Regional Sales Manager (Michigan)

Considering candidates who live in: Michigan, Northwest Indiana, Northwest Ohio

Please read the following job description thoroughly to ensure you are the right fit for this role before applying.

Summary

This is a unique opportunity for a driven sales leader to join an established manufacturer with multiple industry-leading Mixing brands. The Sales Manager will be responsible for executing Annualized Operating Plan (AOP), leading territory growth, expanding market share, and driving revenue across a diverse industrial customer base. Additionally, the RSM will be responsible for working within CRM actively managing Opportunities in the pipeline and forecasting order intake. This role requires a strategic, customer-focused professional who can develop plant level, EPC and C-Suite relationships, identify and close new business opportunities, and deliver sustainable sales growth.

The RSM will function as the primary commercial leader within the assigned region which includes developing territory plans, managing key accounts, identifying technical process solutions, coordinating with the internal teams and may include managing Channel Partners. This role requires a combination of strong technical aptitude with exceptional sales and business development skills and a relentless drive to support customers and achieve annual sales objectives.

Other Responsibilities:

• Collaborate with representatives and application engineers to devise and execute strategies that deliver high-value solutions to customers.
• Make strategic commercial decisions, including pricing, for all regional business activities.
• Engage with Market Managers to capitalize on long-term business opportunities.
• Maintain and regularly update C4C to enable accurate and timely sales forecasting.
• Similarly, establish close customer relationship via regular meetings including "lunch and learns" and opportunity specific development.
• Work in tandem with the Aftermarket sales team to develop and implement effective strategies for opportunity closure.
• Coordinate with engineering and factory staff to address and manage customer issues promptly.

Markets Served:

• Chemical Process Industry (Chem & Petrochem)
• Agrichem
• Water / Wastewater (Industrial)
• Composite Materials
• Food & Beverage
• Life Sciences
• General Industrial

Key Responsibilities:

• Create, own, and execute the regional sales strategy to achieve and exceed revenue, order intake (AOP), and profitability targets.
• Develop and maintain strong relationships with key decision-makers, influencers, and stakeholders at target accounts.
• Identify and acquire target customers to support growth objectives.
• Expand market share through proactive business development and acquisition of new customers within the territory.
• Lead all aspects of the sales process, from prospecting and opportunity identification through negotiation and closing.
• Develop and present value-based solutions and business cases that address customer challenges, including technical specifications and pricing, alongside the internal technical teams.
• Customize product solutions to meet client needs and ensure customer satisfaction.
• Respond to RFPs (Request for Proposals) and RFIs (Request for Information).
• Maintain up-to-date knowledge of industry trends, products, and competitors.
• Create and manage a robust sales pipeline and maintain accurate forecasts.
• Travel throughout the territory to support customer engagement, business development, and sales growth initiatives.

Qualifications:

• Bachelor's Degree in Engineering, Chemical Engineering (PLUS)
• A minimum of 5 years' experience in sales and sales management, with a preference for experience in industrial rotating equipment and/or industrial processing equipment.
• Strong understanding of industrial process applications, fluid handling, and process equipment.
• Demonstrated success in industrial sales, business development, or territory management.
• Proven ability to develop customer relationships and consistently achieve sales objectives.
• Experience working with manufacturers' representatives, OEMs, distributors, or industrial process equipment suppliers preferred.

Experience and Knowledge:

• Sales experience preferably working for a manufacturer's rep or a distributor, or direct sales with an OEM.
• Strong understanding of industrial plant operations and customer buying processes.
• Experience managing long-cycle sales opportunities and complex decision-making processes.
• Experience selling capital equipment, engineered systems, or industrial solutions.
• Experience working with EPCs.
• Broad-based working knowledge of chemical and industrial processes associated with the above markets.
• Working knowledge of Mixing Equipment.
• Ability to explain complex technical concepts to non-technical audiences turning them into compelling business value propositions.
• Willingness to travel as needed.

Skills and Attributes

• Independent, self-starter
• Strong business acumen and commercial negotiation skills
• Ability to work autonomously and as part of a team.
• Boots-on-the-ground technical experience in the field
• Hate to lose mentality.
• Strong entrepreneurial bias
• Quick decision-making capabilities
• Excellent communication, presentation, and interpersonal skills
• Strong moral compass (always do the right thing)
• Leadership & Delegation: Demonstrates the ability to guide, motivate, and direct a team, effectively delegating tasks to appropriate individuals.
• Influence & Negotiation: Possesses strong persuasive skills, with the capacity to positively influence outcomes and negotiate mutually beneficial solutions.
• Communication for Understanding: Exhibits excellent communication skills, ensuring clear understanding and fostering open dialogue.
• Customer Insight & Curiosity: Shows a deep understanding of customer needs and exhibits a strong desire to learn and understand new concepts.
• Information Analysis: Skilled in analyzing data and information to draw accurate conclusions and support decision-making.
• Improvement & Innovation Mindset: Maintains a focus on continuous improvement and innovation, always seeking ways to enhance business processes.
• Decision Making & Risk Taking: Capable of making informed decisions while effectively managing risks and uncertainties. xhyhwjd
• Business & Financial Acumen: Demonstrates a thorough understanding of business operations and financial principles, contributing to the company's economic success.