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Area Sales Manager North America

Responsible for direct and indirect Sales of TOMRA Sorting Solutions Food (TSS Food) optical sorting equipment to customers in North America (USA, Canada and Mexico).

Sacramento, California 09.04.2018

We are seeking an experienced, dynamic, technically savvy Area Sales Manager (ASM) with advanced knowledge of the tree nut processing industry, to be a part of our Sales team at TOMRA. We are the world-leader in the design and manufacture of hi-tech industrial equipment that sorts defects from fast moving product streams in food processing industries. Our machines employs lasers, spectroscopy, high-speed cameras, and other advanced technologies to inspect and detect out-of-spec products and foreign material which is then removed from the stream using jets of compressed air.

Roles and Responsibilities

  • Achieve annual revenue (machine sales] targets for products in the territory through own direct sales and via agents
  • Maintain close contact and foster relationships with the major key accounts
  • Complete weekly visits to customer sites and meet with engineering, operations and maintenance personnel - vertical depth of contact.
  • Execute weekly and monthly reviews with agents to move opportunities through the sales process.
  • Generate competitor information and report into TSS Food database.
  • Propose new applications and/or products to director to meet customer needs.
  • Be present and assist in new machine startups.
  • Communicate to TSS Food Operations manager service / warranty issues.
  • Attend multiple trade shows annually.
  • Follow up on all customer questions regarding their products and support issues.
  • Review customer layouts in coordination with Project Management and Applications team.
  • Ensure all relevant proposals, order confirmations, updating CRM package are maintained in accordance with company policies
  • Foster and maintain excellent relations with customers.
  • Update the CRM-SalesForce database for territory on a daily basis.
  • Complete customer quotations adhering toTSS Food policy on pricing and terms directly or through TSS Food resources.
  • Order confirmation generation to territory customers meeting TSS Food policy on pricing and terms and conditions.
  • Ensure regular visits made to customers in a planned and cost effective manner.
  • Keep director informed on any issues which impact sales effectiveness and customer relations.
  • Be technically proficient regarding all products sold.
  • Offer customer solutions to their problems rather than stand-alone products.
  • Report on competition sales and product activities to director.


Candidate profile

  • 5 – 8 years of experience in selling large capital industrial equipment into the nut processing industry (almonds, pecans, walnuts, macadamia, etc)
  • Must have excellent commercial skills and proven track record of exceeding annual sales targets.
  • Demonstrated expertise in managing large sales areas and key accounts
  • Excellent verbal and written communications skills are required
  • Excellent teamwork skills are critical
  • High tolerance for working under occasionally stressful conditions
  • Understanding of the food processing industry is a significant plus
  • Ability to travel intensively both domestically and internationally
  • Technical background is a must


Key attributes

  • Good verbal and non-verbal communicator, speaks with clarity, assertiveness
  • Competitive, strives for maximum performance
  • Customer minded
  • Good positive drive
  • Eager to learn and eye for detail
  • Team player
  • Organizational skills
  • Time management skills
  • Can deal with pressure and deadlines
  • Looks continuously for improvements
  • Challenges self with the others of the team
  • Is critical and high demanding
  • Can deal with stress and unexpected issues
  • Coordinates own projects and follows up accordingly
  • Is pro-active
  • Always looking for new opportunities
  • Takes responsibility and doesn’t make excuses


Other skills/abilities

  • Fluent in English; Spanish is a plus
  • Proficient in Microsoft office
  • Ability to pass background and drug screening
  • Available to travel both domestically 50%+; occasional international travel


How to apply

Please submit your application and resume to: