Regional Sales Manager - Great Lakes Region

Job Title

Manages OEMs, key house accounts, end user accounts and distribution within the assigned territory, with primary responsibility for developing business within the aggregates industry, including crushed stone, sand, gravel, limestone, and related processing operations. Supports additional opportunities within steel, mining, and other industrial markets where appropriate. Independently identifies, develops and closes new business opportunities while managing major projects and systems.

Develops and executes territory growth strategies focused primarily on aggregate producers, processing plants, quarries, and related OEMs while pursuing selected opportunities within steel, industrial, mining, and other bulk material handling applications.

• Identifies and develops business opportunities through engagement with end users, OEMs, and distributors.
• Communicates complete and accurate application details to internal personnel for quotation development and processing.
• Develops sales strategies for key and target accounts and compiles the information required to prepare effective proposals, including customer financial and safety benefits, new applications for existing products, and documented product performance.
• Works with customer engineering and technical personnel to obtain product specifications for new equipment and capital projects.
• Collaborates with the proposal team to communicate customer requirements and proactively guide specifications toward standardized solutions where appropriate.
• Prepares timely sales reports, forecasts, opportunity updates, and internal communications.
• Develops and delivers sales presentations focused on customer value.
• Coordinates customer visits by and with technical personnel and senior management, as appropriate, and facilitates customer visits to facilities and in-house product or installation demonstrations.
• Serves as the liaison between the customer and the project team, clearly communicating customer needs and expectations while addressing constraints within engineering and manufacturing processes.
• Maintains current knowledge of new products, specifications, industry trends, and competitor strengths and weaknesses, and shares relevant information with colleagues.
• Provides input and assistance to functional areas, including quality, service, and safety, to improve processes and customer satisfaction.
• Manages business expenses responsibly and completes all required reports accurately and on time.
• Complies with all safety requirements at all times, regardless of work location, as well as all customer site-specific safety rules.
• May manage customer consigned inventory, as assigned.
• Collaborates with engineering and manufacturing to adapt existing products to evolving market and application needs.
• Works with management, engineering, and manufacturing to recommend future research and development initiatives that address emerging needs within assigned market segments.

Bachelor's degree preferred in a technical or business-related field, or an equivalent combination of technical and commercial experience of 5+ years. Five or more years of sales experience, with comprehensive knowledge of relevant products, customer requirements, and the competitive market. High degree of relationship building skills. Ability to modify communication and presentation style in order to relate to a variety of people and personalities;

requires excellent verbal and written communication skills. Self-motivated, results-oriented, and able to work independently. Proficient in Microsoft Office applications, including Word, Excel, PowerPoint to include strong presentation skills. Must possess a valid driver's license and maintain a satisfactory driving record. Demonstrated sales aptitude and a working knowledge of material handling processes, systems, and equipment, preferably within the aggregates industry - crushed stone, sand, gravel, limestone, etc.

Strategic thinker with the ability to understand product differentiation in the markets served and apply value-based selling techniques. Ability and willingness to travel up to 75% of the time.