Regional Sales Manager | Western Michigan

Job Purpose

The Regional Sales Manager is responsible for driving sustainable sales growth by acquiring new business, expanding strategic customer relationships, and increasing SCHUNK's market share within an assigned territory. This role balances direct application-focused selling with channel development, working closely with machine builders, dealers, system integrators, distributors, and end users to influence specifications and secure new opportunities.

Success Profile

• Persistent business developer
• Strategic territory manager
• Congnitive communicator
• Highly organized and action-oriented professional who takes ownership, drives momentum, identifies solutions, and consistently follows through on commitments

Key Responsibilities And Tasks

• New Business Acquisition
• Identify, qualify, and secure new business opportunities across OEMs, system integrators, machine builders, distributors, and end users.
• Develop and maintain a robust sales pipeline aligned with annual revenue objectives and strategic territory growth plans.
• Application-Focused Solution Selling
• Position SCHUNK solutions by understanding customer applications, challenges, and objectives. Demonstrate the value of SCHUNK products through technical presentations, product demonstrations, and consultative discussions focused on productivity improvements, reliability, and return on investment.
• Specification & Channel Development
• Drive specification activity with machine builders, dealers, and integrators to secure SCHUNK solutions on new equipment and automation projects. Strengthen distributor and channel partner engagement through training, joint sales activities, and strategic account alignment.
• CRM Discipline & Reporting
• Maintain accurate and timely documentation of customer activities, opportunities, forecasts, visit reports, quotations, and follow-up actions within SAP C4C. Utilize CRM insights and territory performance data to support forecasting, strategic planning, and sales execution.
• Internal Collaboration
• Partner closely with Product Management, Inside Sales, Marketing, and Leadership to develop winning strategies, deliver customer solutions, and ensure a consistent, professional customer experience. Contribute market intelligence, competitive insights, and customer feedback to support business growth initiatives.
• Customer Engagement & Travel
• Conduct regular customer visits, technical evaluations, product demonstrations, and trade show activities throughout the territory. Establish credibility with key decision-makers while ensuring each customer interaction results in clear action items and defined next steps.

Time Utilization Expectations

• 50% Customer Engagement (Strategic Relationship Development)
• 20% New Business Development (Growth and Revenue Generation)
• 20% Channel Management & Partner Enablement (Market Expansion and Leverage)
• 10% Internal Collaboration & Sales Operations (Execution and Enablement)

Requirements

• Bachelor’s degree in Business, Engineering, or related; or equivalent technical sales experience.
• 5+ years in manufacturing/machining/industrial automation sales with proven new business development.
• Strong communication, presentation, and negotiation skills; proficiency with CRM systems (SAP C4C) and virtual tools.
• Ability to manage multiple priorities and maintain disciplined territory coverage; travel up to 50%.

Compensation

• Base + Commission

Benefits

• Medical: Comprehensive plan; employer pays 100% for employees and ~85% for family.
• Dental & Vision: Optional group plans.
• Life & Disability: Company-provided short-term, long-term, and life insurance.
• 401(k): 50% match up to 6%.
• PTO: Paid Time Off.
• Perks: Company car, laptop, phone.

Company Culture and Core Value Alignment

• Say Yes – Find Solutions
• Move It Forward
• Meticulous Craftsmanship
• Urgency with Prioritization
• Intentional and Decisive
• Respectful and Helpful