Regional Sales Manager

Job Title: Regional Sales Manager – Eastern Canada (QC, NL, NB, NS, and PEI)

Department: Sales Division: N/A

Reports To: Director of Sales Location: Home office in Territory State

FLSA Status: Exempt Date: January 2025

Summary: Lead the sales effort in close cooperation with the VP of Sales and in particular the

individual product managers. This position aims to increase and maximize sales volume in the

Eastern Canada (QC, NL, NB, NS, and PEI) territory based on active canvassing, routine customer

follow ups and regular customer ‘touches’ from both a sales and a customer service perspective. The

position entails both pre-sale and post-sale activities to ensure maximum customer confidence and

satisfaction through the establishment of trusted advisor standing on an on-going basis.

Time Utilization: This position will travel up to 70-80% of the time - mostly in the assigned territory.

Normal business hours are 8:00am to 5:00pm. Schedule needs to be flexible to accommodate trade

show and customer schedules.

Essential Duties and Responsibilities include the following (other duties may be assigned):

1. Establish commercial and customer service presence and success in the Eastern Canada (QC, NL,

contacts.

NB, NS, and PEI) market for industrial packaging solutions by building visibility and customer

2. Canvas and call on existing and potential customers in the Eastern Canada (QC, NL, NB, NS, and

PEI) in order to generate and follow up on sales leads, manage post-sale satisfaction, suggest

3. 4. 5. 6. appropriate operational changes to maximize value delivered and communication of customer

issues to customer service as appropriate.

Promote and sell all levels of Harpak-ULMA equipment, parts and services.

Provide all necessary information and documentation for the completion of sales proposals and

orders and work closely with product managers and other internal associates to enhance

customer experience.

Utilize FileMaker PRO-CRM according to established procedures and file timely visit reports to

ensure seamless customer interphase.

Successfully achieve mutually agreed upon targeted activities including; prospecting, customer visits,

research, update HubSpot, develop and increase pipeline monthly, orders, and number of new

customers.

Page - 1 - of 37. Identify current competitive and alternative solutions in the market and disseminate information

as necessary to the organization.

8. Author annual business plans based upon agreed upon objectives – and then execute same.

9. Establish and manage annual sales and expense budgets in close cooperation with the VP of

Sales.

10. Operate within annual expense budget and work to meet established individual sales budgets.

11. Attend and participate in trade shows, sales meetings, industry meetings and local association

events and other sales and customer support related activities as deemed feasible.

12. Attend internal and external meetings and/or events as required by VP of Sales and/or Senior

Management.

13. Be an active student of best practices for the industry as well as good selling and customer

service habits.

14. Be receptive to on-going coaching and training to further develop professional skill set.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty

satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability

required. Reasonable accommodations may be made to enable individuals with disabilities to

perform the essential functions.

Education/Experience:

Bachelor's degree (BA/BS) from four-year college or university; and five or more years related sales

or support experience; or equivalent combination of education and experience preferred.

Mechanical and electrical aptitudes along with food industry experience a big plus. Experience in

capital equipment sales and packaging industry knowledge required. Demonstrated proven success

in sales generation.

Language Ability:

Ability to read and interpret documents such as safety rules, operating and maintenance instructions,

and procedure manuals. Ability to read and write routine reports and correspondence. Ability to

speak effectively before groups of customers or associates of organization.

Math Ability:

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions,

percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and

geometry.

Reasoning Ability:

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to

interpret an extensive variety of technical instructions in mathematical or diagram form and deal

with several abstract and concrete variables.

Page - 2 - of 3Computer Skills:

To perform this job successfully, an individual should have strong knowledge of Word Processing

software; Spreadsheet software, Presentation software, Internet usage, Contact Management

systems and Database software. Must be proficient in the use of the MS Office Suite. MS FileMaker

Pro experience a plus.

Certificates and Licenses:

Current valid driver’s license and the ability to obtain a passport for travel as required by position.

Supervisory Responsibilities:

None

Work Environment:

The work environment characteristics described here are representative of those an associate

encounters while performing the essential functions of this job. Reasonable accommodations may be

made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the associate is occasionally exposed to wet or humid

conditions (non-weather); work near moving mechanical parts; cold (non-weather) and heat (non-

weather). The noise level in the work environment is usually moderate.

Physical Demands:

The physical demands described here are representative of those that must be met by an associate

to successfully perform the essential functions of this job. Reasonable accommodations may be

made to enable individuals with disabilities to perform the essential functions.

The associate must frequently lift and/or move up to 50 pounds. Specific vision abilities required by

this job include Close vision, Distance vision and Ability to adjust focus. While performing the duties

of this Job, the associate is regularly required to sit and talk or hear. The associate is frequently

required to stand; walk; use hands to handle, or feel and reach with hands and arms. The associate is

occasionally required to climb or balance; stoop, kneel, crouch, or crawl.

Harpak-ULMA Behavior Standard:

Maintain a positive work atmosphere by acting and communicating in a respectful manner so that

associates get along with customers, clients, co-workers and management.

I have read and understand this job description.

ASSOCIATE’S SIGNATURE: __________________________ DATE: _________

SUPERVISOR’S SIGNATURE: _________________________ DATE: _________