Regional Sales Manager

Regional Sales Manager

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.

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 Linked In 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…