Regional Sales Manager, Distribution

Greenbridge•Philadelphia, PA

2h•Remote

About The Position

The Regional Sales Manager is responsible for selling Greenbridge products and equipment to current and prospective distribution customers. The primary focus is on partnering with distributors to sell integrated systems to end customers. This role is accountable for achieving volume, revenue, and margin growth targets within an assigned sales territory. Key responsibilities include managing business relationships, identifying new opportunities within existing accounts, and acquiring, penetrating, managing, and retaining customers. Success in this role requires a sales and performance-driven approach with a dedication to achieving team goals.

Requirements

5+ years of selling strapping and equipment to distributors.
Additional packaging sales experience.
Proficient computer skills in Excel, Word, and PowerPoint.
Experience with JDE and Salesforce.com is a plus.

Nice To Haves

Reside in Philadelphia, PA.
Previous distribution experience.
Experience with JDE.
Experience with Salesforce.com.

Responsibilities

Sell Greenbridge products and equipment to current and prospective distribution customers.
Partner with distributors to sell integrated systems to end customers.
Achieve volume, revenue, and margin growth targets in an assigned sales territory.
Manage business relationships with distributors.
Find new opportunities within existing accounts.
Acquire, penetrate, manage, and retain customers.
Develop and execute territory plans, prioritizing opportunities and creating action plans.
Utilize internal and external resources to advance sales.
Take a long-term, strategic view while following the territory plan.
Assess and use appropriate methods to close sales.
Maintain awareness of and contact with all decision-makers and influencers in customer organizations.
Develop account growth plans in partnership with distributors.
Identify and implement key drivers of the sales process.
Position products to meet specific customer needs and target selling strategies to the sales cycle.
Study customer's customers and their influence on customer decision-making.
Understand and strategically plan to overcome barriers to entry.
Take calculated, informed risks to achieve corporate goals.
Develop creative solutions for complex or unique sales opportunities.
Create personal performance benchmarks for self-improvement.
Go beyond expectations to drive projects and initiatives forward.
Effectively manage time and priorities across multiple commitments.
Network effectively within Greenbridge and build strong internal and customer relationships.
Leverage and lead internal resources and suppliers to deliver high-quality results.
Act as a mentor to junior associates and a positive role model.
Lead change and influence others to achieve common objectives.
Analyze and use market trends to develop territory and customer strategies.
Understand market needs and develop solutions to meet them.
Influence customer buying needs through a strong grasp of distributor needs.
Serve as a teacher and subject matter expert in technical areas.
Anticipate customer needs, priorities, and preferences.
Map customer needs to the Greenbridge value proposition.
Reinforce Greenbridge’s value at all stages of the sales cycle.
Support the value proposition with quantifiable data and analysis.
Communicate effectively using video, email, MS PowerPoint, Word, Excel, and other tools.
Present effectively to groups and individuals at all levels.
Develop negotiation strategies and adapt to situations.
Identify key negotiation points in advance and make trades to reach the best outcome.
Follow prescribed processes to implement closed sales opportunities.
Use implementation as a medium to generate further revenue.
Follow up on implementation milestones with customers and stakeholders.
Use CRM and other systems to manage the sales process and develop plans.
Understand how to use internal systems to interface with internal constituents.
Develop reports to support customers.
Understand the value of following a sales process to create a reliable sales pipeline.
Accurately forecast territory-level sales results based on pipeline understanding.