Regional Sales Manager - California

Job Description: The Regional Sales Manager is a critical growth catalyst for Lomas commercial success. This role was created to:

• Proactively identify, develop, and expand customer accounts within the designated region, with a dual focus on retention and acquisition.
• Collaborate cross-functionally to ensure seamless customer experience, timely resolution of issues, and accurate communication of evolving customer needs.
• Drive revenue growth through strategic account planning, consultative selling, and competitive positioning of Lomas capital equipment solutions.

Ideal candidates will bring a proven track record of high-performance sales leadership in the food processing or packaging industry, with deep experience in technical capital equipment and a passion for customer-centric growth.

Position Requirements (e.g. training, experience, education etc.):

• Essential:
• High school diploma required. Bachelors degree preferred.
• Minimum 5 years of experience in Sales, Marketing, Market Development, Account Management, or similar discipline. Industrial capital sales experience preferred.
• Demonstrated success in growing existing accounts and securing new business in capital equipment sales, preferably in the Food industry.
• Strong consultative selling skills with the ability to uncover customer pain points and align solutions to business outcomes.
• Exceptional communication, negotiation, and presentation skills across technical and executive audiences.
• Excellent time management, multitasking and organizational skills.
• Analytical mindset with ability to interpret data, forecast trends, and make data-driven decisions.
• Resilience, tenacity and drive in pursuing opportunities, overcoming objections, and navigating complex sales cycles.
• High emotional intelligence and relationship-building capability to foster trust and long-term partnerships.
• A role model of Lomas behaviors (Hands-on, One Team, Positive Mindset, Delivering on our Commitments, Taking the initiative).
• Proficiency in CRM systems (e.g., D365 Sales CRM), Microsoft Office Suite, and mobile sales tools.
• Valid drivers license with willingness to travel 50%+ across the region and on occasion outside for Trade Shows or to Lomas other facilities, particularly in Carol Stream, IL, for product training, meetings and other purposes as such needs arise.

Key Responsibilities: Take ownership in delivering Sales goals and objectives by:

• Strategically targeting existing and prospective accounts and verticals using data, market insights, and customer segmentation.
• Expanding share of wallet with existing accounts through customer/plant visits, discovery sessions, and solution presentations tailored to meet their business short- and long-term needs.
• Actively seeking and developing new opportunities through cold calling, email, trade-shows, trade associations, etc.
• Identifying key accounts in the region and developing action plans to gain Loma exposure and penetration into those businesses.
• Successfully introducing new products to the customer base, ensuring strong market adoption.
• Promoting Loma service offerings and working closely with the Aftermarket team to ensure service revenue is maximised.
• Maintaining accurate and up-to-date CRM records, including leads, opportunity stages, forecasting, and activity logs; other routine reporting functions as required.
• Serving as a trusted advisor by deeply understanding customer operations, challenges, and goals.

You will also be required to:

• Develop deep technical knowledge of Loma and Lock products. Ability to understand company sales tools including design guides for Metal Detectors, Checkweighers and X-Ray equipment and the associated technical applications.
• Demonstrate proficiency in hands-on specification of mechanical systems and instrumentation.
• Execute consultative sales activities to customers with focus on Lomas added value and differentiators.
• Stay informed on industry trends, competitive landscape, and regulatory developments impacting customer decisions.
• To enthusiastically and pro-actively participate in Loma toolbox initiatives and to aggressively apply them, the 80/20 principles in particular, to the region.
• To travel on occasion outside of region to Trade Shows or to Lomas other facilities, particularly in Carol Stream, IL, for product training, meetings and other purposes as such needs arise.
• To provide a monthly sales report to the Sales Manager.

In addition to the duties listed above, the position holder must carry out tasks assigned by their supervisor that are essentially related to their duties.

Compensation Information:

• Base Salary: 70-100k based on experience, location, etc.
• Commissions: Paid out monthly based on target and bonus achievement. On-Target Commission Earnings range between ~30-60k/year depending on location.

ITW is an equal opportunity employer. We value our colleagues unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.