Territory Sales Manager - Columbia/Okura

Summary: Reporting to Director of Sales, this position will be part of the Columbia/Okura Sales Team and requires close coordination with sales, engineering, and marketing teams to increase sales volumes, maintain customer relationships, and develop new sales channels to increase market share in the assigned territory.

Essential Duties and Responsibilities:
Leads sales activities within Assigned Sales Territory
• Develops target market sales strategy by identifying short-term and long-range sales forecasts for the assigned territory
• Tracks lost order reporting and analyzes root cause to develop competitive advantage
• Supports the sales proposal preparation process and reviews Customer Specifications
• Develops professional presentations targeted at the specific needs of each Customer
• Identifies, implements and provides training to new channel partners to increase visibility to Columbia/Okura products and solutions and increase territory market share
• Travel up to 75%
Services existing customer relationships and accounts
• Serves as the Ultimate Customer Advocate by ensuring that unresolved issues are visible and resolved in a timely manner
• Maintains and expands our relationship with all accounts and channel partners in the assigned territory
• Performs regular follow up communication regarding our performance on existing systems and the potential for new projects
• Conducts ongoing training and product updates to maintain channel partners technical proficiency
Develops new customer relationships and accounts
• Creates and conducts customized technical sales presentations, trainings, and proposals based on information supplied by sales representatives and gathered from existing and potential customers
• Researches new sales opportunities by becoming familiar with potential new customer and industry niche needs
• Manages sales channel productivity by driving niche customer solutions and implementing programs to expand the sales pipeline
Recommends changes in products & services
• Evaluates project results, customer feedback and competitive developments from the field and communicates research and development opportunities to the engineering team
• Consults with engineering, manufacturing, sales, marketing, and service teams on new product developments and provides technical support with new product introductions
• Provides expertise on systems concepts to provide the most comprehensive solution available
• Maintains a good rapport with Columbia/Okura departments while asking the difficult questions necessary to ensure that solutions are comprehensive and efficientUtilizes Sugar CRM to manage customer relationships
• Maintains accurate and up to date customer data and opportunities; actively collects and adds market information to the CRM system.
Supports internal and external customer service
• Understands and documents internal and external customer needs and expectations
• Communicates to appropriate team(s) when an expectation will not be met
Contributes to continuous improvement effort
• Identifies process improvements, makes constructive suggestions for change, and collaborates on implementation
• Documents processes and procedures, eliminates non-value added activities, and participates in cross functional CI teams
Maintains professional and technical knowledge
• Establishes personal networks, participates in professional societies, attends professional workshops and reviews publications
• Stays current with developments in Palletizing, Stretch Wrapping, Case Conveying, Pallet Conveying, Labeling and any other technology related to the Case Palletizing Business
Contributes to team effort
• Willing to attempt new assignments or fill in for others as needed; accomplishes other duties as assigned
Constant (over 66%) -None
Frequent (33% - 66%)
• Independence of Action
(Decisions have significant, broad implications for the management and operations of a division. Job contributes to decisions on the overall strategy and direction of the company.)
• Decision Making
(Decisions have significant, broad implications for the management and operations of a division. Job contributes to decisions on the overall strategy and direction of the company.)
• Problem Solving
(Problems are highly varied, complex and often non-recurring; require novel and creative approaches to resolution. New concepts and approaches may have to be developed.)
Occasional (10%-33%) -None
Seldom (1-10%)
Supervisory Responsibilities - None

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Knowledge:
Software
• Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
• (CRM) Customer Relationship Management Software - SugarCRM preferred
• Intimate familiarity with packaging equipment, preferably end-of-line packaging

Skills:
• Analytical
• Organizational, interpersonal communication and problem-solving
• Excellent organizational, interpersonal communication, and problem-solving skills
• Project/Process Management
• Computer/Technical
• Clerical/Secretarial
Abilities:
• Strong technical aptitude; has the ability to deal with abstract and concrete variables with a high attention to detail

Education/Experience:
• Bachelor Degree in Engineering or related field experience is preferred
• Five years' experience in Palletizing Systems, preferably in an Engineering, Sales or Customer Service role.
• Experience with a variety of the industry's concepts, practices, and procedures

Physical Demands (The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions):

Constant (over 66%)
Hearing, Listening
Frequent (33%-66%)
Talking, Sitting
Occasional (10%-33%)
Standing, Walking
Seldom (1-10%) -None
Specific vision abilities required for this job include close vision, depth perception, and the ability to adjust focus.

Work Environment (The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions).
• Office environment: Employees are protected from weather conditions or contaminants, but not necessarily occasional temperature changes.
• Travel: Up to 75%

Required Personal Protection Equipment (PPE's): Safety glasses, hearing protection as required. Other PPE as required by specific operation performed.

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Knowledge:
Software
• Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
• (CRM) Customer Relationship Management Software - SugarCRM preferred
• Intimate familiarity with packaging equipment, preferably end-of-line packaging

Skills:
• Analytical
• Organizational, interpersonal communication and problem-solving
• Excellent organizational, interpersonal communication, and problem-solving skills
• Project/Process Management
• Computer/Technical
• Clerical/Secretarial
Abilities:
• Strong technical aptitude; has the ability to deal with abstract and concrete variables with a high attention to detail

Education/Experience:
• Bachelor Degree in Engineering or related field experience is preferred
• Five years' experience in Palletizing Systems, preferably in an Engineering, Sales or Customer Service role.
• Experience with a variety of the industry's concepts, practices, and procedures