Regional Sales Manager/Account Executive - Northeast

Regional Sales Manager/Account Executive - End of Line Packaging Automation – Northeast
Location: Remote, Flexible. Possibilities include: Connecticut Area

EAM-Mosca Corp, a dynamic innovation driven market leader in the area of end of line packaging automation is seeking to hire a Regional Sales Manager for its Mid-Atlantic Sales Territory. The individual in this role will be responsible for managing existing business and developing new unestablished accounts within the above-mentioned geographic area. The focus for this position will be new business growth and development. The person that secures this role will join a highly successful business, be able to make their mark in a growth territory and enjoy a significant income opportunity.
The company is recognized as an international leader in its area of product expertise. Importantly, the business is privately held and retains a unique, focused, entrepreneurial culture. The organization also enjoys a blue-chip client base of highly successful North American manufacturing companies and has a portfolio of products applicable to a variety of end use markets. The key to the ongoing success of the business is a system-based sales portfolio featuring standard/custom engineered packaging machinery solutions and a consumable packaging product; complimented by quality technical service and readily available aftermarket parts.
Primary Responsibilities:

• Meet/exceed specific growth and new client goals in the assigned territory.
• Maintain and build business growth with current account base, while growing the territory outside of legacy markets.
• Understand and effectively communicate company value proposition to prospects and all other centers of influence.
• Manage geographic territory effectively. Submit all reports timely and accurately. 100% commitment to utilization of company CRM (Salesforce).
• Partner with North American Vertical Market Sales Leadership, Engineering, Marketing Product/Project management and Inside Sales on new business activities and on-boarding of new customers relationships.
• Understand and apply the product portfolio to new opportunities.
• Understand and utilize pricing model to maximize profitability.
• Work effectively with Technical Service team to deliver maximum customer satisfaction and repeat sales opportunities.
• Be the highly visible face/voice of the company within the assigned geographic territory. Represent the company at key industry events and build a network that helps deliver the required growth in the territory.

Education & Experience:

• Bachelor’s degree or equivalent experience required. Engineering or business background desirable. Additional post graduate education a plus.
• 3-5+ years of direct sales experience representing a manufacturer/marketer of industrial automation equipment. Experience selling end of line packaging automation machinery a plus.
• Significant experience effectively managing a complex geographic territory.
• Demonstrated success selling using a Total Cost of Ownership (TCO) sales model.
• Demonstrated success opening new accounts and diversifying end-use market mix within a geographic sales territory.
• Recent formal sales and/or time management training a plus.

Skills and Knowledge:

• Comfort selling to a variety of End-Use Vertical Markets. Industry Agnostic.
• Demonstrated ability to establish and develop new profitable business relationships.
• A balanced portfolio of Sales Skills: Strong New Business/Account Opening Skills (a Hunter) balanced with Superior Account Management Skills.
• Have a consultative selling style that can effectively turn the tables on the false value propositions in complex manufacturing environments.
• Understanding of and experience with a system selling model (Machinery, Consumable, Technical Service, Parts)
• Proven ability to manage medium to long term sales cycles
• Outstanding written and oral communication skills
• Strong Presentation skills
• Strong mechanical aptitude a plus.

Preferences:

• Advanced user experience in Salesforce CRM
• Familiarity with the latest trends and technologies in sales
• Experience in sales with end-of-line packaging equipment and related consumables

Reports to: Americas Region Sales Organization
Location: Remote – Home Office in areas listed above.
Americas Region Headquarters: Northeastern PA
Job Type: Individual Contributor, Full-Time
Compensation: Salary plus commission and incentives. Uncapped commission/incentive system.
Travel Required: 30% overnight travel with some travel to remote locations.
Relocation: Not Available.

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