For nearly nine decades, The Columbia Family of Companies has solidified its position as a global powerhouse in manufacturing concrete products equipment and pioneering material handling solutions. With an expansive reach spanning over 100 countries, we continue to exceed expectations and serve a diverse array of customers worldwide. At Columbia we come to work every day driven by the belief that innovation can transform industries, empower communities, and create a more efficient, sustainable world. With operations spanning five continents and a commitment to excellence in service and support, our purpose extends beyond engineering advanced equipment. We are pioneering innovation and paving a better tomorrow with factory automation solutions worldwide.

Summary: 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.

Essential Duties and Responsibilities:

Sales & Growth:

• Achieve assigned sales quotas through all sales channels within their territory.
• Build and maintain territory action plans.
• Develop and implement strategies to increase market share in the territory.
• Identify and qualify new sales opportunities for both strategic accounts and resellers through cold calls, emails, or social media to introduce the company and its offering.
• Consistent follow-up with prospects to move them through the sales process and towards a decision
• Manage, negotiate, and close deals for strategic accounts, collaborating with Application Engineers and Product Sales Specialists for proposal creation.
• Track sales performance and adjust strategies as needed.
• Prepare reports and presentations to communicate sales activities and results.

Relationship Management:

• Build and maintain strong, long-term relationships with key strategic account decision-makers and reseller partners.
• Regularly communicate with key contacts at customer sites to understand their needs and build relationships.
• Act as a customer advocate, ensuring existing projects are implemented and serviced effectively.
• Proactively address customer issues/concerns and ensure timely resolution by collaborating with the Service team.
• Maintain communication and manage expectations for key accounts with projects outside the assigned territory.

Knowledge & Expertise:

• Develop a deep understanding of the industry-specific sales verticals relevant to the territory.
• Possess strong knowledge of COLLC’s products and services to effectively position solutions to customers.
• Clearly articulate the value proposition of COLLC’s products and services.

Teamwork & Communication:

• Work collaboratively with Application Engineers, Product Sales Specialists, and Sales Coordinators to support the sales process.
• Utilize the CRM to manage all sales activities.
• Communicate effectively with customers at all levels, including corporate contacts for key accounts with projects outside the assigned territory.
• Proactively keep COLLC management informed of project progress, roadblocks, and potential risks.
• Clearly articulate customer needs and requirements to COLLC management to ensure alignment and secure necessary resources.

Managing Independent Sales Representatives (ISRs):

• Work with ISRs to identify new sales opportunities and develop strategies to capitalize on market trends.
• Set sales targets and develop strategies for ISRs to achieve them.
• Provide ongoing coaching and support to ISRs on sales techniques and product knowledge.
• Monitor ISR performance and identify areas for improvement.
• Hold regular meetings with ISAs to discuss progress and address challenges

Managing Key Customers and Cross Territory Coordination:

• TSMs will be responsible for managing key customers within the assigned territory.
• For key accounts spanning multiple territories, a designated TSM will be responsible for coordinating communication and ensuring all areas are aligned.
• Regular communication and information sharing are crucial between TSMs in different territories to ensure a consistent customer experience.

Shared Responsibility with Service Team:

• The TSM acts as the primary sales contact, while the Service team acts as the primary after-sale technical contact for the customer.
• The TSM should keep the Service team informed of customer interactions and any potential service needs.
• The Service team should keep the TSM informed of any technical issues or service requests that may impact the customer relationship.
• Both parties should be involved in key customer meetings and collaborate on developing solutions.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Knowledge:

Software

Intermediate

• Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Teams)
• (CRM) Customer Relationship Management Software - SugarCRM preferred

Other

• Intimate familiarity with packaging equipment, preferably end-of-line packaging

Skills:

Advanced

• Analytical
• Organizational, interpersonal communication and problem-solving
• Excellent organizational, interpersonal communication, and problem-solving skills

Intermediate

• Project/Process Management
• Computer/Technical

Basic

• Clerical/Secretarial

Abilities:

• Strong technical aptitude; has the ability to deal with abstract and concrete variables with a high attention to detail

Education/Experience:

• 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

Job Type: Full-time

Pay: $87,550.00 - $118,450.00 per year

Compensation package:

• Commission pay

Travel requirement:

• Up to 75% travel

Ability to Relocate:

• Vancouver, WA: Relocate before starting work (Required)

Work Location: Multiple locations