Job Title: Sales/Technical Manager

Department: Sales 

Report To: Director of Sales

Work Hours: Flexible

Location: Remote (West Coast and Mountain) 80% Travel

Nevada, Arizona, California, Oregon, Washington, Montana, Wyoming, Colorado, New Mexico, Idaho, Utah

About the Company

ViskoTeepak is a world leader in sales and manufacturing of cellulose, fibrous and plastic casings for the food industry. With our 6 manufacturing and converting plants and our 5 sales offices around the world we employ around 1,100 people. ViskoTeepak’s core values are Trust, Ambition & Fun. Trust is built on credibility, being fair and treating each other with respect. We earn trust by delivering on our promises, which is particularly true for how we manage our business and our people. We have a strong desire to be the best and want to be Ambitious on our road to success. That is why we will walk the extra mile to help our customers and partners to succeed in their business. Fun is created by being successful in achieving your goals and by working with a team of people that you trust and feel connected to. It creates the energy that we need for taking on the next challenge!

About this Role

This position is remote/home office based in the West Region of the United States. This position is responsible for increasing current customer sales volume/revenue within a specified region in addition to performing technical services for these same customer accounts. This position is responsible for both the regional production plants of Key/National accounts located within the specified region as well as all other regional manufacturing plants within the specified region. For the regional plants of Key/National accounts this position will working closely with the Sales Director to accomplish defined activities at those production plants, as defined by the Sales Director. Develop and execute a regional sales strategy accompanied by a technical support plan within the region to identify, target and secure new customers resulting in increased sales. Will perform related technical tasks, as needed, to support testing at customer sites and resolve technical issues at customer sites. This position works as a key resource to both internal and external customers for optimal use of our products in the end user production processes.

Key Result Areas

• Increase ViskoTeepak’s market share by becoming actively involved in the planning of sales growth by developing account strategies to meet and exceed budget Work with the Sales Director and Product Managers to identify targeted prospects for new business.
• Continually develop and maintain a pipeline of active customer projects/opportunities within the regional area for all key product lines. Actively communicates new and closed opportunities to both the respective product line Product Manager and the Sales Director to maintain a master list of all opportunities.
• Participates in and proposes prioritization within the opportunity
• Develop and maintain effective relationships with current customers, identifying and adding new product applications using VT product lines, resulting in increased revenue and volume.
• Resolves casing, packaging, or processing issues pertaining to ViskoTeepak products at the end customers. Works closely with both internal and external operational, technical, and commercial resources to resolve the product issue. Writes technical reports and/or case studies to document the activities performed.
• Manage and perform account business administration Activities performed include areas such as accounts receivable and sales order/finished goods inventory levels for customers within ViskoTeepak guidelines.
• Work with customers to obtain forecasts for the products supplied and communicate this information to Product Managers and other functional groups, as needed.
• Manage the territory and pricing of products to achieve defined sales revenue and volume targets at acceptable profit margin levels.
• Coordinate with both Product Managers and other necessary resources in support of field trials and customer start-up. For more complex and large-scale qualifications, may also perform a formal project management role covering the qualification to the commercial sales process.
• Performs the Technical Service role in managing the technical service requirement for the assigned customer base and prospective accounts with the Technical Service Works directly with available internal and external resources to schedule and execute on all technical activities at customer sites.
• Prepare, coordinate, and conduct customer sales presentations as
• Maintains a network of industry technical contacts and equipment/supply vendors to incorporate best practices and initiate / lead in introducing innovative changes to the customer base.
• Skill and Competencies Required
• Bachelor’s Degree preferred, but not Strong technical skills, preferably with Casing, Meat Science or Equipment background.

People Responsibilities

• The Regional Business/Technical Manager has no supervisory

Freedom of Act

Expected to propose to:

• Sales Director and Product Manager…. the annual goals and objectives of each VT product line within the respective region and the strategies necessary to achieve these goals
• Sales Director…. Ongoing opportunities within the regional area and the activities being coordinated to commercialize the opportunities
• Sales Director…. Recommendation and actions necessary to close on opportunities, including recommendations on pricing levels beyond their approval level
• Sr Technical Service Manager…. Collaborative solution development to bring forth to customers to solve problems and add new sales volume.
• Sales Director…. New product ideas other innovations to enhance current products or develop new products
• Sr Technical Service Manager…. Ongoing technical activities within the sales region, by product line, and the activities being coordinated with the customer to solve problems or commercialize opportunities
• Sales Director and Sr Technical Service Manager…. Identification and recommendation of ongoing training needs focused in the areas of sales, technical and personal development that will bring value to the company and its

Has the right to decide on:

• Development and execution sales strategies and tactics, including a technical service plan, within the regional area to meet the sales and volume goals
• New customer and opportunity pipeline development within the regional area
• Pricing of products up to pre-approved price levels
• Scheduling and prioritization of activities and opportunities covering both sales and technical service activities within the region
• Travel and entertainment activities within company policy
• Identification and scheduling of training necessary to further develop and enhance the skills needed to perform the Regional Sales/Technical role

Impact on Business Results

• Participates in the creation and implementation of action plans for assigned account base, ensuring adequate stock is on-hand to meet anticipated sales and activities are maintained to continually foster new growth
• Monitor on a continual basis (monthly) sales Communicates trends and issues pertaining to sales goals with Sales Director, Product Manager, or other members of the commercial team, as needed

Involvement in Business Planning/ Target Setting

• Participates in the development of account strategies and goals overall company strategy Forecast, budget and track account revenues and cost
• Develop Regional information to include customer background information, assignment of the ViskoTeepak account team, determining the business landscape of the account, and developing account metrics to achieve growth objectives. Assist the Sales Director in developing this same information for National Accounts with a presence within the regional area.
• Identify, document, and execute against defined opportunities within each Provide of ViskoTeepak existing relationships with specific accounts.
• Definition of account structure, relationships, and team alignment
• Develop proposals, negotiate terms and conditions, and implement contractual agreements while assuming accountability for delivering strong financial results
• Execute an action plan for each account while utilizing the company’s account management
• Be an internal account champion, assuring clear and regular communication to ViskoTeepak stakeholders Mentor and develop a team in the effective utilization of the account Management plan, to include account planning and management, the selling process, the technical service process, the post-sales implementation process, deal economics, metrics, and sales reporting tools
• Utilize CRM software systems to document all activities related to end customers using defined processes

Communication

• Communicates regularly with all levels within ViskoTeepak and provides updates on related sales and technical activities

Position Accommodations

• Company Car, Gas Card, Travel Reimbursement, Room & Board Reimbursement, Meal Reimbursement
• Laptop, Company Phone, Printer, Office Supplies

Benefits

• Paid Holidays/Paid Vacation
• Medical
• Dental
• Vision
• Basic Life/AD&D Insurance
• Term Life/AD&D Insurance
• Disability Insurance
• 401(k) Retirement Program – ViskoTeepak will Match 5%
• Health Savings Account
• Flexible Spending Account
• You are Eligible for Bonus Based on Define Measure
• 90 Day Review for Potential Increase
• Annual Performance Review for a potential increase

• Previous sales experience, preferably with casing products or packaging within the meat processing Must demonstrate effective selling and negotiation skills.
• Strong communication skills (verbal and written), including the ability to present comfortably to senior executives. Must also be able to communicate effectively across all levels of a manufacturing operation, primarily including Purchasing, Operations, and R&D Strong organizational, problem-solving, and interpersonal skills.
• Value Added Selling Ability to effectively demonstrate and document Total Cost of Ownership against products utilized by ViskoTeepak and prospects.
• Strong understanding of food casings, film, and shrink bag products utilized within targeted markets for ViskoTeepak Must be able to not only identify and sell the best products to meet the customer’s needs but also be able to technically service the customer’s needs in using the product.
• Strong understanding of related packaging equipment utilized in conjunction with ViskoTeepak products. Personal computer skills, including Email, Word, Excel, PowerPoint, ERP and CRM Must be able to write and communicate both customer focused documents, communications, presentations, and reports in addition to writing technical reports containing and communicating information of a more detailed nature.
• Ability to travel to customer locations and/or other industry related locations with up to 80%

About ViskoTeepak

ViskoTeepak is a world leader in sales and manufacturing of cellulose, fibrous and plastic casings for the food industry. With our 6 manufacturing and converting plants and our 5 sales offices around the world we employ around 1,100 people. ViskoTeepak’s core values are Trust, Ambition & Fun. Trust is built on credibility, being fair and treating each other with respect. We earn trust by delivering on our promises, which is particularly true for how we manage our business and our people. We have a strong desire to be the best and want to be Ambitious on our road to success. That is why we will walk the extra mile to help our customers and partners to succeed in their business. Fun is created by being successful in achieving your goals and by working with a team of people that you trust and feel connected to. It creates the energy that we need for taking on the next challenge!

Connections working at ViskoTeepak