Regional Sales Manager

Kinperium-Hiniker LLC•Detroit, MI

About The Position

Hiniker Company is a Minnesota based manufacturer. With roots in the agricultural equipment industry going back to 1970 and continuing today, we know how to build tough, productive, reliable equipment. Hiniker is known for sturdy cultivators, efficient shredders, and niche equipment such as the cover crop seeder and NH3 monitors. In 1995, Hiniker branched into designing and manufacturing snow removal equipment, which is a trusted tool for many. Hiniker snow and ice equipment is built to enable the operator to work as efficiently as possible. We do this with innovative and purpose-built designs like the Hiniker C-Plow and the Hiniker Scoop Plow. We also manufacture a line of spreaders and skid steer plows. In 2024, we expanded our offerings with the acquisition of Daniels Plows, further strengthening our commitment to high-quality snow removal solutions. We are currently seeking a Regional Sales Manager with strong experience in heavy manufacturing environments. This position is ideally located within the Upper Mid-West area. The Regional Sales Manager will cultivate, build, and maintain trusting business relationships with prospects and current customers by providing them with feature, function, application and performance information about Hiniker’s products and services while understanding their needs and objectives, and being their advocate within Hiniker. The Regional Sales Manager is expected to identify sales opportunities with potential and current customers, generate “requests for quotation” emanating from those opportunities and convert them into orders. The Regional Sales Manager will work closely with others within Hiniker to ensure that customer orders are scheduled and fulfilled as promised, and information and quotation requests are addressed quickly, completely, and accurately.

Requirements

Consistently displays high level of energy, self-motivation, enthusiasm, and goal/success orientation.
Adept at building trusted and credible relationships with customers and within the company.
Relies on facts and data to confidently achieve solutions and goals as well as handling objections and conflict while avoiding emotional displays.
Clear, concise, verbal and written communication skills.
Strong interpersonal, organizational, and time management skills.
Able to efficiently manage multiple priorities effectively.
A natural inquisitiveness toward discovering root causes of issues and a determination to equitably resolve those issues.
Some formal training in negotiation concepts.
Some formal training in making/giving presentations.
Proficient in conducting internet research and database mining.
Proficient in Word, Excel, PowerPoint, Outlook and various email platforms.
Willingness to travel within assigned territory, approximately 90% of time.
Associate’s degree in business or relevant experience is required.
Bachelor’s degree in business or equivalent preferred.
3+ years as a successful field sales representative in a B2B or B2C sales role selling industrial products to dealers, distributors, OEMs, and/or major retailers.

Nice To Haves

Bachelor’s degree in business or equivalent preferred.

Responsibilities

Identifies and develops prospective customers and constantly nurtures relationships with existing customers.
Engages with customers and prospects to learn, understand, document, update, and communicate their product and service requirements back to Hiniker.
Promotes products and services to prospects and customers via traveling to customer locations, phone, email, presentations, industry trade conventions, and other methods/venues as required.
Maintains a strong working knowledge of Hiniker’s products and services.
Maintains a working knowledge of competitors’ products and services.
Develops comprehensive sales objectives for his/her assigned territory predicated upon capturing new customers and increasing share with existing customers.
Regularly tracks actual sales vs. sales objectives. Makes tactical modifications as required to stay on plan.
Analyzes customers’ sales order histories to identify opportunities and erosion.
Logs/maintains key activities, plans, opportunities, customer information and forecasts in Hiniker’s CRM application.
Obtains competitors’ pricing, product information, and share of purchasing spend for each prospect and customer.
Responds in a timely manner to quotation, service, and information requests from prospects and customers.
Handles requests and complaints from assigned customers and assumes leadership to resolve their needs, issues, etc.
Ensures the best possible customer experience through personal efforts in communication, responsiveness, and service as well as coordinating efforts across other departments.
Provides information internally, as required, to set up new customer records, credit applications, tax exemptions, etc.