Regional Sales Manager - Bourn & Koch

Regional Sales Manager

Classification – Exempt (Salary)

Hours – 40-hour work week

Reports to – Director of Sales & Marketing

Date – January 17, 2025

Salary range – Base $84k - $95k + Commission Plan

JOB DESCRIPTION – This is a very critical position driving the continued sales and growth for Bourn & Koch, Inc. products across the entire product range, including but not limited to gear machine tools, grinding machine tools, and contract manufacturing. The regional sales representative is responsible for the proactive sales and marketing for machines, rebuilds, spare parts and service to the North American market for a specific assigned territory. The Regional Sales Representative’s main objective is to present Bourn & Koch solutions to all customers within a specific assigned territory. It also assists the organization with marketing activities in the specific assigned territory.

Essential Functions:

• Responsible for developing, implementing, and meeting goals of personal sales plans to achieve company objectives.
• Personal regular customer visits in the entire assigned territory. This includes both scheduled visits and cold calls.
• Responsible to work with dealer / manufacturers' representative network within territory.
• Ability to travel the assigned territory 60-70% of the time.
• Actively monitor personal sales goals to ensure that progress is made and the goals are on track to reach the desired outcome by the set deadline, i.e. quarterly sales, yearly sales.
• Meet or exceed appropriate product margin levels for sales as approved by top management for all assigned product line machine tools and/or services sold within specific assigned territory.
• Responsible to maintain and develop existing and new Bourn & Koch customers for the complete product offering through personal visits within assigned territory and liaison with internal customer support and application personnel.
• Document all activity, projects, contacts, quotations within CRM system. Prepare regular reports for business unit managers of sales activity for specific product lines.
• Works with business unit managers to develop territory sales plans and visit lists. Develop customers per direction of management and input from aftermarket.
• Makes presentations and demonstrations on all aspects of products and services, along with product performance.
• Responsible for relaying market information on price, delivery, quality, machine design features and customer expectations to Bourn & Koch on a regular basis.
• Prepares regular reports of sales activities (Sales volume, potential sales and client expansion)

regarding performance to objectives. Participates in sales meeting(s) at Bourn & Koch.

• Represents Bourn & Koch at trade association meetings and tradeshows as required.
• Assists in the organization & planning of trade shows within specific assigned territory.
• Must willing to continually develop knowledge of machining processes (gear and grind),

manufacturing engineering and lean manufacturing.

• Assists with marketing activities as assigned and required.

Competencies

1. Communication Proficiency – proficient with verbal and written communication.

1. Strong Organizational Skills.

1. Mathematical Skills.

1. Technical Capacity – ability to read blueprints

1. Thoroughness.

1. Time Management.

1. Excel, Word, & Windows Mechanical Aptitude.

1. Experience with CRM systems (i.e. Salesforce, Visual, or similar.)

Supervisory Responsibility: This position has no direct supervisory responsibilities.

Work Environment: Normal office environment, with exposure to shop conditions.

Travel: Yes – 60-70%

Required Education and Experience: High school diploma or GED.

Preferred Education and Experience: Bachelor’s Degree in Engineering, Business Administration or related field. 1-3 years of machine tool or capital equipment sales related experience. Gear manufacturing and/or precision grinding knowledge preferred.

AAP/EEO Statement

InCompass LLC and its subsidiaries (Bourn & Koch LLC, Clausing Industrial LLC, DuBois Equipment Company LLC, Midwest Automation LLC, Newman Machine LLC, and Timesavers LLC) provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, creed, ancestry, sexual or affectional orientation, marital or veteran status, color, religion, sex, national origin, age, disability, genetics, status with regard to public assistance or any characteristic protected under federal, state or local law.