Job Title: Regional Sales Manager – Midwest, Custom Products
Department: Reporting to Vice President of Sales – Custom Products
Company Overview
Pexco is a leading component supplier across a variety of industrial end markets and applications with production facilities in the US, Mexico, and Canada. The Company is primarily engaged in designing and manufacturing extruded plastic (commodity to high-performance) & elastomer tubes and profiles through an expansive fourteen-site footprint. In addition, Pexco offers a wide range of differentiated, value-added services, including design, prototyping, die building, sub-assembly, and fabrication.
Pexco’s innovative products are utilized in myriad applications. Markets serviced include aerospace & defense, medical, electronics & semiconductors, data centers, energy, mobility, environmental testing, chemical delivery, pharmaceuticals, food & beverage, and other high-growth end-markets. The Company sells directly to over 2,000 customers, including OEMs and end-users, and through distribution.
Pexco has built an industry-leading reputation through its focus on both large and short-run products with rapid turnaround requirements, tight tolerances, engineered material selection, and a high degree of operational complexity. The company has a proven record of accomplishment in growing its core segments and entering attractive new verticals over time to gain an increased share of a $10 billion total addressable market.
Pexco’s strategy is to consistently deliver compelling customer value within both our core and strategic market segments. Continuous improvement and ease of doing business (internal and external), remain a consistent operating theme for Pexco.
Job Location
Midwest US– Work remotely
POSITION SUMMARY
The Regional Sales Manager (RSM) will report to the VP of Sales-Custom Products and assume a strategic & tactical role in the overall sales growth of the company by geographical region. The RSM will have primary responsibility for profitable sales growth by creating and implementing sales plans, ensuring customer satisfaction, providing customer support, and driving growth through strategic account management and business development. This position will bring to bear “One Pexco”, leveraging the complete portfolio of Pexco’s Custom Products to primarily direct customers, and some select distributors. The Regional Sales Manager will provide leadership to shape, guide, and implement the organization’s presence in the territory by aligning customer needs with company capabilities, as an integral component of attaining the sales growth objectives of the company. The sales focus for this entry-level sales role will be with extruded profiles and elastomers.
RESPONSIBILITIES
Sales Planning & Forecasting
- Works closely with VP of Sales, sales enablement, and other mentors to build sales acumen and sales skills-set.
- Establish sales objectives by developing an annual strategic sales & action plan to meet budget.
- Learns to compile short and long-term sales forecasts.
- Tracks changing customer and market trends, economic indicators, and competitors to improve deployment of sales resources to deliver exceptional results in the territory.
- Proposes commercial strategies to improve penetration into existing or new customers and markets.
- Proactively takes charge of quote follow-up & analysis in territory.
Sales Execution
- Fosters customer confidence through active selling during the entire sales process from development to closed sales.
- Embraces Sandler sales skill training and execution.
- Uses interpersonal skills to develop strong relationships with customers and internal stakeholders.
- Leads effort for new opportunities to WIN in territory, reviews specifications, identifies problems & pain points to be solved.
- Takes initiative with appropriate actions to close business.
- Meets in-person with customers on a regular basis (strong emphasis on this) to understand requirements, communicate opportunities to PEXCO, and drive sales in territory.
- Strives to work with supply chain at customers to gain access and set-up “lunch and learns/tech seminars” with engineers and other specifiers of materials and products.
- Collaborates well manager, customer service, operations, engineering, and marketing.
- Takes initiative with a hunter mind-set to find new customers and cross-sell to existing customers.
- Grows from customer rejection, and hones sales craft with feedback from various sales scenarios.
- Works closely with Management and customer service to offer winning quotes and EBITDA growth.
Technical Interface
- Quick-study who enjoys learning about new applications, products, and markets.
- Manages and grows a diverse existing and targeted customer base in their geographical territory.
- Develops and maintains proficiency in understanding of Industry and Customer Specifications to ensure alignment between customer needs, Pexco’s operational capability, and the solution offered to meet and exceed the customer’s expectations.
- Shares knowledge and learnings across the Pexco organization regarding specific market and new applications within territory.
- Strives to understand Pexco’s business, and visits Pexco manufacturing locations when needed.
- Develops an in-depth knowledge of Pexco’s products, services, and capabilities.
- Promotes the cross and value-selling of the product portfolio.
- Knowledge of pricing methodology and enacts pricing strategies.
Sales and Operations Interface
- Works closely with the manufacturing sites and is a team-player.
- Price management and price increases are prioritized to drive profitable growth.
- Stays abreast of evolving needs of customers and presents opportunities geared towards operational advantages and capabilities regarding resin approval, blending, testing needs, converting, certifications and other value-added services.
- Helps to align customer expectations with operational capabilities.
- Provides customer forecasts and project timing to assist operations in supporting customer needs.
General
- Represents company at trade shows. Maintains professional and technical knowledge by attending workshops, online courses, subscribing to professional publications, hands-on learning in the field, etc.
Qualifications
- Bachelor’s degree (Sales/sales management)
- Sales experience in B-to-B environment a plus
- Excellent communication skills- written and verbal
- PC proficiency is essential (MS Windows, Excel, Powerpoint, (Salesforce a plus)
- Strong interpersonal skills.
SKILLS & ABILITIES
- High level of integrity and dependability with a strong sense of urgency and results-orientation.
- “Go-Getter” mentaility to uncover new opportunities and generate interest in Pexco’s capabilities
- Coachable with strong desire to grow, learn, and contribute.
- Quick study who embraces a fast-paced environment and takes initiative to learn and solicit the training they need to be successful.
- Exceptional team player and strong work ethic.
- Ability to multi-task and a self-starter
- Outstanding problem-solving and creative skills coupled with the ability to exercise sound judgement.
- Strong willingness to visit customers in-person, resulting in 50%+ overnight travel.