West Region Sales Manager

L.B. White Company, LLC; Colorado; On-site; USD 90,000 - 140,000; Full time

Job summary

L.B. White Company in the United States seeks a West Region Sales Manager to lead sales in the construction equipment rental and supply channels. The role involves developing annual sales plans, expanding the customer base, and strengthening key distributor relationships.

Proficiency with CRM and a technical aptitude are essential. The ideal candidate has 3–5 years of direct sales experience in durable goods, a 4-year degree, and the ability to travel up to 50% for training and field work with

Qualifications

• Minimum 3–5 years of direct sales experience with durable goods.
• Proven success in direct-selling prospecting and closing.
• Experience selling equipment or engineered products in construction equipment industry.
• Experience in construction equipment rental channel is a plus.
• Strong CRM and Microsoft Office proficiency.

Responsibilities

• Develop and execute annual sales plans to achieve goals.
• Prospect and acquire new profitable customers; grow share of wallet with key accounts.
• Collaborate with independent reps and distributors in targeted markets.
• Manage independent rep activities and monitor results.
• Build relationships at distributor, rental house, and end-user levels to influence specifications and purchase decisions.
• Become an expert on LB White products and provide training and presentations.
• Troubleshoot basic product issues (technical, application, installation).
• Coordinate with Marketing on distribution/dealer programs and monitor competitive activity.
• Use CRM to manage leads, prospects and project pipeline.

Skills

CRM software

MS Office

Mechanical aptitude

Interpersonal skills

Self-motivated

Education

4-year college degree

Job description

For more than 70 years, L.B. White has been providing quality heating products for a variety of markets. Much of the credit for our innovative product development and market leadership goes to the quality and dedication of our people. At L.B. White, we are committed to providing an environment that encourages all employees to make full use of their creativity and talents. We offer competitive compensation and a complete benefits package, along with the opportunity for professional development and growth.

Product assembly, machine operator and warehouse positions are staffed through various local staffing offices. As permanent openings develop, we transition qualified seasonal employees to permanent staff.

Job Description

Based in Onalaska, Wisconsin, L.B. White Company, a subsidiary of Modine, is one of the world’s leading manufacturers and marketers of propane, natural gas and kerosene heaters for agricultural, construction, event, and greenhouse environments.

Founded in 1947, L.B. White offers over 75 years of leadership in heating design and manufacturing expertise. Our products include a wide range of direct-fired forced air, radiant, electric, and indirect fired heaters available in a variety of heat outputs, ignition types, and installations options.

Through the course of the company’s history, L.B. White has established a significant leadership position in the markets we serve by delivering innovative products and quality service that meet the evolving needs of our customers.

About Modine

For more than 100 years, Modine has solved the toughest thermal management challenges for mission-critical applications. Our purpose of Engineering a Cleaner, Healthier World™ means we are always evolving our portfolio of technologies to provide the latest heating, cooling, and ventilation solutions. Through the hard work of more than 11,000 employees worldwide, our Climate Solutions and Performance Technologies segments advance our purpose with systems that improve air quality, reduce energy and water consumption, lower harmful emissions, enable cleaner running vehicles, and use environmentally friendly refrigerants. Modine is a global company headquartered in Racine, Wisconsin (U.S.), with operations in North America, South America, Europe, and Asia. For more information about Modine, visit modine.com.

Location: CO, UT

Job Requirements

West Region Sales Manager will be responsible for achieving the sales goals of L.B. White Company (LBW) in the U.S. West Region in the Construction Equipment Rental and Supply sales channels. The West Region Sales Manager will report to our Global Director of Sales.

Specific duties of the Sales Manager include the following:

• Develop and execute annual sales plans to achieve sales goals.
• Prospect and add new, profitable customers as appropriate. Develop and maintain superb relationships with existing customers to continuously grow share of wallet with key accounts
• Work in partnership with independent sales reps and key distributors in specific markets
• Manage independent rep activities by developing annual plans and monitor results on a periodic basis
• As a key member of the strategic accounts management team, acts as a primary or secondary owner of key relationships and/or processes as assigned by the Director of Sales to grow share of wallet with key accounts
• Develop and maintain key relationships at the distributor, equipment rental house, and end-user levels to influence decision making process regarding the specification and purchase of LB White products
• Become an expert on LB White products
• Conduct training and sales presentations
• Perform basic product troubleshooting, including technical, application, and installation issues
• Work with LB White’s Marketing department in creating and maintaining individualized distribution/dealer programs
• Monitor competitive activity in the market and maintain LB White’s management up to date on latest developments in pricing, technology, and other competitor activities
• Be a conduit of market information for LB White product development purposes
• Use CRM to manage leads, prospects and project pipeline

Ideal candidate profile:

• Minimum 3-5 years’ experience with direct sales of durable goods
• Proven success in the direct-selling prospecting process, resulting in a high rate of closing the sale.
• Experience in selling equipment or other engineered products in the construction equipment industry
• Experience in the construction equipment rental channel is a plus
• Demonstrated record of success in selling durable products through a distributor/dealer network.
• Technology savvy, with a high degree of proficiency using CRM software and Microsoft Office suite of products
• Strong mechanical / technical aptitude
• Highly developed sales skills and personal attributes including persuasiveness, planning/organizing, negotiation, reliability, and integrity.
• Excellent interpersonal skills and ability to develop / maintain business relationships
• Self-motivated and able to work independently
• 4-year college degree is required
• Must be able to lift and move objects of up to 50 pounds on a frequent basis
• Strong desire to have a career with a winning team

The successful candidate will complete an in-depth training program comprised of training at L.B. White headquarters in Wisconsin and in the field with our Regional Sales Managers. L.B. White pays for all travel-related expenses and provides a computer and smartphone. L.B. White Company offers a competitive compensation and benefits package. This position will require approximately 50% overnight travel.