Job Description:
]Most suitable candidates will come with a proven regional sales management background in the food processing or packaging industry having worked with capital equipment of a technical nature.
Position Requirements (e.g. training, experience, education etc.):
Essential
- High school diploma required. Bachelor’s degree preferred.
- Minimum 5 years of experience in Sales, Marketing, Market Development, Account Management, or similar discipline. Industrial capital sales experience preferred.
- Strong communications, analytical and computer skills are a requirement.
- Successful customer-facing experience in sales (and, ideally, marketing) situations is a requirement.
- Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.
- Ability to write routine reports and correspondence.
- Ability to speak effectively before groups of customers or employees of an organization.
- Ability to calculate figures and amount such as discounts, commissions, and percentages.
- Ability to define problems, collect and perform analysis of data, establish facts, and draw valid conclusions.
- Projects a positive attitude with customers and co-workers.
- Possess perseverance to continue after being rejected.
- Good time management, multitasking and organizational skills.
- Must have a valid driver’s license as minimum 50% travel is required.
Desirable
- Experience within a capital equipment manufacturing organization.
Tasks (Description of main tasks):
- Loma Regional Sales Managers are generally expected to spend their time:
- Actively seeking and developing new opportunities through cold calling, email, trade-shows, trade associations, etc.
- Identifying key accounts in the region and developing action plans to gain Loma exposure and penetration into those businesses.
- Visiting, and otherwise maintaining contact with, customers and prospective customers to ensure accurate understanding of their ‘needs’ and ‘wants’ to preferably standard Loma offerings.
- General account development, managing activities and converting all opportunities to closure.
- Maintaining customer accounts in Loma’s CRM system to accurately show customer status, activity and forecasting; other routine reporting functions as required.
- Additionally, they are expected:
- To become expert in the application and fundamentals of operation of Loma and Lock products, including demonstrating confidence in the use of PC based simulation of those products.
- To execute consultative sales activities to customers with focus on Loma’s added value differentiators of legacy, company, performance, durability, features and options.
- To gather competitive information when available and communicate this to Loma’s management for consolidation and distribution as appropriate; likewise actively seek Loma customer referrals, testimonials and leads for other plants or customers or sales regions.
- To demonstrate proficiency in ‘hands-on’ specification of mechanical systems and instrumentation, including measuring, basic of conveyors including understanding of belt speed relationships, product handling and familiarity with US and metric measurement systems and conversions between them.
- To conduct the necessary reading and research on an ongoing basis to obtain and maintain a working knowledge of the industries and key accounts that Loma sells into, including their current state and critical issues.
- To operate in an independent manner.
- To conduct Loma business professionally, with a well-groomed and articulate presence and with most efficient use of Loma’s resources, both financial and personnel.
- To participate in trade shows as an attendee and/or hosting Loma’s presence, including set-up and tear-down activities.
- To, annually, participate in the planning process to develop realistic and achievable growth goals for the region for Loma products and services; thereafter, to take ownership in delivering those same goals and other agreed objectives – throughout the year remaining cognizant of prospecting, quoting and bookings levels demonstrating proactive response to adverse trends.
- To be proficient in use of a PC in a mobile environment, including excellent work knowledge of Microsoft Word, PowerPoint and Excel as well as leading CRM and Email applications.
- To enthusiastically and pro-actively participate in Loma ‘toolbox’ initiatives and to aggressively apply them, the 80/20 principles in particular, to the region.
- To travel on occasion outside of region to Trade Shows or to Loma’s other facilities, particularly in Carol Stream, IL, for product training, meetings and other purposes as such needs arise.
- To provide a monthly sales report to the Sales Manager.
- In addition to the duties listed above, the position holder must carry out tasks assigned by their supervisor that are essentially related to their duties.
Compensation Information:
100,000
ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.
As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.
All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.
