Territory Sales Manager

Industry: Food & Beverages

Location: CA

Job#: 105362


Senior Regional Sales Manager (Central to Northern California)


General Description of Position:

The Regional Sales Manager is responsible for the sale of the organization's products in the specified region of the Central to Northern California. This position sells the Company's products and services using technical, organizational, and customer knowledge to influence customers and assist them in applying the products/services to their needs resulting in revenue generation.  In addition, he/she provides input and participates in the marketing, market planning and technical development of products and services.  The Regional Sales Manager will report to the Sales Director and will work out of a home located in the territory.  Travel required in the range of 60-75%.


Position Requirements and Specifications:

  • Bachelor’s degree in Engineering, Business, Marketing or other related fields
  • A minimum of 5 years’ experience in a sales role in a business-to-business sales environment
  • A strong track record of meeting/exceeding sales revenue projections in capital equipment sales; experience in driving revenue in technical products/instruments strongly preferred
  • Experience in cross-selling and Value Based Selling (benefits and profit enhancement proposition) rather than selling price alone preferred
  • Computer skills for proposals and presentations including Microsoft Office suite applications such as PowerPoint and Excel required


Major Position Accountabilities:

  • Sell instrumentation to food producing, food processing and agricultural accounts, defined by Market Segments
  • Responsible for overall sales performance in territory that is met in manner that maximizes customer satisfaction and is within sales budget for that region
  • Create sales strategies for each account including Key Accounts and national Accounts
  • Create and manage territory plan including measurable goals, dollars by product line, and timetable for actions
  • Maintain accurate records with respect to prospects, pre-implementation planning/proposal preparation, sales calls, quotations, pricing, etc., using CRM system
  • Effective communication with the Regional Sales Director, Market Segment Managers and other persons in the company
  • Complete a minimum of 8 sales calls per week
  • Provide input to marketing/sales with respect to competition and competitive pricing including products, applications, new product development etc.
  • Participate in trade shows
  • Travel as necessary to cover the territory.


Critical Success Factors:

  • Excellent sales skills
  • Action oriented with a proven ability to achieve results
  • Strong customer focus with ability to effectively interact with current and prospective customers to close sales or provide customer care
  • High degree of integrity and professionalism
  • Ability to work with a variety of personalities and styles
  • Strong relationship building skills both internally and externally
  • Experience as a self-starter and multi-tasker, self-motivated, with a capacity to perform in a fast-paced environment
  • Effective written and verbal communication skills, including presentation skills

Additional Information