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Regional Sales Manager
Territory: Home office based in and around Chicago, IL Area.
Job Summary
Nippon Sanso Matheson is seeking a Regional Sales Manager to join our team.
Responsible for all day to day management of Outside Sales Representatives andtheir activities related to business growth. The position is also responsiblefor customer service, which includes maintaining current customers as well asdeveloping new customers in conjunction with the individual's sales team.Collaborate with business development, marketing and geographic sales teams toidentify prospects for sales of company's product offerings. Qualify prospectsbased on preliminary assessment of financial viability, technical solutions,and competitive landscape. Collaborate with internal resources to developcapital expenditures and sales budgets. Achieve objectives for sales and grossprofit within assigned geographic area of responsibility. This position reportsto Vice President of Sales.
Essential Function
Maintain high level of personal safety performance and regulatory compliance.
Drive profitable growth of the territory business.
Maintain up-to date Matheson Sales Model System for team.
Manage relationships and profitability at existing accounts.
Manage pricing and contract administration.
Lead contract renewal efforts.
Support collection efforts.
Interface & coordinate external customers with internal functional groupsduring installation, modification, service, and removal phase of projects.
Provide expert input to business development and marketing plans.
Prepare and submit accurate and timely reports.
Effectively manage travel expenses and meet individualized trainingrequirements.
Comply with company policies in safety, quality, general, administrative, etc.
Coordinate and manage communication and support between Customer and NSM.
Report sales activity timely to upper management as required.
Identify cross-selling opportunities and hand-off to other team members.
Support collections process as required.
Value based selling skill set.
Price attainment initiatives.
Travel and frequent overnight stays as required to be successful.
Cultivate customer relationships by developing a deep knowledge of customer'sbusiness and establishing a consultative relationship.
Drive profitable growth of the business by working with the commercial regions,product management and contract administration.
Promote "add-on" offerings from Matheson during the business process.
Lead clear and consistent communication with internal departments relative tocustomer success, opportunity details, development processes and other customerinformation.
Supports customer activities, new business acquisition, contract negotiationsand customer service requirements.
Approves opportunities, contact data and professional sales calls in CRM(SFDC/Dynamics).
Keeps current with industry insights, monitors competition by gathering currentmarketplace data.
Submit complete business packages to contract administration group forprocessing.
Performs other duties as assigned
Complies with all policies and standards
Education
Bachelor's Degree preferred in Business Administration or related field fromfour-year college or university.
Work Experience
7-9 years 10 years of professional sales experience with demonstrated high performance and proficiency or equivalent combination of education and experience.
Managing / supervising employee with a minimum of 3 to 5 years' experience.
Experience in Dry Ice/CO2 products, B2C accounts, protein processing and packaging, and Third Party Logistic Accounts.
Knowledge,Skills and Abilities
Ability tospeak effectively, present information and respond to questions before groupsof customers, clients, managers or employees of organization.
Ability to write routine reports and correspondence.
Ability to respond to common inquiries or complaints from customers, employees,regulatory agencies, or members of the business community.
Ability to effectively present information to officers, management, employees,vendors, customers or public groups.
Ability to apply basic concepts of algebra and geometry such as fractions,percentages, ratios, volume and proportions to practical situations. Ability tocalculate figures and amounts such as discounts, interest and commissions.
Ability to define problems, collect data, establish facts, and draw validconclusions.
Ability to interpret a variety of instructions furnished in written, oral,diagram, or schedule form.
Ability to work in a Matrix environment.
Proficient computer software skills with programs such Microsoft Word, Excel,PowerPoint, and Outlook.
Hands on understanding of industrial gas products, production, distributionapplications, and associated equipment.
Ability to work independently as well as with others.
Ability to concentrate for extended periods of time.
Working knowledge of Six Sigma and lean manufacturing practices.
Training in Safety and Compliance (OSHA, DOT, EPA, and FDA).
Excellent communication and writing skills.
Licenses and Certifications
Valid Driver's License Required
Hazardous Materials Training Preferred
Matheson's Supervisory Training Upon Hiring
Physical Demands/Working Conditions
The physical demands described here are representative of those that must bemet by an employee to successfully perform the essential functions of this job.Reasonable accommodations may be made to enable individuals with disabilitiesto perform the essential functions.
• The employee is regularlyrequired to talk or hear (e.g. phone calls).
• The employee frequently isrequired to sit (e.g. computer work, driving) and use hands to finger, handle,or feel (e.g. computer work).
• The employee is occasionallyrequired to stand; walk; reach with hands and arms; climb or balance; andstoop, kneel, crouch, or crawl (e.g. on customer or Matheson sites).
• The employee must frequentlylift and/or move up to 10 pounds (e.g. office supplies) and occasionally liftand/or move up to 100 pounds (e.g. equipment).
• Specific vision abilitiesrequired by this job include close vision, distance vision, color vision,peripheral vision, depth perception, and ability to adjust focus (e.g. computerwork and driving).
The work environment characteristics described here are representative of thosean employee encounters while performing the essential functions of this job.Reasonable accommodations may be made to enable individuals with disabilitiesto perform the essential functions.
• The employee is occasionallyexposed to fumes or airborne particles, toxic or caustic chemicals, outsideweather conditions, and risk of electrical shock (e.g. at customerlocations).
• The noise level in the workenvironment is usually moderate.
Travel RequirementOvernightweekly travel - 30-50%
Nippon Sanso Matheson is an Equal Opportunity Employer that complies with the laws and regulations set forth under EEOC. Qualified applicants will receive consideration for employment without regard to their race, color, Religion, national origin, sex, protected veteran status, or disability EOE AA M/F/VET/Disability