Sales Representative - Western U.S.

Company Description

M&C Specialties, a leading global converter with advanced engineering and manufacturing facilities in North America, Europe and Asia, and headquartered in Southampton, PA, is searching for a driven, enthusiastic Sales Representative (hunter) to join our team. This individual will be based in the western U.S. region and work out of a home office.

M&C, a business within the Pressure Sensitive Adhesive & Components division of Illinois Tool Works (ITW), offers differentiated solutions and enhances our customers’ competitive advantage through our: 

• Almost 80 years of market expertise
• Track record of continually improving processes, materials and designs
• Global footprint to leverage and service customers worldwide
• Customer centric approach focused on ensuring satisfaction
• Best practices shared amongst PSAC units around the world
• Commitment to providing unparalleled value 
• Organization’s strength (Fortune 200 company)

For more information about our company, visit our website at www.mcspecialties.com.

Job Description

The Sales Representative role is responsible for developing, executing and maintaining the business development plan for the medical product markets in North America by prospecting, promoting, managing, providing technical solutions and closing of new business sales opportunities with existing and prospective accounts. This individual will be based in the western U.S. region and work out of a home office.

Duties:

• Identify and close new sales opportunities with existing and prospective target customers
• Collaborate with customer’s engineering and sourcing teams to develop, offer and sell innovative fabricated product solutions, negotiate pricing, and manage the coordination of projects
• Build, maintain, expand and leverage strong business relationships with customers, prospects and suppliers
• Ensure high post-sales satisfaction by facilitating positive long-term relationships and high potential for repeat business with customers.
• Engage closely with internal technical support teams in identifying customer needs, recommending material options, and evaluating designs, specifications and drawings
• Participate in our long range and annual sales planning budget preparation and discussions and quarterly regional sales business review meetings, trade shows and related industry conferences
• Continually assess competitive activity and trends to identify opportunities  
• Achieve sales targets to support the PSAC group’s penetration and growth expectations
• Prepare and deliver presentations to internal and external stakeholders 
• Conduct on-going reviews of accounts to determine customer satisfaction on products/pricing and understand how to better serve their future needs
• Update CRM and project management tools with new business activity and customer interactions (i.e. call reporting, quarterly reports and other Key Performance Indicators necessary to effectively manage the territory) 
• Uphold the ITW values, principles of conduct and culture in all business activities 

Qualifications

Education/Experience:

• Bachelor’s degree in business or related field
• 2+ years of solution-based selling

Skills/Qualifications:

• Highly motivated, results-oriented individual who can self-manage time, workload and multiple competing priorities
• Strong leadership, organizational, listening, problem solving and reasoning skills
• Solid Microsoft office skills and CRM experience
• Ability to travel up to 70%
• The ability to:

          - foster strong, collaborative relationships with multiple customer contacts and buying                influences within an organization

          - communicate the benefits of M&C’s capabilities, value added services, and                              innovative solutions resulting in achievement of customer retention, gain in market                  share, and profitability goals

          - understand the needs of customers and communicate these needs effectively with                  internal support team with an appropriate sense of urgency

Additional Information

This role offers a competitive base salary plus commission and a generous, comprehensive benefits package.

New employees are eligible for the following benefits:

• Health, prescription, dental and vision benefits on the first of the month following hire
• Generous 401(k) with company match immediately after hire PLUS an additional (3-6%) basic contribution into 401(k)
• Company-paid life i