SUMMARY: The Regional Sales Manager (RSM) is responsible for closing business and achieving profitable growth in a defined territory by selling INDEX’s industry-leading multi-spindle and CNC solutions. This role demands disciplined territory planning, deep competitive research, mastery of ROI-based selling, and a relentless focus on exceeding customer and company expectations. The RSM targets the right customers, wins with data-driven proposals, and ensures every sale leads to the next machine order.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

1. Close Business: Consistently meet or exceed annual sales goals and deliver committed revenue to the company.
2. Exceed Expectations: Ensure customers receive maximum value from their investment and the company achieves a strong ROI using Index sales resources.
3. Territory Strategy: Develop and execute an attack plan—know the competition, their weaknesses, and where INDEX wins decisively.
4. Targeting & Qualification: Apply INDEX’s five key win criteria to every opportunity:
   a. Real manufacturing need.
   b. Part complexity that benefits from INDEX technology.
   c. Sufficient part volume requiring maximum productivity.
   d. Willingness and ability to change processes.
   e. Financial capacity to invest.
5. Customer Engagement: Build trust-based relationships with decision-makers from the shop floor to the C-suite.
6. ROI Selling: Present clear, quantified ROI models showing productivity gains, scrap reduction, flexibility, and total cost of ownership.
7. Competitive Positioning: Outperform any competitor in head-to-head evaluations with fact-based selling and superior applications knowledge.
8. CRM & Reporting Discipline:
   \- Maintain accurate, real-time updates in CRM for all opportunities, activities, and forecasts.
   \- Log meeting notes, next steps, and expected close dates so data is actionable across the company.
   \- Provide accurate monthly, quarterly, and annual forecasts.
9. Account Growth: Turn each win into multiple orders through exceptional service and long-term relationship building.
10. Travel: Willing and able to travel extensively in the territory and internationally for training, customer visits, and trade shows.
11. Professional Communication: Persuasive with both technical and executive audiences.
12. Has a Closer’s mentality – always driving to win business and hit targets.
13. Execution Discipline – Maintains CRM accuracy, updates forecasts, and meets all reporting deadlines.
14. Performance Expectations
1. Consistently deliver exceptional customer satisfaction while maximizing company profitability.
2. Meet or exceed annual territory quota.
3. Maintain a 3x quota pipeline of qualified opportunities.
4. Deliver complete ROI analyses for all major deals.
15. Update CRM and forecasts weekly without exception.

SUPERVISORY RESPONSIBILITIES: This job has no supervisory responsibilities.

QUALIFICATIONS: To perform this job successfully, an individual must be able to perform each essential duty and responsibility according to the requirements of INDEX Corporation. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

COMPETENCIES:

Company-related Competencies – To perform this job successfully, all employees of INDEX Corporation must demonstrate the following competencies;

Safety and Security \- Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.

Ethics \- Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.

Quality \- Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.

Teamwork \- Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.

Professionalism \- Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.

Job-related Competencies – To perform this job successfully, incumbents in this job should demonstrate the following competencies;

Project Management – Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.

Technical Knowledge - A background or awareness of machining processes, applications or engineering.

Value Selling – Able to sell higher priced machine tools via value added not just via price.

Strategic Thinking – Develops strategies to achieve organizational goals; Understands organization’s strengths and weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions. Always driving to win business and hit targets.

Time Management – Able to organize all sales activates (i.e. travel, customer/dealer visits, etc.) to make the best use of available working hours.

Initiative – Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.

Closer’s Mentality – Always driving to win business and hit targets.

Competitive Drive – Relentlessly seeks market share gains.

Customer Focused – Builds partnerships that deliver repeat orders.

Communication – Persuasive with both technical and executive audiences.

EDUCATION and/or EXPERIENCE: Bachelor’s Degree (B.S.) business, engineering, or related field, or equivalent experience; and five plus years of capital equipment sales experience, preferably in CNC/machine tool or manufacturing technology; or equivalent combination of education and experience is required. Proven record of consistently closing business and meeting/exceeding sales goals. Strong technical understanding of machining processes and productivity improvement strategies. Advanced proficiency in CRM usage, forecasting, and reporting.

LANGUAGE SKILLS: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

MATHEMATICAL SKILLS: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

REASONING ABILITY: Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

CERTIFICATES, LICENSES, REGISTRATIONS: A valid driver’s license is required for this position.

OTHER SKILLS AND ABILITIES: Computer software skills required include: Microsoft Outlook, Word, Excel, PowerPoint and Adobe. Ability to operate a printer, copy machine, scanner and other office equipment is desired. Employee must have the ability to adapt and conform to shifting priorities and demands and execute accordingly.

OTHER QUALIFICATIONS: Employee should have strong time management skills and be able to multi-task while meeting demanding deadlines and working with numerous interruptions, as well as confidential information. Strong verbal and written communication skills are required. This position requires both domestic and international travel.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties and responsibilities.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee frequently will stand; and walk. The employee occasionally will climb or balance; stoop, kneel, crouch or crawl; taste or smell; and lift and/or move up to 25 pounds.

Specific vision abilities required by this job include close vision (clear vision at 20 inches or less), distance vision (clear vision at 20 feet or more), color vision (ability to identify and distinguish colors), peripheral vision (ability to observe an area that can be seen up and down or to the left and right while eyes are fixed on a given point), depth perception (three-dimensional vision, ability to judge distances and spatial relationships), and the ability to adjust focus (ability to adjust the eye to bring an object into sharp focus).

WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The normal office hours at INDEX Corporation are 8:00 a.m. to 5:00 p.m., Monday through Friday. However, employees in this position may be required to work additional hours to meet the demands of the job.

While performing the duties of this job, the employee is frequently exposed to outdoor weather conditions and is occasionally exposed to working near moving mechanical parts and the risk of electrical shock. The noise level in the work environment is usually moderate to loud.

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