{"id":1633206,"url":"https://alion.io/job/coldjet-regional-sales-manager","title":"Regional Sales Manager","company":{"id":2746866,"name":"Cold Jet","domain":"coldjet.com","url":"https://alion.io/company/coldjet","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Dayforce","truth_index":{"grade":"C","score":63,"open_postings":13,"ghost_share":0.615,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-10-17T05:46:00Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":null,"work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Des Moines, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":78000,"max_usd":165000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":3797},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"LinkedIn","optional":false},{"name":"Microsoft Office","optional":false}],"status":"live","first_seen_at":"2025-09-22T04:00:00Z","employer_posted_date":"2026-10-01","last_verified_at":"2026-10-17T20:18:19Z","board_verified":true,"closed_at":null,"days_open":390,"trust":{"level":"ghost","repost_count":0,"flags":["stale","company_stale"],"days_open":390},"description":"Position Summary\n\nThe 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.\n\nPosition Responsibilities\n\nSales Process \nExecutes sales process from lead/initial contact through the receipt of the order. \nDiscover –\nResearch prospect’s website to understand their company profile and products\nResearch our CRM to review the account contacts, past leads, notes in history and other opportunities\nResearch the Marketing Asset Portal to find relevant application evaluations, payback calculation reports, and industry toolkits\nResearch LinkedIn to validate your customer contact’s title and responsibilities\nDrive 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\nProbe the customer’s facility design to understand their ability to meet air requirements needed to use Cold Jet products\nAssess for Multi-location Opportunity with the customer\nEducate the customer about how dry ice works and its main benefits\nEducate the customer why Cold Jet is the market leader and communicate our key value propositions\nAnswer the customer’s initial questions\nDiagnose –\nDefine the problem for the customer documenting their current cleaning costs including labor, production downtime, amount of scrap, etc.\nIdentify intangible benefits and any potential hurdles for the customer\nBuild 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.\nDiscuss the customer’s purchasing process including a main point of contact, identifying the key decision makers, and the project timeline\nConfirm 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\nDocument 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.\nDetermine the appropriate Cold Jet system configuration and formally propose the solution to the customer\nDeliver –\nGain 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\nForecast the opportunity at 80% once you have gained the customer’s commitment to buy\nComplete 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\nDeliver recurring revenue from this new customer account by utilizing scheduled preventative maintenance that can create parts and service opportunities\nContinue educating the customer about other Cold Jet solutions including DIMS opportunities, when appropriate\n\nGrow the Business \nParticipate 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\nMaintain 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\nMeet or exceed budgeted sales in assigned territory on a monthly, quarterly, and annual basis\n\nContinuous Learning\nHone knowledge of Cold Jet products and services and their competitors’ products and services\nGather information about the applications for which customers and prospects seek our products and communicate this information back to management and marketing \n\nPosition Requirements\n\nEducation & Experience\nBS in engineering or business discipline or equivalent work experience \n5+ years sales experience, preferably selling capital or industrial goods in a business to business environment\n\n Skill Competencies\nKnowledgeable about the sales process and sales technique\nMust be prepared to spend 50% in overnight travel\nMust be able to drive a pickup truck with a trailer \nBasic to intermediate level skills with MS Office, especially Excel, and CRM applications\nEffective at selling at multiple levels, from the Board of Directors to the machine operator\nStrong business communication skills, from oral presentations to business writing\nKnowledgeable in business economics, value propositions, financial analysis of benefit versus cost.\nAble to work systemically through a sales cycle that can average 3-12+ months\n\nBehavioral Competencies/Personal Traits\nAssertive, persists in driving sales\nTechnical savvy – the ability to discuss our products intelligently on a technical level as well as the ability to set-up and troubleshoot equipment\nGoal Directed – driven to achieve goals set by self and others\nResilient & Adaptive – responds professionally to set-backs and ‘no’s, learns from negative experiences to adapt sales approach \nPlans work well – plans the most efficient method of performing work within his/her territory, plans the sales process well\nPeople Skills/Communication – relates to and works well with diverse personalities and in diverse situation","description_format":"text","description_chars":5864,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":true},"security_clearance":false,"languages":[]},"benefits":["Continuous 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