Regional Sales Manager (IN, W KY)

REGION: INDIANA AND WESTERN KENTUCKY

SUCCESS PROFILE

We’re seeking a high-energy Regional Sales Manager to drive revenue growth across a multi­channel territory (machine builders/dealers, OEMs, system integrators, distributors, and end-users). The ideal candidate has strong technical aptitude in gripping systems and automation, excels at value-based selling, and maintains rigorous CRM hygiene to build and advance a high-value pipeline.

Ideal Traits: Tenacious hunter; structured territory planner; persuasive communicator; meticulous and urgent operator who moves projects forward, proposes alternatives to keep momentum, and demonstrates ownership and accountability.

JOB PURPOSE

The Regional Sales Manager is responsible for winning new business and expanding SCHUNK’s presence within a defined territory. The role balances plant-level application selling and partnering with machine builders to secure specifications, while leveraging distributors for day-to-day coverage, supported by disciplined account management and reporting in SAP C4C (CRM).

KEY RESPONSIBILITIES AND TASKS BY PRIORITY

1. New Business Acquisition: Prospect, qualify, and close opportunities across OEMs, integrators, dealers, distributors, and end-users; build a pipeline aligned to territory goals.
2. Application-Focused Solution Selling: Present SCHUNK’s value proposition (quality, reliability, productivity gains) through demos and technical talks; reframe price to ROI with measurable outcomes.
3. Specification & Channel Development: Secure SCHUNK specifications on new builds by partnering with machine builders/dealers and system integrators; motivate and enable distribution partners.
4. CRM Discipline & Reporting: Maintain accurate opportunities, visit reports, quotes, and follow-ups in SAP C4C; leverage sales reports to monitor progress and guide annual/strategic planning.
5. Internal Collaboration: Coordinate with Product Managers, Inside Sales, and Marketing; prepare polished proposals and artifacts that reflect SCHUNK’s meticulous craft standards.
6. Client Engagement & Travel: Conduct plant visits, product demonstrations, and attend trade shows; maintain a professional cadence and clear next steps after each interaction.

TIME UTILIZATION EXPECTATIONS

50% Client Engagement (Strategic and Relationship-Focused)

Strengthen relationships with decision-makers through in-person visits, technical demos, and trade show participation. Activities include influencing specification decisions, reinforcing value propositions, and ensuring alignment with client needs for long-term success.

20% New Business Development (Hunter-Focused and Revenue-Driven)

Aggressively pursue new accounts and drive revenue growth to meet ambitious territory targets. Activities include prospecting, cold outreach, networking, and closing deals across OEMs, integrators, machine builders, and distributors. Responsibilities also include building a disciplined pipeline, managing complex sales cycles, and positioning SCHUNK’s high-quality, precision solutions to overcome competitive pressures.

20% Channel Management & Partner Enablement (Growth and Leverage-Focused)

Develop, enable, and optimize channel partners to extend market reach and drive scalable

revenue growth. Activities include recruiting and onboarding distributors and integrators,

conducting joint sales calls and partner trainings, aligning on territory and account strategies,

and ensuring partners are equipped to position SCHUNK solutions effectively. Responsibilities

also include managing partner performance, resolving channel conflict, reinforcing

expectations, and leveraging channel relationships to accelerate pipeline development and

close complex opportunities.

10% Internal Collaboration and Support (Process and Enablement-Focused)

Support quoting activities, provide input on marketing initiatives, and maintain accurate CRM records in SAP C4C. Responsibilities also include adapting to a lean environment with limited collateral, ensuring personal discipline in opportunity management, and collaborating with product managers and leadership to deliver creative, value-based proposals.

MINIMAL QUALIFICATIONS

• Bachelor’s degree in Business, Engineering, or related; or equivalent technical sales experience.
• 3+ 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 At 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.