Regional Sales Manager - Remote

***  Remote but must be located in Baltimore, MD metro area or St. Petersburg, FL metro area ***

Position Summary

Reporting to the SVP Healthcare & Commercial Sales, the Regional Sales Manager will have sales responsibility for managing and growing regional accounts for cold chain and protective packaging solutions.

Primary Functions:

• Align with the SVP of Industrial Sales on how to achieve your goals and provide regularly scheduled updates on progress towards the goals.
• Meet/exceed revenue and profit margin targets (monthly, quarterly, and annual).
• Develop and deliver accurate volume forecasts for assigned customers.
• Ensure pipeline of new business growth is up to date and accurate.
• Work closely with assigned manufacturing site(s) to fill capacity with profitable business.
• Create opportunities through referrals, outbound prospecting, trade shows and industry conferences.
• Develop strong customer relationships with multiple decision makers, such as executive level, to foster greater strategic growth opportunities.
• Conduct quarterly business reviews to ensure customer needs are met.
• Work with finance to support A/R needs when they arise.
• Represent assigned customers for new product development and engineering services.
• Lead customer contract negotiations, including supply agreements and pricing adjustments.
• Create customer and product value propositions that enhance company ability to price to value.
• Develop product knowledge to understand value, competitive advantages and create solutions.
• Work closely with all personnel in the Sales, Marketing, Customer Development, Supply Chain, Ops/Manufacturing, Legal and Customer Service departments on the execution of customer programs.
• Submit any special reports regarding the operations of a channel, acceptance of products, or competitive conditions as requested.
• Successfully support new business by new business development team after account is onboarded.

Education and Experience:

Education

Bachelor's degree in business, engineering or related subject or equivalent related experience.

Experience/Knowledge

• Minimum of 3 years progressive temperature-controlled or protective packaging sales experience required.
• Has demonstrated consistent track record of exceeding sales growth goals over his/her career.
• Proficient in mining for new business prospects and contacts.
• Experience managing accounts in assigned territory.
• Demonstrated ability in sales, sales process, trade, category/product management, and supplier/customer management.
• Proven track record of delivering consistent results.
• Highly proficient in MS Office Suite (Outlook, Excel, Word, and PowerPoint

Technical Role Competencies:

• Strong business/financial acumen.
• Strong negotiation skills.
• Aptitude to interpret/use multiple information sources to develop customer-specific tactical plans and options.
• Excellent communication (verbal and written), presentations, and time management skills.
• Entrepreneurial mindset to execute with velocity, adapt as needed, and drive for financial results.
• Ability to complete multiple tasks and meet required deadlines.
• Experience in project and travel spending management.

Preferred Experience/Qualifications:

• 5+ years progressive account management positions with experience managing regional accounts in the life science, food ecommerce, or industrial equipment industries.
• Experience selling packaging components and solutions, ideally in cold chain or protective cushioning.
• Experience in product development, product category management, and/or project management.

Physical Requirements

• Sitting at workstation approximately 70 percent of work time. Standing and walking approximately 30 percent of work time.
• Establish home office environment conducive to conducting business professionally.
• Must be able to travel up to 50 percent of work time.
• Ability to work flexible hours or occasionally on weekends with short notice depending on customer deliverables.
• Typical office environment with shelves overhead and above work surfaces.

Specifics:

• Competitive salary and bonus structure
• Full benefits package
• 401K with match
• Strong vacation and corporate holiday policy