Regional Sales Manager - Central Region

Job Description

Job Description

Essentra is a leading provider of essential components and solutions. Every day we produce and distribute millions of small but essential products. We have operations in 34 countries worldwide and pride ourselves in responsibly providing products and services our customers need to succeed.

We are currently hiring a Regional Sales Manager who will cover the Central territory and focus on new business development. This individual will be based in a home office and travel up to 75% within the territory, including overnight trips. The territory includes multiple Midwest states. There may be a need to occasionally visit our office Schaumburg, IL for training or meetings. This is an individual contributor role that does not supervise others.

This role can be based in the Chicago area or in a Midwest city located near a major airport.

Job Description 

The Regional Sales Manager - New Business Development is responsible for identifying new business opportunities, managing client relationships and expanding market reach. Providing "hands-on" and immediate business to business sales with OEMs and end customers within a defined territory to achieve pre-established sales objectives and margin targets set by Executive Management.

This individual will meet with customers and prospects in person to identify their needs and close sales deals. The targeted markets are:

• Energy Transformation (HVAC, battery, generators, wind and solar power generation)

• Digital Infrastructure – including Data Centres

• Specialist Vehicles (RV, offshore, tractors – Con/Ag)

• Defense

• Machine Building – including medical devices

• Metal Fabrication  

Their main job duties include traveling within the assigned territory to meet with potential customers, new business development and prospecting, negotiating sales contracts, and informing clients about new products, updates and features.

The Regional Sales Manager - New Business Development will focus on prospecting for new business, and also forecasting and managing customer visits and pipeline opportunities through the Essentra CRM.

Typical Accountabilities

• Identify new business opportunities, manage client relationships and expand market reach.

• Representative administration - daily communications, technical support, and action logs.

• Customer support – present proposals, technical support, samples, quotes and resolve complaints.

• Territory support - trips with representatives for training, support, and direction.

• Responsible for ensuring the assigned territory meets strategic and sales targets set by the region.

• Maximize profitability at the account level.

• Provide the proper level of communication to Commercial Manager through monthly reporting, emails, phone, etc. as required to manage the territory.

• Conduct proper sales analysis to determine strengths and weaknesses within the territory.

• Provide strategic direction and leadership based on sales analysis for the territory.

• Project management duties as required for sampling, quoting and new product development.

• Quote custom parts, tooling, and standard parts within acceptable profit margins.

• Evaluate incoming opportunities and quote for feasibility.

• Field commercial and technical questions posed by customers and internal support functions within the Company.

• 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.

• Participate in potential trade shows that fit the product category. 

• Perform related job duties as assigned.

Qualifications:

·    At least 3 years of outside sales experience is preferred. College degree is a plus but not required.

·    Experience selling industrial components is required, as well as strong experience prospecting for new business.

·    Strong negotiation skills with sales, pricing, contracts, etc. Experience selling to OEM's is required.

·   A sales "hunter" who enjoys prospecting for new business.

·    Excellent interpersonal and organizational skills, and the ability to work well with others.

·    Excellent verbal and written communication skills.

·    Experience using a CRM tool.

·    Must be able to travel up to 50-75% within the region, including overnight trips.

·    Must be outgoing and communicate well through all levels of an organization internally and externally

·    Motivated, persuasive, dedicated.

·    Must be able to handle challenging situations and work in a fast-paced environment.

·    Must be analytical and be able to synthesize complex or diverse information.

·    Ability to identify and resolve problems in a timely manner.

·    Have the ability to manage customer issues in a professional and diplomatic manner.

·    Ability to prioritize and good business acumen with strong attention to detail.

·    Strategic thinking skills.

What We Offer:

The expected base salary range for this position is $85,000-$90,000, plus a quarterly bonus incentive. We also offer a full benefits package and generous paid time off. The actual salary offered for this position will depend on the skills, experience, and overall qualifications of the individual hired for the role.