Overview

Manages OEMs, key house accounts, end user accounts and distribution within the assigned territory, with primary

responsibility for developing business within the aggregates industry, including crushed stone, sand, gravel,

limestone, and related processing operations. Supports additional opportunities within steel, mining, and other

industrial markets where appropriate. Independently identifies, develops and closes new business opportunities while

managing major projects and systems.

Location in the Great Lakes Region Indiana, Illinois

Responsibilities

Develops and executes territory growth strategies focused primarily on aggregate producers, processing plants, quarries,

and related OEMs while pursuing selected opportunities within steel, industrial, mining, and other bulk material handling

applications.
• Identifies and develops business opportunities through engagement with end users, OEMs, and distributors.

Communicates complete and accurate application details to internal personnel for quotation development and

processing.
• Develops sales strategies for key and target accounts and compiles the information required to prepare effective

proposals, including customer financial and safety benefits, new applications for existing products, and documented SMH

product performance. Communicates the strategy to all involved parties and drives consistent execution.
• Works with customer engineering and technical personnel to obtain product specifications for new equipment and capital

projects.
• Collaborates with the proposal team to communicate customer requirements and proactively guide specifications toward

standardized SMH solutions where appropriate. Provides relevant information regarding industry trends, competitive

activity, and projected future business.
• Prepares timely sales reports, forecasts, opportunity updates, and internal communications. Identifies potential issues

early and coordinates corrective action before they adversely affect the customer or business.
• Develops and delivers sales presentations focused on customer value. Coordinates customer visits by and with SMH

technical personnel and senior management, as appropriate, and facilitates customer visits to SMH facilities and in-house

product or installation demonstrations.
• Serves as the liaison between the customer and the SMH project team, clearly communicating customer needs and

expectations while addressing constraints within SMH engineering and manufacturing processes.
• Maintains current knowledge of new products, specifications, industry trends, and competitor strengths and weaknesses,

and shares relevant information with SMH colleagues. Attends industry trade shows, conferences, and seminars and

communicates potential opportunities to other SMH locations and business units.
• Provides input and assistance to functional areas, including quality, service, and safety, to improve processes and customer

satisfaction.
• Manages business expenses responsibly and completes all required reports accurately and on time.
• Complies with all SMH safety requirements at all times, regardless of work location, as well as all customer site-specific

safety rules.
• May manage customer consigned inventory, as assigned.
• Collaborates with SMH engineering and manufacturing to adapt existing products to evolving market and application

needs.
• Works with SMH management, engineering, and manufacturing to recommend future research and development

initiatives that address emerging needs within assigned market segments.

Qualifications
• Bachelor's degree preferred in a technical or business-related field, or an equivalent combination of technical and

commercial experience of 5+ years.
• Five or more years of sales experience, with comprehensive knowledge of relevant products, customer

requirements, and the competitive market.
• High degree of relationship building skills. Ability to modify communication and presentation style in order to relate

to a variety of people and personalities; requires excellent verbal and written communication skills.
• Strong relationship-building skills, with the ability to adapt communication and presentation styles to engage

effectively with a variety of audiences and personalities.
• Self-motivated, results-oriented, and able to work independently.
• Proficient in Microsoft Office applications, including Word, Excel, PowerPoint to include strong presentation skills.
• Must possess a valid driver's license and maintain a satisfactory driving record.
• Demonstrated sales aptitude and a working knowledge of material handling processes, systems, and equipment,

preferably within the aggregates industry - crushed stone, sand, gravel, limestone, etc.
• Strategic thinker with the ability to understand product differentiation in the markets served and apply value-based

selling techniques.
• Ability and willingness to travel up to 75% of the time