Regional Sales Manager

Position Summary

The Regional Sales Manager (RSM) will be responsible to qualify and sell Cold Jet machines and service solutions to existing customers while also prospecting and developing new opportunities in a wide variety of industrial and service industry applications.  This position reports to the respective Sales Vice President/ Regional Sales Director for the region in which the RSM supports.

Position Responsibilities

Sales Process 

Executes sales process from lead/initial contact through the receipt of the order. 

Discover –

Research prospect’s website to understand their company profile and products

Research our CRM to review the account contacts, past leads, notes in history and other opportunities

Research the Marketing Asset Portal to find relevant application evaluations, payback calculation reports, and industry toolkits

Research LinkedIn to validate your customer contact’s title and responsibilities

Drive an initial conversation, discussing the opportunity and qualifying the lead with an in-depth understanding of the current cleaning method, customer’s pain points, and other solutions the customer may be evaluating

Probe the customer’s facility design to understand their ability to meet air requirements needed to use Cold Jet products

Assess for Multi-location Opportunity with the customer

Educate the customer about how dry ice works and its main benefits

Educate the customer why Cold Jet is the market leader and communicate our key value propositions

Answer the customer’s initial questions

Diagnose –

Define the problem for the customer documenting their current cleaning costs including labor, production downtime, amount of scrap, etc.

Identify intangible benefits and any potential hurdles for the customer

Build a value hypothesis for the customer by defining measurable for the customer with cost savings, return on their investment analysis, meeting lean manufacturing goals, ESG goals, etc.

Discuss the customer’s purchasing process including a main point of contact, identifying the key decision makers, and the project timeline

Confirm the customer’s hypothesis by using sales tools, completing a customer visit in-person or virtually, complete the application evaluation and discuss the possible need for a Performance Evaluation Program

Document the value of the Cold Jet solution using the Application Evaluation tool, the payback calculator, feedback from the operators, and restate the supporting initiatives such as quality improvements, increased production time, decrease of manual labor, safety enhancements, lean manufacturing goals, ESG goals, etc.

Determine the appropriate Cold Jet system configuration and formally propose the solution to the customer

Deliver –

Gain the customer’s commitment to buy using negotiation skills, discussing terms of the purchase and finalizing the necessary paperwork including the Customer Information Form, purchase order requirements, shipping instructions and expectations, and clarifying their tax exempt status

Forecast the opportunity at 80% once you have gained the customer’s commitment to buy

Complete installation of the Cold Jet solution including an introduction to their local dry ice supplier, introducing their Customer Service Consultant, scheduling delivery and training, reviewing the applicable information of Cold Jet CONNECT

Deliver recurring revenue from this new customer account by utilizing scheduled preventative maintenance that can create parts and service opportunities

Continue educating the customer about other Cold Jet solutions including DIMS opportunities, when appropriate

Grow the Business 

Participate as a team member in the development of Cold Jet’s Sales and Marketing infrastructure and such other activities as required and assigned to help the company overall

Maintain sales data in CRM system, both as a selling tool and as a means of gathering information used by sales management and marketing team members to strategically grow the business

Meet or exceed budgeted sales in assigned territory on a monthly, quarterly, and annual basis

Continuous Learning

Hone knowledge of Cold Jet products and services and their competitors’ products and services

Gather information about the applications for which customers and prospects seek our products and communicate this information back to management and marketing   

Position Requirements

Education & Experience

BS in engineering or business discipline or equivalent work experience 

5+ years sales experience, preferably selling capital or industrial goods in a business to business environment

 Skill Competencies

Knowledgeable about the sales process and sales technique

Must be prepared to spend 50% in overnight travel

Must be able to drive a pickup truck with a trailer

Basic to intermediate level skills with MS Office, especially Excel, and CRM applications

Effective at selling at multiple levels, from the Board of Directors to the machine operator

Strong business communication skills, from oral presentations to business writing

Knowledgeable in business economics, value propositions, financial analysis of benefit versus cost.

Able to work systemically through a sales cycle that can average 3-12+ months

Behavioral Competencies/Personal Traits

Assertive, persists in driving sales

Technical savvy – the ability to discuss our products intelligently on a technical level as well as the ability to set-up and troubleshoot equipment

Goal Directed – driven to achieve goals set by self and others

Resilient & Adaptive – responds professionally to set-backs and ‘no’s, learns from negative experiences to adapt sales approach

Plans work well – plans the most efficient method of performing work within his/her territory, plans the sales process well

People Skills/Communication – relates to and works well with diverse personalities and in diverse situation