Regional Sales Manager (Northeast USA)

Are you looking for your forever career? Do you strive for success? Come join our Pan-Oston family and enjoy a great working experience with us!

Pan-Oston Company is an industry leader in providing metal and wood fixtures to some of retails largest members and is a Houchens Industries Employee-Owned Company - when the company does well, the employees do too!

What We Offer:

ESOP Retirement (Entirely employer funded retirement)

Competitive health insurance prices

Employer paid Dental and Vision Insurance

Opportunities for growth

Employer provided group Short and Long Term Disability

Employer provided Life and AD&D Insurance

Pan-Oston is seeking high-potential, highly motivated and skilled team players to join our team! 

We have an immediate opening for the following position:

Regional Sales Manager (Northeast USA)

The Regional Sales Manager (RSM) works to improve Pan-Oston’s market position and achieve financial growth. This person defines long-term organizational strategic goals, builds and nurtures key customer relationships, identifies business opportunities, negotiates, and closes business deals and maintains extensive knowledge of current market conditions.

The RSM will work in a senior sales position within the company. It is their job to work with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for our organization.

RESPONSIBILITY AND AUTHORITY:  

The RSM will also own multiple customer relationships as assigned by management and that are secured organically through regular sales activity. Strategic planning is a key part of this job description since it is the RSM’s responsibility to develop the pipeline of run-rate and new business coming into the company. This requires thorough knowledge of several vertical markets within the store fixture industry, the solutions/services the company can provide, and of the company’s competitors. It is also the role of the RSM to investigate, vet and propose new industries/markets that could be considered growth opportunities for the company. 

Another primary role of the RSM is to prospect for new clients by networking, outbounding, advertising or other means of generating interest from potential clients. The RSM must then plan persuasive approaches and pitches that will convince potential clients to do business with the company.

The RSM must develop a rapport with new clients and set targets for sales and provide support that will continually improve the relationship. They may also be required to grow and retain existing accounts by presenting new solutions and services to clients.

• Developing new sales areas and improving sales through various methods
• Researching trends and creating new opportunities to increase sales
• Maintaining a strong understanding of products and services, and innovating new ways to serve businesses
• Prospect for potential new clients and turn this into increased business.
• Outbound as appropriate within the market or geographic area to ensure a robust pipeline of opportunities. *Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential clients, and the decision makers within the client organization.
• Research and build relationships with new clients.
• Plan approaches and pitches.
• Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion.
• Use a variety of styles to persuade or negotiate appropriately.

• Present new products and services and enhance existing relationships.
• Work with technical staff and other internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs.
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• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

MINIMUM POSITION REQUIREMENTS (Skills & Abilities)

• Excellent oral and written communication skills
• Strong public speaking, interpersonal and presentation skills
• Prospecting and closing skills
• Experienced with sales planning and selling to customer’s needs
• Strong organizational and creative thinking skills
• Goal oriented, results driven
• Knowledgeable of Microsoft Office products
• Familiarity with and efficient utilization of CRM tools (e.g. HubSpot, Salesforce, etc.)

PHYSICAL DEMANDS & WORK EXPERIENCE

Travel up to 25-40% of the time

BS Degree in Sales/Marketing/Business or equivalent work experience

5-10 years of selling experience preferred