various production environments and with other providers' equipment.
• Influences customer buying needs through a strong grasp of the distributors' needs in order to meet their customer's needs.
• Leads Greenbridge in technical expertise; serves as a teacher and subject matter expert.
• Known within Greenbridge to have strong customer insight; helps others to understand customer processes and needs; provides product seminars to share knowledge.
• Anticipates a variety of customer needs, priorities, and preferences; brings opportunities to the distributor that they were previously unaware of.
• Understands where stakeholder needs are compatible or conflicting; develops a plan to address.

Value Proposition

• Has the ability to map customer needs to the various aspects of the Greenbridge value proposition.
• Anticipates customer needs before customer expresses them.
• Reinforces Greenbridge's value at all stages of the sales cycle.
• Uses and synthesizes available information to bring value to the customer. Customer's sales organization treats Greenbridge's operations as an extension of themselves.
• Supports value proposition with quantifiable data and analysis; proves and monetizes benefits related to the customers' total cost of ownership.

Communication

• Displays presence and composure during communications.
• Has good command of using video, email, MS PowerPoint, Word, Excel and other tools to communicate effectively with customers and other stake holders.
• Skilled at presenting to groups and individuals at all levels.

Negotiations & Solution Agreement

• Has strategy and anticipated outcome going into negotiation; adapts depending on the situation.
• Understands all stakeholders and their needs and plans; price is only a piece of the negotiation.
• Identifies key negotiation points in advance of setting pricing and makes trades to reach the bet outcome.

Implementation Management

• Follows prescribed process to implement closed sales opportunities communicating all details in a timely manner.
• Uses implementation as a medium to further generate revenue.
• Follows up on various implementation milestones with customer all stakeholders.

Sales Administration

• Proficient at using CRM and other systems necessary to manage the sales process and develop territory and account plans.
• Understands how to use internal systems to interface with internal constituents.
• Ability to develop reports to support customers.

Pipeline Management

• Understands the value of following a sales process in order to create a reliable sales pipeline.
• Can accurately forecast territory-level sales results based on a detailed understanding of the pipeline by stage, order file and order backlog.

Minimum Requirements

Education

• Bachelor of Science preferred.

Experience

• 5+ years of selling strapping and equipment to distributors with additional packaging sales experience.

Certifications

• None.

Knowledge and Skills

• Proficient computer skills in Excel, Word, and PowerPoint are required. Experience with JDE and Salesforce.com is a plus.