Regional Sales Manager | Western Michigan

Description

Regional Sales Manager | Region: Western Michigan

Remote field sales role requiring local travel to customers and prospects throughout Western Michigan

SUCCESS PROFILE

We are seeking a driven, customer-focused Regional Sales Manager to accelerate revenue growth and expand SCHUNK's market presence across a multi-channel territory that includes machine tool builders and dealers, OEMs, system integrators, distributors, and end users.

The ideal candidate combines strong technical aptitude with a consultative, results-oriented sales approach. They possess a deep understanding of manufacturing technologies such as toolholding, workholding, gripping systems, and automation, and can effectively communicate value by translating technical capabilities into measurable business outcomes. This individual is highly disciplined in pipeline management, territory planning, and CRM utilization, ensuring opportunities are consistently identified, advanced, and converted into revenue.

Ideal Traits: Persistent business developer; strategic territory manager; confident communicator; highly organized and action-oriented professional who takes ownership, drives momentum, identifies solutions, and consistently follows through on commitments.

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 requires a proactive approach to account development, strong technical and commercial acumen, and disciplined use of SAP C4C (CRM) to manage customer engagement, pipeline visibility, and territory performance.

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)

Build and strengthen relationships with key decision-makers through in-person visits, technical discussions, product demonstrations, and industry events. Focus on driving specification activity, uncovering growth opportunities, expanding customer adoption, and positioning SCHUNK as a trusted technology partner.

20% New Business Development (Growth and Revenue Generation)

Aggressively pursue new business opportunities to achieve and exceed territory growth objectives. Activities include prospecting, networking, cold outreach, opportunity qualification, and managing complex sales cycles across OEMs, integrators, machine builders, distributors, and end users. Maintain a healthy pipeline that supports both short-term wins and long-term territory growth.

20% Channel Management & Partner Enablement (Market Expansion and Leverage)

Develop and strengthen distribution and integration partners to expand SCHUNK's market reach and drive scalable growth. Responsibilities include partner recruitment, onboarding, training, joint customer visits, territory planning, performance management, and aligning channel resources to maximize sales effectiveness and customer coverage.

10% Internal Collaboration & Sales Operations (Execution and Enablement)

Maintain CRM accuracy, support forecasting and reporting requirements, contribute to marketing and business development initiatives, and collaborate across functional teams to deliver customer-focused solutions. Demonstrate strong personal accountability, operational discipline, and adaptability within a dynamic, growth-oriented environment.

Requirements

MINIMAL QUALIFICATIONS

• 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 AtAt SCHUNK, our culture is rooted in behaviors that advance our mission: being the technology leader in toolholding, workholding, gripping, and automation. We believe success comes from working with urgency, craftsmanship, and a collaborative mindset. Every team member is expected to demonstrate ownership, accountability, and a commitment to moving projects forward.

Core Values and Operating Principles

• Say Yes – Find Solutions

We reframe constraints into options and propose alternatives to keep momentum. “No "stops progress; “Yes” moves us forward.

• Move It Forward

Every interaction ends with a clear next step, an owner, and a date. We never leave progress to chance.

• Meticulous Craftsmanship

We take pride in the quality of our work—whether it’s a proposal, a presentation, or a customer demo. Accuracy and polish matter.

• Urgency with Prioritization

We respond quickly to unblock others and prioritize actions that drive impact. Simple requests are answered within one business day.

• Intentional and Decisive

We plan with purpose, set clear agendas, and commit to decisions. We remain humble and confident enough to course-correct when new information emerges.

• Respectful and Helpful

We foster a culture of respect and support—internally and externally. Collaboration and courtesy are non-negotiable.

Willingness to travel extensively within the assigned territory (up to 50%).