Territory Sales Manager - Columbia/Okura

Columbia Machine World Headquarters•Vancouver, WA

About The Position

Reporting to Director of Sales, this position will be part of the Columbia/Okura Sales Team and requires close coordination with sales, engineering, and marketing teams to increase sales volumes, maintain customer relationships, and develop new sales channels to increase market share in the assigned territory.

Requirements

Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
(CRM) Customer Relationship Management Software - SugarCRM preferred
Intimate familiarity with packaging equipment, preferably end-of-line packaging
Analytical
Organizational, interpersonal communication and problem-solving
Excellent organizational, interpersonal communication, and problem-solving skills
Project/Process Management
Computer/Technical
Clerical/Secretarial
Strong technical aptitude; has the ability to deal with abstract and concrete variables with a high attention to detail
Bachelor Degree in Engineering or related field experience is preferred
Five years’ experience in Palletizing Systems, preferably in an Engineering, Sales or Customer Service role.
Experience with a variety of the industry’s concepts, practices, and procedures

Responsibilities

Leads sales activities within Assigned Sales Territory
Develops target market sales strategy by identifying short-term and long-range sales forecasts for the assigned territory
Tracks lost order reporting and analyzes root cause to develop competitive advantage
Supports the sales proposal preparation process and reviews Customer Specifications
Develops professional presentations targeted at the specific needs of each Customer
Identifies, implements and provides training to new channel partners to increase visibility to Columbia/Okura products and solutions and increase territory market share
Travel up to 75%
Services existing customer relationships and accounts
Serves as the Ultimate Customer Advocate by ensuring that unresolved issues are visible and resolved in a timely manner
Maintains and expands our relationship with all accounts and channel partners in the assigned territory
Performs regular follow up communication regarding our performance on existing systems and the potential for new projects
Conducts ongoing training and product updates to maintain channel partners technical proficiency
Develops new customer relationships and accounts
Creates and conducts customized technical sales presentations, trainings, and proposals based on information supplied by sales representatives and gathered from existing and potential customers
Researches new sales opportunities by becoming familiar with potential new customer and industry niche needs
Manages sales channel productivity by driving niche customer solutions and implementing programs to expand the sales pipeline
Recommends changes in products & services
Evaluates project results, customer feedback and competitive developments from the field and communicates research and development opportunities to the engineering team
Consults with engineering, manufacturing, sales, marketing, and service teams on new product developments and provides technical support with new product introductions
Provides expertise on systems concepts to provide the most comprehensive solution available
Maintains a good rapport with Columbia/Okura departments while asking the difficult questions necessary to ensure that solutions are comprehensive and efficientUtilizes Sugar CRM to manage customer relationships
Maintains accurate and up to date customer data and opportunities; actively collects and adds market information to the CRM system.
Supports internal and external customer service
Understands and documents internal and external customer needs and expectations
Communicates to appropriate team(s) when an expectation will not be met
Contributes to continuous improvement effort
Identifies process improvements, makes constructive suggestions for change, and collaborates on implementation
Documents processes and procedures, eliminates non-value added activities, and participates in cross functional CI teams
Maintains professional and technical knowledge
Establishes personal networks, participates in professional societies, attends professional workshops and reviews publications
Stays current with developments in Palletizing, Stretch Wrapping, Case Conveying, Pallet Conveying, Labeling and any other technology related to the Case Palletizing Business
Contributes to team effort
Willing to attempt new assignments or fill in for others as needed; accomplishes other duties as assigned