Great Lakes Packaging Systems Sales Manager

EAM-Mosca Corporation•Indianapolis, IN

3d•Remote

About The Position

EAM-Mosca Corp, a dynamic innovation-driven market leader in end-of-line packaging automation, is seeking to hire a Packaging Systems Sales Manager for its Great Lakes Sales Territory. EAM-Mosca is recognized as an international leader in its product expertise. The business is privately held and retains a unique, focused, entrepreneurial culture. The organization also enjoys a blue-chip client base of highly successful North American manufacturing companies and has a portfolio of products applicable to a variety of end-use markets. The key to the ongoing success of the business is a system-based sales portfolio featuring standard/custom engineered packaging machinery solutions and a consumable packaging product, complemented by quality technical service and readily available aftermarket parts. The Packaging Systems Manager will be responsible for managing existing business and developing new unestablished accounts within the geographic area of IL/IN/KY/MI/OH. The focus for this position will be new business growth and development. The successful candidate will join a highly successful business, be able to make their mark in a growth territory and enjoy a significant income opportunity.

Requirements

Bachelor’s degree or equivalent experience required. Engineering or business background preferred.
3-5+ years of direct sales experience representing a manufacturer/marketer of industrial automation equipment.
Significant experience effectively managing a complex geographic territory.
Demonstrated success selling utilizing the Challenger Sales Model.
Demonstrated success opening new accounts and diversifying end-use market mix within a geographic sales territory.
Entrepreneurial and self-motivated.
Strong hunter mentality with strategic account discipline.
Aptitude for business development techniques.
Ability to work independently while collaborating cross-functionally.
Comfort selling to a variety of End-Use Vertical Markets. Industry Agnostic.
Demonstrated ability to establish and develop new, profitable business relationships.
Understanding of and experience with a system selling model (Machinery, Consumable, Technical Service, Parts).
Proven ability to manage medium-to-long-term sales cycles.
Outstanding written and oral communication skills.
Strong Presentation skills.
Must reside in the Great Lakes Region.

Nice To Haves

Post graduate education a plus.
Experience selling end of line packaging automation machinery a plus.
Recent formal sales and/or time management training a plus.
Strong mechanical aptitude a plus.
Challenger sales training.
Advanced user experience in Salesforce CRM.
Familiarity with the latest trends and technologies in sales.
Experience in sales with end-of-line packaging equipment and related consumables.

Responsibilities

Develop and execute a strategic territory growth plan focused on expanding market share beyond existing core customers and traditional market segments.
Identify, target, and penetrate new accounts, industries, and applications for end-of-line packaging equipment solutions.
Prospect through cold calling, networking, trade shows, referrals, and industry research.
Generate and qualify new opportunities while maintaining an active pipeline of capital equipment projects.
Expand sales within underserved geographic areas and emerging vertical markets.
Manage and grow relationships with assigned strategic and named accounts within the territory.
Serve as the primary commercial contact for customer stakeholders including operations, engineering, maintenance, procurement, and executive leadership.
Identify opportunities for additional equipment, automation upgrades, service contracts, consumables, and plant expansions.
Coordinate customer visits, business reviews, and long-term account planning.
Partner with North American Vertical Market Sales Leadership, Engineering, Marketing, Product/Project Management and Inside Sales on new business activities and onboarding of new customer relationships.
Understand and apply the product portfolio to new opportunities.
Be the highly visible face/voice of the company within the assigned geographic territory. Represent the company at key industry events and build a network that helps deliver the required growth in the territory.