Regional sales manager

GEA Group, founded in Germany in 1881, is a global leader in engineering solutions, serving industries such as food and beverage, pharma, dairy, and more. With over 18,000 employees worldwide and a strong U.S. presence since 1929, GEA combines the heritage of a well-established company with the innovation of a forward-thinking industry leader. At GEA, we’re not just building equipment, we’re building lasting careers with an average employee tenure range from 8 + years, reflecting the strong culture, growth opportunities, and support we provide.

Responsibilities / Tasks

• Start strong – Medical, dental, and vision coverage begins on your first day
• Recharge and refresh – Enjoy 12 paid holidays, including a flexible floating holiday, and 136 hours of PTO to relax or explore
• Invest in your future – A 7% 401(k) employer match helps grow your retirement savings faster
• Keep learning – Take advantage of tuition reimbursement to further your education or skillset
• Live well – Our wellness incentive program rewards healthy habits
• Get support when you need it – Access to a confidential Employee Assistance Program for personal or professional guidance
• Save smart – Flexible Health Savings and Spending Accounts to manage out-of-pocket expenses

The typical base pay range for this position at the start of employment is expected to be between $100,000 - $150,000 per year. GEA Group has different base pay ranges for different work locations within the United States. The pay range is not guaranteed compensation or salary. The estimated range is the budgeted amount for the position. Final offers are based on various factors, including skill set, experience, location, qualifications, and other job-related reasons. You may be eligible for additional rewards, such as a discretionary bonus (based on eligibility) and/or equity awards.

The Service Sales – Food & Dairy individual has the responsibility to promote and secure the sale of spare parts, repairs, field service, upgrades, customized service projects and service level agreements for North America service business. S/he is responsible for development and implementation of the group-wide sales strategy, ensures a coordinated customer approach, with counterparts in New Sales to effect and realize joint opportunities.

The tasks and responsibilities for the role include:

• Work with the Director of Service Sales and other business areas to fine-tune and implement service sales strategy for area of responsibility
• Lead service sales activities for Food & Dairy segment and prioritize initiatives
• Coordinate service sales planning, forecasting and reporting for respective area
• Align with the new equipment/project sales teams to ensure coordinated sales approach.
• Identify opportunities for service sales
• Actively manage key customer accounts
• Operate in partnership with new equipment sales team to identify “up-sell” and “cross-sell” opportunities to maximize revenue and improve overall customer experience.
• Effect the sales of GEA Service – Food & Dairy – North America; representing the company in a professional manner in the areas of spare parts, repairs, field service, upgrades, plus a wide range of service products to customers designed to improve the overall efficiency and effectiveness of our customer’s operational performance
• Travel to potential and existing clients for securing opportunities and orders / agreements for responsible portfolio of products and services. The customer visits shall include necessary presentations / demonstrations as required to enhance the sales opportunity and promote GEA.
• Actively promote small to medium scale projects and large plant Service Level Agreements
• Provide quotes, follow up and ensure the sale is executed in a timely manner.
• Participate in the negotiation of offers, quotations, and contracts (T&Cs)
• Develop the correct sales contacts / approach and final proposal in consultation with the appropriate GEA parties to offer the best value proposal to our customers.
• Use and implement sales tools — update frequently
• Participate in trade shows promoting equipment service sales activity along with new equipment sales.
• Provide market feedback (competition, trends, etc.) to equipment and service sales management.
• Utilize all available GEA resources to generate sales — new equipment sales persons, field service technicians, product specialists.

Your Profile / Qualifications

Entrepreneurial and sales competencies, as demonstrated by:

• Proven ability to build and maintain close relationships and networks with customers (decision makers, influencers, gate keepers, buyers)
• The ability to gain high levels of trust from customers and to predict customer and competitor actions
• Naturally entrepreneurial with a clear drive and strong customer focus. Thinks strategically
• Expresses company values in his / her conduct
• Maintains composure and effective performance even under stressful conditions
• Demonstrates the will to succeed and accepts defeat as further development challenge
• Open minded and flexible to build on (optimize) proven success strategies
• Exhibits empathy and respect when dealing with subordinates, superiors and customers
• Enthusiastically supports company strategies and goals
• Ability to read and understand market trends and competitor developments and to adapt accordingly
• Strong commercial acumen to drive top line growth
• Ability to penetrate and develop new (unconventional) business

Interpersonal skills:

• Strong communicator at all levels
• Listens carefully, contributes own opinions in a constructive matter
• Prioritizes customer needs, establishes effective relationships with customers as well as internal stakeholders
• The ability to exert influence on internal and external customers by conviction, persuasion and negotiation

Communication requirements for the role:

• Internal customers: Employees, Director of Service Sale, Directors of new sales, regionally responsible service management.
• External customers: customers, industry associations, consultants, agents, dealers.
• Must have excellent written and verbal skills, especially face to face meetings to convey, convince and negotiate service sales.

Experience

• 5 + years of service sales or capital equipment sales experience
• Working knowledge of the beverage industry and the manufacturing processes/equipment used to make low acid products; knowledge in aseptic processing and powder packaging a plus.
• Experience working remotely & comfortable with frequent travel
• In depth knowledge of service offerings and local market requirements of different customer groups
• Excellent communicator, written and verbal, able to work with individuals (internal and external) across a wide range of levels, functions, brands and cultures
• Capable of implementing strategic service sales plan
• Ability to travel up to 75% of time; some international travel may be required

Education / Work experience:

• Required education: Bachelor’s degree, preferably in an Engineering discipline or Business Management (relevant experience with a demonstrated track record of success accepted in lieu)
• Required languages: English
• Service or capital equipment sales, experience in Service or engineering environment

At GEA, we don’t just offer jobs, we offer opportunities to thrive, grow, and make an impact.

#engineeringforthebetter

Please note: This position is based in the United States and does not offer visa or work sponsorship. Applicants must be authorized to work in the U.S. without current or future sponsorship.

GEA Group is committed to fostering an inclusive work environment where all clients and employees feel welcomed, accepted, and valued. We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.

#LI-LS

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