Regional Sales Manager (Northeast USA)

Job Details

• Job Location: Pan Oston - Bowling Green, KY 42101
• Position Type: Full Time
• Education Level: 4 Year Degree
• Travel Percentage: Up to 50%
• Job Shift: Any
• Job Category: Sales

Company Overview

Pan-Oston is an industry leader in providing metal and wood fixtures to some of the retail sector’s largest members and is a Houchens Industries Employee-Owned Company. When the company does well, the employees do too.

Job Summary

The Regional Sales Manager (RSM) works to improve Pan-Oston’s market position and achieve financial growth. The RSM defines long-term organizational goals, builds and nurtures key customer relationships, identifies business opportunities, negotiates, and closes business deals and maintains extensive knowledge of current market conditions.

Responsibilities

• Own and manage multiple customer relationships; develop sales pipeline.
• Strategic planning of run-rate and new business; analyze market conditions, competitors, and vertical markets.
• Investigate, vet and propose new industries/markets for growth.
• Prospect for new clients via networking, outbounding, advertising, etc.; plan persuasive approaches and pitches.
• Develop rapport with new clients, set sales targets, and provide ongoing support to improve relationships; grow and retain existing accounts by presenting new solutions.
• Develop new sales areas; research trends and create new opportunities to increase sales.
• Maintain strong product knowledge and innovate ways to serve businesses.
• Outreach within target markets to build robust pipeline.
• Identify decision makers, research and build relationships; plan approaches and pitches; collaborate with team on proposals and pricing.
• Handle objections and negotiate to positive outcomes.
• Present new products and services; enhance existing relationships.
• Collaborate with technical staff and internal colleagues to meet customer needs.
• Attend industry functions, conferences, and provide market feedback; consult with management on trends, new services, products, and distribution channels.
• Identify and develop unique selling propositions and differentiators.

Client Retention

• Present new products and services and enhance existing relationships.
• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs.

Business Development Planning

• Attend industry functions and provide feedback on market and creative trends.
• Present and consult with mid and senior level management on business trends to develop new services, products, and distribution channels.
• Identify opportunities for campaigns, services, and distribution channels to increase sales.
• Develop company’s unique selling propositions and differentiators.

Minimum Position Requirements

• Excellent oral and written communication skills
• Strong public speaking, interpersonal and presentation skills
• Prospecting and closing skills
• Experience with sales planning and selling to customer’s needs
• Strong organizational and creative thinking skills
• Goal-oriented, results driven
• Knowledgeable of Microsoft Office products
• Familiarity with and efficient utilization of CRM tools (HubSpot, Salesforce, etc.)

Physical Demands & Work Experience

• Travel up to 25-40% of the time.
• BS Degree in Sales/Marketing/Business or equivalent work experience.
• 5-10 years of selling experience preferred.

Benefits

• ESOP Retirement (career-funded retirement)
• Competitive health insurance prices
• Employer-paid dental and vision insurance
• Opportunities for growth
• Employer-provided group short- and long-term disability
• Employer-provided life and AD&D insurance