Regional Sales Manager - West Coast (Process Industries)

Our Opening and Your Responsibilities

The Process Industries Regional Sales Manager (RSM) will be responsible for attaining sales goals by selling and supporting Mettler-Toledo Process Analytics products and services through the designated sales channel targeting Process Industry accounts. Major Process Industries' customers are in the chemical, petrochemical, refining, power, cogeneration, pulp & paper, mining, etc. industries. The RSM will travel throughout the territory with direct management responsibilities for Mettler-Toledo's indirect channel partners. Due to the size of the assigned territory, this position could require up to 70% overnight travel. The regional geography comprises CA, OR, and WA.

The RSM will implement strategies for optimizing the sales network to allow Mettler-Toledo Process Analytics to reach their territory sales goals and increase Process Industries market share.  S/he will coordinate and assist the indirect channel partners with training on new products and services while setting clearly defined annual goals with these companies.  S/he will also provide support for trade shows and conferences within the assigned territory and regularly review progress on assigned lead and opportunity follow-up with sales assistants/representatives.

  • Develop and implement annual sales plans with each channel partner.
  • Meet/exceed sales quotas for each agency and territory according to sales plans.
  • Work with channel partners to implement effective pipeline management, and develop and implement account penetration plans.
  • Diligently utilize CRM to manage pipeline; populate customer contacts; maintain updated customer and opportunity details; incorporate notes and activities prior to and following each call; record activities after each visit or event; generate quotations; etc.
  • Take corrective action to address shortfalls in goal attainment by indirect channel partners, including new rep recruitment or rep termination in accordance with Mettler-Toledo Process Analytics representative contract.
  • Regularly travel and/or conduct virtual meetings with and provide training, coaching and motivation to sales channel to increase competency so they can meet/exceed sales quotas and we can capture more of their time in selling our products and services.
  • Establish and maintain strong working relationships with key Process Industry customers with the ultimate goal of becoming their primary supplier for analytical instrumentation.
  • Conduct group product demonstrations and Power Point presentations based on a high level of product and application competence within assigned market segments.
  • Prepare customer proposals in conjunction with rep agency to secure new business.  
  • Provide feedback on market trends, competitive activity/reconnaissance, and other information that may be of value for corporate goal attainment.
  • Provide monthly pulse reports summarizing sales activities and opportunities, including a 30-60-90 day opportunity pipeline.
  • Provide training and motivation to the sales channel as to capture more of their time in selling Mettler Toledo products and services

What You Need to Succeed

  • Bachelor's Degree in Engineering or Science (preferably chemistry or microbiology) or equivalent experience.
  • Must be fluent in English
  • Minimum 5 years of strong background knowledge in chemical, refining, power and  other industrial applications.
  • 3+ years of experience in managing manufacturer’s representatives or direct sales personnel.
  • 5 to 10 years' experience with liquid analytical instrumentation and/or water treatment specialty chemical sales strongly desired
  • Ability to succeed while working through others.
  • Superior planning and organization skills.
  • Excellent interpersonal and persuasive communications skills.
  • Polished public speaker.
  • Proficient in CRM.
  • Willingness and able to do overnight travel up to 70% of the time.

Our Offer to You

  • Medical, dental and vision care coverage and a 401(k) savings plan with company matching – all starting on date of hire 
  • Tuition reimbursement, employee wellness programs, plus other perks and discounts 
  • Parental and caregiver leave policies
  • All the usual benefits such as paid time off, flexible spending, short-and long-term disability, basic life insurance, business travel insurance, Employee Assistance Program, and domestic partner benefits 
  • Global market strength and worldwide leadership in weighing
  • A brand name that is identified worldwide with precision, quality, and innovation 
  • Thousands of patents, design and innovation awards A commitment to extraordinary service on our state-of-the-art equipment

About Mettler Toledo

Working at Mettler Toledo means you are impacting the world in important ways. Our precision measuring devices span the world's laboratories, production facilities, and retail stores. We manufacture, sell, and service instruments that detect, measure, and weigh - from the infinitely small to the largest of vehicles or airplanes. 
  • We help feed the world. We impact how food is produced, packaged and made safe.
  • We help keep you healthy. Our instruments make it possible for scientists to develop new drugs and bring life-saving medicines to the world.
  • Mettler Toledo products are important to the production and consistent quality of every kind of consumer product.
No matter how far human kind goes to explore new frontiers, Mettler Toledo is there to help make it happen.

Equal Opportunity Employment

We are an equal opportunity employer and value diversity at our company. We give consideration for employment without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity, genetic information, protected veteran status, or any other protected classification. If you’d like more information about your EEO rights as an applicant under the law, please click here

Mettler Toledo endeavors to make www.mt.com accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact us at EEO@mt.com.

Para aquellos que priorizan la precisión, Mettler Toledo es precisamente donde perteneces.

Job Reference #

6911

Location

California, Oregon, Washington

Job Type

Full-time

Domicilio fiscal

Mettler-Toledo Process Analytics, Inc. [Massachusetts]

900 Middlesex Turnpike
Billerica, MA 01821
United States

+1 (781) 301-8600