Company Description
We solve the worlds cleaning and transport cooling problems with products that are environmentally sustainable, do not generate waste streams, and are occupationally safe. Our dry ice cleaning and dry ice production products put recycled CO2 to work - replacing harmful processes with a water-free, waste-free, and chemical-free solution.
Cold Jet is the global leader in dry ice technology. We are growing rapidly and will continue to maintain our dominant market position by hiring, training, and retaining talented, energetic, and entrepreneurially-minded individuals around the world.
Culture
We have built a culture that encourages success and also promotes an environment of innovation and free-thinking. Initiative, hard work, and achievement are attributes that we value and do not go unnoticed.
We set challenging goals for individuals and our company as a whole, and those that perform and produce results are rewarded both financially and professionally. The opportunities are limitless for those that take part in steering the company to success and driving the company to further growth.
For more information about Cold Jet, please visit www.coldjet.com.
Position Summary
The Regional Sales Manager (RSM) will be responsible for qualifying and selling Cold Jet machines and service solutions to existing customers while also prospecting and developing new opportunities in a wide variety of industrial and service industry applications. This position reports to the respective Sales Vice President, Regional Sales Director for the region in which the RSM supports.
Position Responsibilities
Sales Process
• Executes the sales process from lead to initial contact through the receipt of the order. • Discovers and researches prospects, website to understand their company profile and products. • Reviews the account contacts, past leads, notes in history, and other opportunities in the CRM. • Researches the Marketing Asset Portal to find relevant application evaluations, payback calculation reports, and industry toolkits. • Researches LinkedIn to validate customer contacts, title, and responsibilities.
• Drives an initial conversation discussing the opportunity and qualifying the lead with an in-depth understanding of the current cleaning method, customers pain points, and other solutions the customer may be evaluating. • Probes the customers facility design to understand their ability to meet air requirements needed to use Cold Jet products. • Assesses for multi-location opportunity with the customer. • Educates the customer about how dry ice works and its main benefits. • Educates the customer why Cold Jet is the market leader and communicates our key value propositions. • Answers the customers initial questions. • Diagnoses the problem for the customer, documenting their current cleaning costs, including labor, production downtime, amount of scrap, etc. • Identifies intangible benefits and any potential hurdles for the customer. • Builds a value hypothesis for the customer by defining measurable benefits, cost savings, return on investment analysis, meeting lean manufacturing goals, ESG goals, etc. • Discusses the customers purchasing process, including a main point of contact, identifying key decision-makers, and the project timeline.
• Confirms the customers hypothesis by using sales tools, completing a customer visit in-person or virtually, completing the application evaluation, and discussing the possible need for a Performance Evaluation Program. • Documents the value of the Cold Jet solution using the Application Evaluation tool, payback calculator, feedback from the operators, and restates the supporting initiatives such as quality improvements, increased production time, decrease of manual labor, safety enhancements, lean manufacturing goals, ESG goals, etc. • Determines the appropriate Cold Jet system configuration and formally proposes the solution to the customer. • Delivers the customers commitment to buy using negotiation skills, discussing terms of the purchase, and finalizing the necessary paperwork, including the Customer Information Form, purchase order requirements, shipping instructions, and expectations, and clarifying their tax-exempt status.
• Forecasts the opportunity at 80 once the customers commitment to buy is gained. • Completes the installation of the Cold Jet solution, including an introduction to their local dry ice supplier, introducing their Customer Service Consultant, scheduling delivery and training, reviewing the applicable information of Cold Jet CONNECT. • Delivers recurring revenue from this new customer account by utilizing scheduled preventative maintenance that can create parts and service opportunities. • Continues educating the customer about other Cold Jet solutions, including DIMS opportunities, when appropriate.
• Participates as a team member in the development of Cold Jets Sales and Marketing infrastructure and such other activities as required and assigned to help the company overall. • Maintains sales data in the CRM system, both as a selling tool and as a means of gathering information used by sales management and marketing team members to strategically grow the business. • Meets or exceeds budgeted sales in the assigned territory on a monthly, quarterly, and annual basis.
Continuous Learning
Hone knowledge of Cold Jet products and services and their competitors products and services. Gather information about the applications for which customers and prospects seek our products and communicate this information back to management and marketing.
Position Requirements
Education & Experience
• BS in engineering or business discipline or equivalent work experience • 5 years of sales experience, preferably selling capital or industrial goods in a business-to-business environment
Skill Competencies
• Knowledgeable about the sales process and sales technique • Must be prepared to spend 50% in overnight travel • Must be able to drive a pickup truck with a trailer • Basic to intermediate level skills with MS Office, especially Excel and CRM applications • Effective at selling at multiple levels from the Board of Directors to the machine operator • Strong business communication skills from oral presentations to business writing • Knowledgeable in business economics, value propositions, financial analysis of benefit versus cost • Able to work systemically through a sales cycle that can average 3-12 months
Behavioral Competencies
• Personal Traits • Assertive • Persists in driving sales • Technical savvy - the ability to discuss our products intelligently on a technical level as well as the ability to set-up and troubleshoot equipment • Goal Directed - driven to achieve goals set by self and others • Resilient & Adaptive - responds professionally to setbacks and nos, learns from negative experiences to adapt sales approach • Plans well - plans the most efficient method of performing work within his/her territory, plans the sales process well
• People Skills • Communication - relates to and works well with diverse personalities and in diverse situations • Equal Opportunity Employer