Manroland Sheetfed USA is a subsidiary of Manroland Sheetfed GmbH, a leading global producer of sheetfed offset printing presses and related technologies for commercial, packaging, and publishing applications. Founded in 1871 on the finest traditions of German engineering excellence, the company is a global watchword for quality, precision, and supreme reliability.
In this assignment, the Regional Sales Manager will be supported by a team-oriented sales approach with responsibility for the following company objectives:
Region: Northeast Territory, USA
Sales:
Engage in the sale of manroland Sheetfed printing presses to medium and large commercial and packaging printing organizations. A minimum of three to five years of sales experience in capital equipment for the printing and packaging environment is highly preferred but not essential for the right candidate.
- Satisfy needs identified for each buying influence.
- Make a compelling selling proposition to the ultimate decision-maker.
- Manage time effectively to assure regular and frequent contact with sales prospects.
- Knowledge proficiency in manroland and competitive Sheetfed technologies enabling effective sales activities (product training will be provided).
- Exhibit decisiveness in the management of the sales territory and possess customer relationships to provide consistent and effective contact with sales opportunities.
- Supply customers with timely product information, proposals, and price proposals in order to satisfy sales expectations.
- Meet sales goals relative to assigned markets or marketplace – exercise judgment in how to achieve sales goals.
- Work closely with manroland Sheetfed technical staff to coordinate the expansion of sales to the existing client base and maintain high customer satisfaction.
- Perform special projects as assigned.
- Conduct standard presentations to introduce all manroland Sheetfed products and services to prospects and clients.
- Maintain and tailor corporate presentations to accommodate varied accounts and market segments.
- Provide feedback regarding territory activity to management
- Maintain account information, calendar events, and sales opportunities in the company CRM system.
Marketing/Prospecting:
The incumbent is responsible for promoting ongoing awareness of manroland Sheetfed products and services and initiating efforts to build solid relationships with external sources and affiliate organizations.
- Formulate campaigns for identified targets for assigned regions.
- Identify sales prospects in the target market through industry reading and other information sources.
- Identify the various buying influences within each targeted source
- Maintain regular and frequent contact with buying influences.
- Decide whom to call on and how often in order to provide consistent and effective contact with sales prospects.
- Attend industry trade shows as manroland Sheetfed representative, meet with prospects and clients.
- Provide ongoing services, sales information, and other customer support assistance to maintain positive customer relations.
Internal Communications:
The incumbent will be required to keep all levels of manroland Sheetfed staff informed of sales activity with existing and potential clients. Communication is through team meetings, monthly reports, and informal discussions on a regular basis.
- Ensure Management is updated on sales activity on a regular basis.
- Provide input and creativity to the sales plan, utilizing insights gained through continuous contact with industry representatives (sales contacts, client contact, affiliates).
- Keep management informed on regional activity by submitting comprehensive monthly reports, which may include: sales successes, failures, competitive activity, performance vs. goal, impending sales successes, obstacles to success, customer complaints, next month’s revenue goal, number of sales calls, etc.
- Utilize contact management software for daily, weekly, and monthly reporting.
- Maintain accurate and up-to-date customer profiles, records, and files in the company CRM system.
- Update research/client management staff on client expansion activities.
- Track and report travel and entertainment expenses.
Required Skills/Experience
- Sales Excellence. Proven track record of meeting and exceeding aggressive sales goals. Exceptional ability to build and leverage relationships up, down, and across customer organizations to deliver value. Strong technical understanding of graphic arts media and equipment, particularly in sheetfed litho offset. We will consider people within the industry with minimal sales experience and train accordingly.
- Technical Knowledge. "Advanced" competency level on workflow and press equipment, consumables, and offset print. Should have strong analytical skills
- Business Knowledge/Intelligence. A thorough understanding of the roles, relationships, and systems among Marketing, Sales, and Operations, and the desire to improve processes to the advantage of customers and the organization. Knowledgeable about how organizations function; knows how to get things done both through formal channels and the informal network. Demonstrates intellectual horsepower in dealing with complex challenges. Learns quickly and on the fly and grasps the essence of the underlying organizational structure.
- Energy & Enthusiasm. Hardworking, persistent, and full of energy for the things that he/she sees as challenges. Believes in the philosophy that “today is too late” while at the same time operating from a strong set of core values and principles.
- Communication. Demonstrates exceptional skill in verbal and written communications. Prepares written material that follows generally accepted rules of style and form, is appropriate in tone, and accomplishes the intended purpose. Expresses information, in writing and orally, in a succinct and organized manner that is appropriate for the intended audience; effectively listens to others and clarifies information as needed.
- Interpersonal/Relationship Building Skills. Experience working closely with all levels and areas of the organization internally and externally. Demonstrates ability to build and maintain positive and productive working relationships across a broad range of people and groups. Takes initiative in gathering information that relates to current organizational projects and incorporates this knowledge and information to ensure projects meet organizational goals.
- Resource Management. Understands the importance of teamwork in achieving organizational goals and builds strong organizational alliances. Demonstrated ability to manage and optimize the resources available within the territory. This includes Regional Sales Managers, Mechanical and Electrical Master, Senior and Junior Service Technicians and Application Specialists, Sales Specialists, and the Parts organization of Manroland Sheetfed USA.
- Resourcefulness and Flexibility. Open to change and new information; adapts behavior and work methods in response to new information, changing conditions, or unexpected obstacles; adjusts rapidly to new situations warranting attention and resolution; willing to champion new ideas and methods, despite opposition, when the organizational benefits outweigh the costs.
- Judgment and Decision-Making. Makes sound, well-informed, and objective decisions; perceives the impact and implications of these decisions; commits to action, even in uncertain situations, that supports accomplishment of organizational goals. Balances customer demands with sound business management. Can effectively match resources to the job and execute to meet business needs.
- Results Focused. Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers in the organization; very bottom-line oriented and strategically focused; steadfastly pushes self and others for results.
- Learning Orientation. Demonstrates a willingness to learn. Accepts feedback and responds appropriately. Is willing to try new approaches. Seeks out opportunities to learn and develop new skills.
Other requirements of the position:
- Domestic travel as necessary – 60%
- Management of business expenses in an ethical manner.
- Highly motivated individual with 3 to 5 years of account management and sales within the graphics arts industry preferred but not essential.
- English language - Advanced
- Spanish language - Asset but not a requirement.
- Accredited degree or commensurate experience.
Employment Sponsorship Notification
Any candidate/applicant requiring sponsorship now or in the future for employment Visa status will not be considered for this position.
Manroland Inc. is an Equal Opportunity Employer. This company does not and will not discriminate in employment and personnel practices on the basis of race, sex, age, handicap, religion or national origin, or any other basis prohibited by applicable law. Hiring, transferring, and promotion practices are performed without regard to the above-listed items.
Job Type: Full-time
Pay: $75,000.00 - $85,000.00 per year
Benefits:
- 401(k)
- Cell phone reimbursement
- Dental insurance
- Health insurance
- Paid time off
- Travel reimbursement
- Vision insurance
Compensation package:
Schedule:
Travel requirement:
Work Location: Remote