Regional Sales Manager | N California & Oregon

Job Description

Job Description

Description:

Regional Sales Manager | Region: Northern California & Oregon

Remote field-based sales role requiring regular travel throughout Northern California and Oregon to support customers, channel partners, and strategic business development initiatives.

SUCCESS PROFILE

We are seeking a driven, entrepreneurial Regional Sales Manager to accelerate growth and expand SCHUNK's market presence across a diverse territory consisting of machine builders, dealers, OEMs, system integrators, distributors, and end users. The ideal candidate combines strong technical aptitude with consultative sales expertise and can effectively position SCHUNK's toolholding, workholding, gripping, and automation solutions to create measurable customer value.

This individual thrives on developing new business, influencing specification decisions, and building long-term customer relationships while maintaining excellent pipeline management and CRM discipline.

Ideal Traits: Results-oriented hunter; strategic territory manager; confident communicator; proactive problem solver; highly organized self-starter who demonstrates urgency, accountability, and ownership while consistently driving opportunities to execution.

JOB PURPOSE

The Regional Sales Manager is responsible for driving profitable growth by acquiring new customers, expanding existing relationships, and increasing SCHUNK's market penetration within an assigned territory. This role combines application-focused selling with channel development, working closely with machine tool builders, dealers, distributors, and system integrators to secure specifications and generate demand. Success requires disciplined sales execution, effective account management, and accurate reporting within SAP C4C (CRM).

KEY RESPONSIBILITIES AND TASKS 

New Business Development & Territory Growth

Identify, qualify, and secure new business opportunities across OEMs, integrators, machine tool dealers, distributors, and end users. Develop and manage a robust pipeline aligned with territory objectives and revenue targets.

Application-Based Consultative Selling

Demonstrate the value of SCHUNK solutions through technical presentations, product demonstrations, and application discussions. Translate product features into tangible business outcomes by emphasizing productivity improvements, reliability, quality, and return on investment.

Specification Management & Channel Development

Drive specification wins on new machine builds and automation projects by collaborating with machine builders, dealers, and system integrators. Develop, engage, and support channel partners to maximize market coverage and sales effectiveness.

CRM Excellence & Business Reporting

Maintain timely and accurate records of opportunities, customer visits, quotations, and follow-up activities within SAP C4C. Leverage CRM insights and performance metrics to manage territory performance and support strategic planning initiatives.

Cross-Functional Collaboration

Partner closely with Product Management, Inside Sales, Marketing, and Customer Service to deliver cohesive customer solutions. Prepare professional proposals and customer-facing materials that reflect SCHUNK's reputation for precision, quality, and technical excellence.

Customer Engagement & Market Presence

Conduct customer visits, application reviews, product demonstrations, and trade show activities. Establish a consistent rhythm of customer engagement while ensuring all meetings conclude with clearly defined actions and next steps.

TIME UTILIZATION EXPECTATIONS

50% Client Engagement (Strategic Relationship Development)

Build and strengthen relationships with customers, decision-makers, engineers, and influencers through on-site visits, technical consultations, product demonstrations, and industry events. Focus on driving specification opportunities, reinforcing SCHUNK's value proposition, and positioning the company as a trusted long-term partner.

20% New Business Development (Growth and Revenue Generation)

Actively pursue new customers and market opportunities to achieve aggressive growth objectives. Responsibilities include prospecting, cold outreach, networking, lead generation, opportunity qualification, and closing business across target market segments. Maintain a strong pipeline and effectively navigate complex, multi-stakeholder sales cycles.

20% Channel Management & Partner Enablement (Market Expansion and Leverage)

Develop and strengthen distributor, dealer, and integrator relationships to extend SCHUNK's reach and accelerate growth. Conduct joint sales calls, provide product training, align territory strategies, and support partners in identifying and winning new opportunities. Monitor partner performance and foster productive, mutually beneficial relationships.

10% Internal Collaboration & Operational Excellence

Support quoting activities, contribute market intelligence and customer feedback, and maintain high standards of CRM accuracy and opportunity management. Collaborate with leadership, marketing, and product management teams to develop effective sales strategies and deliver compelling customer solutions in a dynamic, fast-paced environment.

Requirements:

MINIMUM QUALIFICATIONS

• Bachelor's degree in Business, Engineering, Manufacturing Technology, or a related discipline, or an equivalent combination of education and technical sales experience.
• 5+ years of successful sales experience within manufacturing, machining, metalworking, industrial automation, or related industrial markets, with a demonstrated track record of new business development and territory growth.
• Strong communication, presentation, and negotiation skills with the ability to engage stakeholders at all levels, from plant floor personnel to executive decision-makers.
• Proficiency with CRM platforms (SAP C4C preferred), Microsoft Office applications, and virtual communication tools.
• Ability to effectively manage multiple priorities, maintain disciplined territory coverage, and execute against ambitious sales objectives.
• Willingness and ability to travel up to 50% within the assigned territory.

COMPENSATION

• Competitive Base Salary + Performance-Based Commission

BENEFITS

• Medical: Comprehensive health coverage with SCHUNK paying 100% of employee premiums and approximately 85% of dependent coverage.
• Dental & Vision: Optional group dental and vision plans.
• Life & Disability Insurance: Company-paid life insurance, short-term disability, and long-term disability coverage.
• 401(k): Company match of 50% on employee contributions up to 6%.
• Paid Time Off: Competitive PTO program supporting work-life balance and personal well-being.
• Additional Perks: Company vehicle, laptop, and mobile phone provided.

COMPANY CULTURE AND CORE VALUE ALIGNMENT

At SCHUNK, our culture is built on the belief that people drive innovation, customer success, and market leadership. Our mission is to remain the technology leader in toolholding, workholding, gripping systems, and automation. We achieve this by fostering a culture of accountability, urgency, collaboration, and continuous improvement.

We seek individuals who take ownership, solve problems proactively, and consistently move initiatives forward. Team members are empowered to make decisions, support one another, and uphold the high standards that define the SCHUNK brand.

Core Values and Operating Principles

Say Yes – Find Solutions

We approach challenges with a solution-oriented mindset. Rather than focusing on obstacles, we identify options, create opportunities, and help customers and colleagues achieve their goals.

Move It Forward

Momentum matters. We ensure every conversation, meeting, and project concludes with clear next steps, defined ownership, and accountability for execution.

Meticulous Craftsmanship

Excellence is reflected in everything we do. Whether supporting customers, developing proposals, or executing internal projects, we take pride in delivering work that is accurate, professional, and reflects SCHUNK's commitment to quality.

Urgency with Prioritization

We act quickly and respond with purpose. We focus our time and energy on activities that create the greatest impact while helping remove obstacles for customers, partners, and teammates.

Intentional and Decisive

We lead with clarity and purpose. We plan thoughtfully, communicate expectations clearly, and make informed decisions while remaining adaptable when circumstances change.

Respectful and Helpful

We foster an environment built on trust, professionalism, and mutual respect. Collaboration, integrity, and a willingness to help others succeed are fundamental expectations of every team member.