Regional Sales Manager

GEA Group•Oakdale, CA

7d•$100,000 - $150,000

About The Position

The Regional Sales Manager for Service Sales – Food & Dairy is responsible for promoting and securing sales of spare parts, repairs, field service, upgrades, customized service projects, and service level agreements for GEA’s North America service business. The role develops and implements the service sales strategy for its area, coordinates the customer approach with New Sales counterparts, and works to identify and realize joint opportunities. The position represents GEA professionally and supports customers in improving the efficiency and effectiveness of their operations. The role involves leading service sales activities for the Food & Dairy segment, planning and forecasting sales, managing key customer accounts, identifying up-sell and cross-sell opportunities, and developing sales contacts and proposals with relevant GEA teams. It includes customer visits, presentations and demonstrations, quoting and following up on offers, participating in negotiations, promoting service products and agreements, attending trade shows, and sharing market and competitor feedback. Frequent travel is required, with some international travel potentially necessary. The position requires entrepreneurial sales ability, strong customer and internal relationships, strategic thinking, commercial acumen, effective communication and negotiation, and the ability to adapt to market and competitor developments. A bachelor’s degree, preferably in engineering or business management, is required, though relevant experience with a demonstrated record of success may be accepted in its place.

Requirements

At least 5 years of service sales or capital equipment sales experience.
Working knowledge of the beverage industry and the manufacturing processes and equipment used to make low-acid products.
Experience working remotely and comfort with frequent travel.
In-depth knowledge of service offerings and local market requirements for different customer groups.
Excellent written and verbal communication skills and the ability to work across levels, functions, brands, and cultures.
Ability to implement a strategic service sales plan.
Ability to travel up to 75% of the time; some international travel may be required.
Bachelor’s degree, preferably in an engineering discipline or business management; relevant experience with a demonstrated track record of success may be accepted in lieu.
English-language proficiency.
Experience in service or capital equipment sales, and experience in a service or engineering environment.
Ability to build and maintain relationships and networks with customer decision-makers, influencers, gatekeepers, and buyers.
Ability to earn customer trust, anticipate customer and competitor actions, and develop new or unconventional business.
Strategic thinking, customer focus, entrepreneurial drive, and strong commercial acumen.
Ability to maintain composure and effective performance under stressful conditions.
Ability to adapt to market trends and competitor developments and to support company strategies and goals.
Strong interpersonal, influencing, persuasion, and negotiation skills with internal and external stakeholders.

Nice To Haves

Knowledge of aseptic processing and powder packaging.
Bachelor’s degree in an engineering discipline or business management is preferred.

Responsibilities

Work with the Director of Service Sales and other business areas to fine-tune and implement the service sales strategy for the assigned area.
Lead service sales activities for the Food & Dairy segment and prioritize initiatives.
Coordinate service sales planning, forecasting, and reporting for the assigned area.
Align with new equipment and project sales teams to ensure a coordinated sales approach.
Identify service sales opportunities and actively manage key customer accounts.
Partner with new equipment sales teams to identify up-sell and cross-sell opportunities, grow revenue, and improve customer experience.
Sell GEA Food & Dairy service offerings in North America, including spare parts, repairs, field service, upgrades, and other service products.
Travel to prospective and existing clients to secure opportunities, orders, and agreements; provide presentations and demonstrations as needed.
Promote small- to medium-scale projects and large plant Service Level Agreements.
Prepare quotes, follow up, and ensure sales are executed in a timely manner.
Participate in negotiating offers, quotations, and contract terms and conditions.
Develop sales contacts, approaches, and proposals in consultation with appropriate GEA teams.
Use and regularly update sales tools.
Participate in trade shows to promote equipment service sales alongside new equipment sales.
Provide equipment and service sales management with market feedback, including competition and trends.
Use available GEA resources, including new equipment salespeople, field service technicians, and product specialists, to generate sales.