Graphic Communications Sales Specialist
Ricoh UK
Regional Sales Manager
Hillenbrand
full-time
Posted on:
Origin: • 🇺🇸 United States • Kansas, Missouri
Visit company websiteJob Level
SeniorLead
About the role
- Lead efforts to grow revenue in Pharmaceuticals & Nutraceuticals across the Western United States.
- Own order intake, revenue, margin, and pipeline targets for the Western U.S. region.
- Build and maintain a strong pipeline; manage forecast accuracy, coverage ratios, and quarterly commitments within CRM.
- Expand share-of-wallet at strategic Pharma/Nutra accounts; identify and win new logos in priority segments (OSD, liquids/semi-solids, nutrition powders).
- Map buying centers and develop multi-threaded relationships; orchestrate executive engagement to foster long-term partnerships.
- Lead the sales cycle from discovery and URS clarification through proposal, negotiation, and close.
- Partner with Product Management, Engineering, Proposals, Service, Legal, and Finance to shape deals and deliver integrated solutions.
- Drive internal alignment on pricing, T&Cs, delivery timelines, and risk management; lead bid/no-bid decisions for complex pursuits.
- Analyze market trends, competitor activity, and regulatory changes; recommend segment focus, campaigns, and channels.
- Provide the voice of the customer to inform product roadmaps, standard solutions, and marketing content.
- Promote solutions optimized for small batch sizes, rapid changeover, and hygienic processing.
- Adhere to pricing guardrails, discount policies, approvals, and contracting standards (Incoterms, warranties, performance guarantees).
- Maintain CRM hygiene and contribute to regional reviews and global pipeline calls.
- Partner with Marketing on campaigns, industry events, demos, and references; host customer visits, FAT/SAT pre-alignments, and webinars.
- Ensure a seamless handover to Project Execution with documented assumptions, clarifications, and risk mitigations.
- Report to the Regional Sales Lead Americas as part of Coperion’s Pharmaceuticals & Nutraceuticals sales team.
Requirements
- Bachelor’s degree in Engineering, Life Sciences, Business, or related field.
- 7+ years of B2B capital equipment sales experience, including 3+ years selling to Pharma and/or Nutraceuticals manufacturers in the Western U.S.
- Proven success managing long-cycle, complex system deals and achieving order, revenue, and margin targets.
- Strong understanding of Pharma/Nutra production processes (blending, conveying, dosing, granulation, containment, cleaning/validation).
- Familiarity with cGMP, hygienic design, URS/RFQ processes, FAT/SAT, and quality documentation.
- Demonstrated negotiation, solution selling, value pricing, and contract structuring skills.
- Proficiency with CRM (e.g., Salesforce) and MS Office tools for pipeline, forecast, and reporting.
- Excellent communication and stakeholder influence skills.
- Self-directed, organized, reliable, and capable of operating effectively in a matrix environment.
- Willing to travel 40-50% across the Western U.S., with occasional trips to other regions.
- Preferred: Advanced degree (MBA or similar).
- Preferred: Experience in Pharma/Nutra equipment or process technology.
- Preferred: Ability to build business cases and ROI analyses for customers.
- Preferred: Experience supporting product roadmaps, standard solutions, and marketing initiatives.
- Preferred: Multilingual abilities are a plus.
