Regional Account Representative

About the Role

We are seeking a dynamic and results-oriented Regional Account Representative to define and implement a long-term growth strategy for customers within the cement and non-cement industries. You will drive sales of spare parts, field service opportunities, and equipment upgrades to maintain and modernize customer assets, ensuring safe and efficient operations. The role focuses on both thyssenkrupp Polysius North America, Inc. installed base and non-thyssenkrupp equipment. You will own a regional territory, build strong customer relationships, identify opportunities, and provide technical expertise to meet customer needs while achieving the company's fiscal targets.

Responsibilities

• Demonstrate a commitment to safety.
• Sales Target Achievement:
  • Develop and implement a long-term strategic sales plan for each customer, including measurable goals and sales strategies.
  • Grow existing customer accounts in sales revenue year-over-year while maintaining minimum gross margin levels for all service products.
  • Implement strategies for upselling and cross-selling products and services.
  • Identify and pursue new business opportunities within cement and non-cement producing customers using market research.
• Customer Relationship Management:
  • Conduct frequent site visits to understand customer requirements and provide tailored solutions.
  • Ensure frequent and meaningful communication to maintain customer engagement.
  • Act as the primary point of contact for customers to ensure high satisfaction.
  • Establish and cultivate strong, long-term relationships with key decision-makers.
  • Develop a deep understanding of the customer’s organizational structure and identify internal sponsors for solutions.
• Technical Understanding:
  • Develop comprehensive technical knowledge of service products and assist customers in selecting optimal solutions.
  • Collaborate with the engineering team to ensure accurate and timely responses to technical inquiries.
  • Address and resolve customer issues promptly and effectively.
  • Perform client presentations and articulate the core values of products and service solutions.
• Market Analysis and Strategy:
  • Provide market feedback to identify trends, competitor activities, and potential growth areas.
  • Refine sales strategies using market insights to stay competitive.
  • Develop and maintain a comprehensive understanding of the customer’s industry, including key players, challenges, and technological advancements.
  • Identify new business opportunities based on industry knowledge.
  • Provide input on product development and improvement based on customer feedback and market demands.
• Performance Reporting:
  • Share regular updates and quarterly reports with improvement suggestions.
  • Track pipeline, forecasts, and update account plans as needed.
  • Maintain accurate CRM data for reporting and analysis.

Requirements

• Education & Experience:
  • High School degree or General Education Degree (GED).
  • Proven experience in sales within the industrial or cement plant sector.
• Knowledge & Skills:
  • Strong technical knowledge of cement plant or non-cement plant equipment.
  • Demonstrated business acumen in balancing customer and business requirements (financial, strategic, and tactical thinking).
  • Excellent verbal and written communication and presentation skills, with the ability to convey technical information effectively.
  • Ability to work effectively in a team environment with a strong desire to succeed.
  • Strong organization and time management skills for a fast-paced environment, with impeccable follow-up ability.
  • Proficiency in Microsoft Office Suite and ability to quickly learn new software tools.
  • Ability to understand and explain complex technical concepts.

Preferred Qualifications

• BS in Mechanical Engineering or equivalent experience.
• Demonstrated success in achieving sales targets and growing customer accounts.
• Knowledge of customers and competitors.

Work Environment

The role involves occasional exposure to outside weather conditions, moving mechanical parts, fumes or airborne particles, and extreme heat. Work may require using ladders, scaffolding, and catwalks to access elevated areas. The noise level in the work environment is sometimes loud.

Physical Demands

• Frequent walking, standing, and climbing.
• Occasional lifting and/or moving up to 50 pounds.
• Specific vision abilities required: close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
• Must comply with company safety procedures, including the use of personal protective equipment (PPE) such as steel-toed boots, fall protection, respirators, hearing protection, safety glasses, hard hats, face shields, and face coverings.

Travel

Ability to travel frequently to customer sites (70%+ travel) with flexibility to accommodate travel schedules and customer requirements.

Benefits

• Medical & Dental Insurance
• Vision Coverage
• Company-Paid Life Insurance
• Company-Paid STD/LTD
• FSA & HSA
• Voluntary Accident, Hospital Indemnity, Critical Illness, and Identity Theft Protection
• 401(k) Plan
• Roth IRA
• Supplemental Life & AD&D
• Paid Time Off (25 days per year)
• Paid Holidays