Regional Sales Manager - Northeast

Thayer Scale, a global leader in industrial weighing technology, is seeking motivated individuals to join our Sales organization as Regional Sales Manager. In this role, you will lead our efforts to sell Thayer Scale products, services and upgrades to existing and new customers in the North East USA region. You will also directly manage our existing network of Manufacturing Representatives and make additions and modifications to this team as necessary. Ideally located within commuting distance of our Head Office location in Pembroke, Massachusetts. Significant overnight travel of 50% is required.

This job description is intended to describe the general nature and level of work being performed by the employee assigned to this job title. It is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required.

Essential Duties And Responsibilities

• Directly call on and develop relationships with key stakeholders in our existing and target accounts
• Work with Manufacturers Representatives and coordinate their activities in support of sales objectives
• Train, support and evaluate the performance of Manufacturers Representatives in the region to ensure they are representing Thayer Scale’s products in the best way possible
• Develop and execute strategic selling plans to gain market share within targeted key accounts as defined by Thayer Scale management
• Respond to leads, initiate contact and execute account-level sales activity to efficiently close territorial business
• Provide regular communication with the factory on opportunities and activities within the territory
• Maintain a monthly sales forecast and participate in sales forecasting calls as required by the North American Sales VP
• Meet or exceed assigned sales quota
• Meet or exceed margin targets for business closed within the territory
• Participate actively in New Product development initiatives as determined by Thayer Scale management
• Follow up on service calls in territory and support service activity where appropriate.
  
  

Required Skills And Experience

• Minimum 3 years Industrial Sales experience with capital equipment products and services
• Strong technical aptitude (Bachelor’s Degree in Mechanical or Electrical Eng. Preferred)
• Industrial Sales experience with capital equipment products and services
• Knowledge of Material Handling and Industrial Controls highly preferred
• Exceptional interpersonal and communication skills
• Proven ability to work independently and cross-functionally
• Proficient with Windows operating systems and Microsoft Office programs
• Proficient using CRM tools (Salesforce, Hubspot etc.)
• Experience with Lean Management tools preferred
• When required, provide assistance to other company staff in completion of their daily duties.
• Respond to emergency situations.
• Other company related duties as assigned.
• All behaviors comply with the Code of Conduct & Rules outlined by the Thayer Scale Handbook
  
  

Education And/Or Experience

• Background in process equipment, bulk powder material handling, process controls, weighing systems or the feeder industry a strong plus.
• Previous sales experience or training preferred.
• Ability to understand lean business principles and apply them in the sales process.
  
  

Minimum Qualifications/Requirements

• Associates or Bachelor’s Degree in a technical engineering field, degree in mechanical or electrical engineering preferred.
• Strong customer orientation, problem solving and decision-making abilities.
• Demonstrated sense of urgency for customer support and follow up.
• Demonstrated contract negotiation, preferably in a technical capacity.
• Intermediate computer skills, including but not limited to CRM, Microsoft Word, PowerPoint, Excel, and Outlook PhotoShop, AutoCad or Solidworks a plus.
• Strong attention to detail.
  
  

COMPETENCIES

• Employee competencies are: Job Knowledge, Teamwork, Customer Service, Flexibility and Work Ethic.
  
  

Knowledge

KNOWLEDGE, SKILLS AND ABILITIES

• Knowledge of ERP systems, Lean Principles, DFMA (Design for Manufacture and Assembly)
• Basic CAD drawing interpretation knowledge
• Ability to work well with a team
• Ability to maintain Company standards, security & confidentiality at all times.
• Strong negotiating skills re: cost reduction targets set/met consistently
• Good verbal and written communication skills.
• Good problem-solving skills with strong attention to detail
• Good computer skills (ERP, MS Excel/Word).
• Ability to work effectively under pressure, i.e., deadlines, priorities, etc.
  
  

Skills

• Good communication skills.
• Good customer service skills.
• Good problem-solving skills.
• Good computer skills (Microsoft Office Products).
  
  

Abilities

• Interpret and apply company policy and rules.
• Communicate clearly and concisely, both orally and in writing.
• Work safely in industrial environments and abide by company policies.
• PHYSICAL REQUIREMENTS/WORK ENVIRONMENT
  
  

Maintain Effective Audio-visual Discrimination And Perception Needed For

• Making observations.
• Reading and writing.
• Communicating with others.
  
  

About Thayer Scale

We are an equal opportunity employer with an excellent benefit package including medical, dental, short term and long-term disability, life insurance, and 401(k) with company match.