This position is home office based in the southwest region of the united statesPreferably texas or oklahomaThis position is responsible for increasing current customer sales volume/revenue within a specified region in addition to performing technical services for these same customer accountsThis position is responsible for both the regional production plants of key/national accounts located within the specified region as well as all other regional manufacturing plants within the specified regionFor the regional plants of key/national accounts this position will working closely with the sales director to accomplish defined activities at those production plants, as defined by the sales directorDevelop and execute a regional sales strategy accompanied by a technical support plan within the region to identify, target and secure new customers resulting in increased salesWill perform related technical tasks, as needed, to support testing at customer sites and resolve technical issues at customer sitesThis position works as a key resource to both internal and external customers for optimal use of our products in the end user production processesKey result areas
Increase viskoteepak’s market share by becoming actively involved in the planning of sales growth by developing account strategies to meet and exceed budget targetsWork with the sales director and product managers to identify targeted prospects for new business.
Continually develop and maintain a pipeline of active customer projects/opportunities within the regional area for all key product linesActively communicates new and closed opportunities to both the respective product line product manager and the sales director to maintain a master list of all opportunitiesParticipates in and proposes prioritization within the opportunity pipeline.
Develop and maintain effective relationships with current customers; identifying and adding new product applications using vt product lines, resulting in increased revenue and volume.
Resolves casing, packaging or processing issues pertaining to viskoteepak products at the end customersWorks closely with both internal and external operational, technical and commercial resources to resolve the product issueWrites technical reports and/or case studies to document the activities performed.
Manage and perform account business administration tasksActivities performed include areas such as accounts receivable and sales order/finished goods inventory levels for customers within viskoteepak guidelinesWork with customers to obtain forecasts for the products supplied and communicate this information to product managers and other functional groups, as needed.
Manage the territory and pricing of products to achieve defined sales revenue and volume targets at acceptable profit margin levels.
Coordinate with both product managers and other necessary resources in support of field trials and customer start-upFor more complex and large-scale qualifications, may also perform a formal project management role covering the qualification to the commercial sales process.
Performs the technical service role in managing the technical service requirement for the assigned customer base and prospective accounts with the technical service managersWorks directly with available internal and external resources to schedule and execute on all technical activities at customer sites.
Prepare, coordinate and conduct customer sales presentations as needed.
Maintains a network of industry technical contacts and equipment/supply vendors to incorporate best practices and initiate / lead in introducing innovative changes to the customer base.
Skill and competencies required
Bachelor’s degree preferred, but not requiredStrong technical skills, preferably with casing, meat science or equipment background.
Previous sales experience, preferably with casing products or packaging within the meat processing industryMust demonstrate effective selling and negotiation skills.
Strong communication skills (verbal and written), including the ability to present comfortably to senior executivesMust also be able to communicate effectively across all levels of a manufacturing operation, primarily including purchasing, operations, and r&d positionsStrong organizational, problem-solving and interpersonal skills.
Value added selling skillsAbility to effectively demonstrate and document total cost of ownership against products utilized by viskoteepak and prospects.
Strong understanding of food casings, film, and shrink bag products utilized within targeted markets for viskoteepak productsMust be able to not only identify and sell the best products to meet the customer’s needs but also be able to technically service the customer’s needs in using the product.
Strong understanding of related packaging equipment utilized in conjunction with viskoteepak products.
Personal computer skills, including email, word, excel, powerpoint, erp and crm softwareMust be able to write and communicate both customer focused documents, communications, presentations and reports in addition to writing technical reports containing and communicating information of a more detailed nature.
Ability to travel to customer locations and/or other industry related locations with up to 80% travel.
The regional business/technical manager has no supervisory responsibilities.
Freedom of act expected to propose to… :
Sales director and product manager…The annual goals and objectives of each vt product line within the respective region and the strategies necessary to achieve these goals
Sales director….ongoing opportunities within the regional area and the activities being coordinated to commercialize the opportunities
Sales director….recommendation and actions necessary to close on opportunities, including recommendations on pricing levels beyond their approval level
Sr technical service manager…Collaborative solution development to bring forth to customers to solve problems and add new sales volume.
Sales director….new product ideas other innovations to enhance current products or develop new products
Sr technical service manager….ongoing technical activities within the sales region, by product line, and the activities being coordinated with the customer to solve problems or commercialize opportunities
Sales director and sr technical service manager….identification and recommendation of ongoing training needs focused in the areas of sales, technical and personal development that will bring value to the company and its customers.
Has the right to decide on:
Development and execution sales strategies and tactics, including a technical service plan, within the regional area to meet the sales and volume goals
New customer and opportunity pipeline development within the regional area
Pricing of products up to pre-approved price levels
Scheduling and prioritization of activities and opportunities covering both sales and technical service activities within the region
Travel and entertainment activities within company policy
Identification and scheduling of training necessary to further develop and enhance the skills needed to perform the regional sales/technical role
Impact on business results
Participates in the creation and implementation of action plans for assigned account base, ensuring adequate stock is on-hand to meet anticipated sales and activities are maintained to continually foster new growth opportunities.
Monitor on a continual basis (monthly) sales dataCommunicates trends and issues pertaining to sales goals with sales director, product manager or other members of the commercial team, as needed
Involvement in business planning/ target setting
Participates in the development of account strategies and goals overall company strategy
Forecast, budget and track account revenues and cost
Develop regional information to include: customer background information, assignment of the viskoteepak account team, determining the business landscape of the account, and developing account metrics to achieve growth objectivesAssist the sales director in developing this same information for national accounts with a presence within the regional area.
Identify, document and execute against defined opportunities within each account.
Provide of viskoteepak existing relationships with specific accounts.
Definition of account structure, relationships, and team alignment
Develop proposals, negotiate terms and conditions, and implement contractual agreements while assuming accountability for delivering strong financial results
Execute an action plan for each account while utilizing the company’s account management plan.
Be an internal account champion, assuring clear and regular communication to viskoteepak stakeholders
Mentor and develop a team in the effective utilization of the account management plan, to include: account planning and management, the selling process, the technical service process, the post-sales implementation process, deal economics, metrics, and sales reporting tools
Utilize crm software systems to document all activities related to end customers using defined processes
Communicates regularly with all levels within viskoteepak and provides updates on related sales and technical activities
Posted 30+ days ago