Regional Sales Manager - Capital Equipment​/Industrial Goods - WI, IO, SD, ND - Remote

Job title: Regional Sales Manager - Capital Equipment/ Industrial Goods - WI, IO, SD, ND - Remote

Pay ranges: $50,000 - $60,000/year + commission

Duration: Full time and Permanent

Travel: Up to 50% overnight travel required; must be able to drive a pickup truck with trailer

Interview Process: May include virtual interviews and sales presentation/discussion

• Competitive Base Salary + Performance-Based Commission
• Medical, Dental, and Vision Insurance
• 401(k) Plan
• Paid Time Off (PTO)

• Bachelor’s Degree in Engineering, Business, or related field (or equivalent experience)
• 5+ years of B2B sales experience (capital equipment or industrial goods preferred)
• Willing and able to travel up to 50% overnight

Client is a global leader in dry ice technology, manufacturing industrial machinery used for precision cleaning, surface preparation, and production efficiency across industries including food & beverage, plastics, silicone manufacturing, and OEM production.

The Regional Sales Manager (RSM) will be responsible to qualify and sell company 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.

• 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 comany 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 company 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 company 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 company 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 company solution including an introduction to their local dry ice supplier, introducing their Customer Service Consultant, scheduling…