Regional Sales Manager

Overview :

As a Regional Account Manager, you are responsible for managing all existing Midland accounts and targeting new customers within your territory, in a disciplined manner. Building and maintaining strong relationships with customers is a key aspect of this role, as you implement action plans for growing new and existing customers, promote Midland products, and convert Midland quotes to orders. Your deep understanding of customers and their businesses, key decision makers, and the industry / marketplace is critical to success in this role.

Additional responsibilities include working cross-functionally to provide customer solutions, forecasting product needs, accounts receivables management, and identifying new business opportunities. You are also responsible for communicating necessary field intelligence (customers, competitors, industry, etc.) and maintaining a customer database, capturing critical information such as build rates, customer specifications, and fleet size.

Primary Responsibilities / Essential Responsibilities :

• Influence change and convert customer specifications to Midland products through the cultivation and growth of strong relationships and product knowledge.
• Forecast sales and develop annual sales plans by product line, breaking them down into monthly goals
• Swiftly introduce and implement new products into the market, and generate new product ideas and assist with feasibility studies
• Set up a travel schedule to meet customer and business needs, and implement effective time management based on a disciplined work process
• Understand and adhere to all quality regulations, standards, and policies, including current AAR regulations, and ensure the highest level of quality in all work procedures
• Keep abreast of market intelligence, involving competitors, customers and industry trends.
• Work cross-functionally to problem solve for customer base.

Qualifications / Requirements :

• Three to Five years of experience in a regional sales role for an industrial products manufacturing company. Highly preferred that experience be within the rail industry.
• Bachelor’s degree or Technical Degree or equivalent experience in the industry, with technical knowledge of field sales and customer service
• Ability and willingness to travel consistently within your sales territory.
• Strong communication and interpersonal skills, with a proven ability to build and maintain relationships with customers and internal and external partners.
• Must possess strong written and oral communication skills. Demonstrated ability in high-level presentations, technical selling, issue resolution.
• Must be experienced using Microsoft Office products. Oracle and Salesforce experience preferred.
• Must be able to work independently, with minimal supervision, and possess a high level of self-motivation.
• Valid driver's license

Desired Characteristics, Competence and Capabilities :

• 5-7 years experience in an industrial or rail related commercial role.
• Experience working with Tank Car Valves, with an understanding of their function and parts.
• Proven outstanding customer service skills, in a professional environment.
• Demonstrated ability to effectively problem-solve and facilitate activities necessary to a project’s completion.

Physical Demands and Environmental Conditions :

• This position is performed in a home office environment when not traveling.
• May require a combination of sitting, standing, and walking
• May require work at customer manufacturing / repair sites which could involve outside work and exposure to elements for periods of time
• May be exposes to loud noises, moving equipment, smell and temperature variation when at work sites
• May be required to lift / caryy samples and manufactured parts up to 20lbs infrequently for short durations