Position Summary:
The Regional Sales Manager is a field-based position responsible for achieving or exceeding the assigned territory sales plan. This position requires strong technical acumen and credibility in Inductively Coupled Plasma (ICP-OES/ICP-MS), X-Ray Fluorescence (ED‑XRF), and handheld XRF (HH‑XRF) sales, as well as experience with CAPEX sales in markets served by these products. The RSM will embrace the overall company growth strategy, define and lead the regional sales strategy, and direct all sales activities within the assigned geography with excellent territory management and exemplary closing skills. The RSM will build successful territory plans and account level strategies that translate into business results. This position is an individual contributor responsible for regional sales in the Midwest region.
Key Duties and Responsibilities:
Sales Execution & Market Development:
- Demonstrate strong capital sales acumen with proven hunting, prospecting, and closing skills.
- Develop and execute territory plans aligned with business objectives to meet or exceed sales quotas.
- Use industry knowledge, social media, and AI tools to identify and pursue new market opportunities, while maintaining a robust sales pipeline.
- Identify cross-selling opportunities to support colleagues and expand account penetration
Customer Engagement & Relationship Building:
- Understand customer laboratory and business needs to position solutions effectively, including ICP/ -OES /-MS, ED-XRF, and Hand-Held XRF instruments.
- Maintain routine contact with customers through face-to-face meetings, social media, and professional phone communication.
- Always represent SPECTRO positively and professionally.
Sales Process Management & Reporting:
- Consistently manage the sales cycle, including lead follow-up, funnel management, forecasting, and pipeline tracking using Salesforce.
- Accurately forecast sales activity and maintain daily updates in Salesforce.
- Provide management with timely updates on prospects, competitive activity, and territory performance.
- Prepare accurate quotes, secure purchase orders, and ensure timely submission of internal documentation.
- Maintain detailed quotation records and lost/won order reports in Salesforce.
Demonstrations & Technical Support:
- Conduct and coordinate site visits, product demonstrations, technical discussions, and presentations in collaboration with the applications team.
- Assess customer applications and recommend the right instruments to meet their needs.
- Ensure customer satisfaction throughout the pre‑ and post‑sales process.
Professional Development & Representation:
- Attend industry seminars, exhibitions, and meetings as required.
- Complete training courses to maintain a high level of product and application knowledge.
Required Education, Knowledge, Skills and Experience:
- 3+ years of Capital Equipment Sales experience or Strong Market/Product knowledge
- Technical familiarity with product line(s) and markets
- Strong Hunting, Prospecting, and Closing skills
- Strong interpersonal, oral, presentation and written communication skills
- Exceptional negotiation skills are a prerequisite
- Ability to manage extensive local & regional travel schedule (up to 75% in front of customers required)
- Excellent organizational and multi-tasking skills.
- Strong organizational and time management skills
- Bachelor’s degree or equivalent experience
- Salesforce, LinkedIn Sales Navigator, Copilot, Microsoft 365 products knowledge required
- Candidate must reside in the territory. Minnesota, Wisconsin, Illinois, Michigan, Indiana or Ohio
About Us: SPECTRO is one of the worldwide leading suppliers of analytical instruments, employing optical emission (Arc/Spark OES, ICP-OES) and X-ray fluorescence spectrometry (XRF) technology, used for the elemental analysis of materials in industry, research and academia. SPECTRO is a member of the AMETEK Materials Analysis Division. SPECTRO manufactures advanced instruments and develops the best solutions for elemental analysis in a broad range of applications Elemental analysis is continuing to develop at a fast pace worldwide with the need for ultimate precision, complex system requirements, and expanding fields of applications for even routine operations. SPECTRO leads the progress advancements in this field by providing new solutions and continuous innovations. Founded in 1979 as a 3-man-enterprise, SPECTRO today employs over 400 employees around the world and is listed as the clear market leader for metal analyzers. In addition, growth in the sales of ICP and XRF spectrometers has continued to exceed industry averages.