Job Summary

Lead sales performance within an assigned region by managing distributor and end-user relationships, driving new business development, and achieving annual revenue targets. Develop and execute strategic sales plans for key accounts aligned with overall business objectives. Consistently deliver on sales goals through effective execution of regional sales strategies.

Essential Functions

• Develop and execute an annual regional sales plan to achieve set goals.
• Tier 1 Account Management
  • Host in person meetings a min of 3 per year
  • Manage account opportunities and consistently build relationships
• Regularly conduct target meetings with top-tier customers and manage resources to achieve those targets.
• Manage and grow existing accounts, build strong relationships, identify upsell/cross-sell opportunities.
• Provide product support and train distribution sales reps on existing and new product applications to      improve selling skills in the field. 
• Conduct end-user visits, deliver professional presentations and close sales effectively
• Prospect, cold call, and cultivate new business via needs assessments and solution presentations.
• Identify, close, and scale-up new distribution within the region.
• Conduct opportunity pipeline review on a weekly basis.
• Input and track sales/service data in CRM systems, generate performance metrics, and direct customer plans.
• Retain and grow Tier 2 & 3 accounts through customer satisfaction and end user account targeting. 
• Prepare an annual budget for the sales region and submit to the Vice President of Field Sales.
• Construct and execute the annual regional revenue plan.
• Communicate sales progress and needs to Vice President of Field Sales.

Additional Responsibilities

• Participate in industry tradeshows; support onsite assembly as needed.
• Identify opportunities for process and product improvement upgrades.
• Collaborate closely with customer service and internal teams to resolve challenges and ensure satisfaction.
• Report sales plans and progress in the 13 week plan book.
• Support company marketing initiatives by developing content and attending relevant      events.
• Submit monthly personal expense report.
• Research and report on competition and market changes.
• Report changes in Misco’s distribution base.

Supervisory Responsibilities

• NONE

  Knowledge, Skills and Abilities

• Excellent customer relationship management skills. Ability to build and sustain      customer/distributor/end-user relationships.
• Communicate effectively with distribution sales reps, customers and leadership.
• Sales goal orientation,  self-driving initiative, and ability to work independently.
• Strong problem resolution skills.
• Solid knowledge of chemical products and applications.
• Proficiency with Microsoft Office, Concur, TDF and business analytics tools.
• Technical knowledge of chemicals and equipment used by Misco’s customers.
• Organizational skills, attention to detail, and quality-control mindset.

Education and Experience

• College degree (business management, marketing, sales, chemistry or other related field).
• Minimum 5 - 10 years experience with sales, business development and/or sales management
• Leadership/Management training or experience

Physical Demands  

• Ability to work in excess of 8 hours per day, on a regular basis.
• Ability to work 12-16 hours per day when traveling in the marketplace to work with distributor reps.
• Travel extensively – up to 75% of the time. Ability to drive or ride      for long periods of time.
• Work away from home on a regular basis.
• Occasional lifting and or moving of objects up to 60 lbs.
• Manual dexterity for equipment and computer operation.