Description:
The purpose of the Regional Sales Manager is to sell Greenbridge products and equipment to current and prospective distribution customers, with a focus of partnering with distributors to sell integrated systems to end customers. The role is accountable for achieving volume, revenue, and margin growth targets in an assigned sales territory, as well as managing business relationships and finding new opportunities within existing accounts. The role focuses on acquiring, penetrating, managing and retaining customers. Being sales and performance driven with dedication to achieving team goals will be critical to success of the overall business.

ACCOUNT PLANNING AND CUSTOMER KNOWLEDGE

• Fully aware of and in contact with all decision makers and influencers in customer organization; devises specific strategies to address each decision maker and influencer.
• Partners with distributors to develops account growth plans.
• Identifies and implements key drivers of the sales process.
• Positions products to meet specific customer needs; targets selling strategies to the state in the sales cycle.
• Studies customer’s customers and their influence on customer decision making.
• Understands and strategically plans to overcome different barriers to entry.

MARKET KNOWLEDGE

• Analyzes and uses market trends to develop territory and customers strategies and plans.
• Realizes where the market is headed and what Greenbridge should do to be better positioned to capitalize on coming opportunities.
• Valued resource that provides high return for organization; recognized as a subject matter expert for market knowledge.
• Understands market needs and develops solutions to meet them.

TECHNICAL KNOWLEDGE

• Has solid understanding of strapping and equipment specifications and the products and equipment perform in various production environments and with other providers’ equipment.
• Influences customer buying needs through a strong grasp of the distributors’ needs in order to meet their customer’s needs.
• Leads Greenbridge in technical expertise; serves as a teacher and subject matter expert.
• Known within Greenbridge to have strong customer insight; helps others to understand customer processes and needs; provides product seminars to share knowledge.
• Anticipates a variety of customer needs, priorities, and preferences; brings opportunities to the distributor that they were previously unaware of.
• Understands where stakeholder needs are compatible or conflicting; develops a plan to address.

VALUE PROPOSITION

• Has the ability to map customer needs to the various aspects of the Greenbridge value proposition.
• Anticipates customer needs before customer expresses them.
• Reinforces Greenbridge’s value at all stages of the sales cycle.
• Uses and synthesizes available information to bring value to the customer. Customer’s sales organization treats Greenbridge’s operations as an extension of themselves.
• Supports value proposition with quantifiable data and analysis; proves and monetizes benefits related to the customers’ total cost of ownership.

EDUCATION

• Bachelor of Science preferred.

EXPERIENCE

• 5+ years of selling strapping and equipment to distributors with additional packaging sales experience.

KNOWLEDGE AND SKILLS

• Proficient computer skills in Excel, Word, and PowerPoint are required. Experience with JDE and Salesforce.com is a plus.

Please refer the Job description for details