Career Opportunities

Regional Sales & Service Manager – Baltimore, Maryland

Sunburst Chemicals is a leading manufacturer of cleaning and sanitation chemicals specializing in providing hospitality, grocery, health care and related customers green cleaning solutions with industry-leading solid detergent systems.  Our products are sold and serviced direct to end-user companies and through an established and growing wholesale dealer network.   For over 85 years, Sunburst has been a family owned and operated business and has enjoyed substantial growth nationally and internationally. 

This Baltimore, Maryland area-based sales position will travel throughout the MD, NJ and northern VA region offering sales leadership to distributors, selling direct to targeted customers in the market, and providing service and installation to key clients.  Responsibilities include: 

Sales Growth Objectives

  •  Develop strategic sales plans for distributor and direct sales designed to successfully achieve individual and corporate sales objectives and key initiatives
  •  Conduct quarterly business plan review meetings with wholesale channel distributors and mutually define strategies to meet sales objectives
  •  Develop and maintain sales forecasts, reports and sales pipeline
  • Meet sales quotas by actively prospecting and closing new business with a focus on Regional and National multi-unit accounts, and key distributor partnerships
  • Promote and present marketing programs and direct and monitor new account trials

Field Service & Technical Support

  • Provide technical field service support as required
  • Perform regularly scheduled maintenance for Sunburst dispensers and related equipment
  • Provide emergency service when required (this includes after hours and weekends)
  • Troubleshoot problems not related to Sunburst equipment and make resolution recommendations
  • Prepare for and install new dispenser systems and product upgrades
  • Answer technical support calls regarding products, dispensers, installations and applications

Highly qualified applicants will have 1- 5+ years’ sales and/or service experience selling, servicing or installing electro/mechanical equipment.  We seek candidates who are self-motivated and have excellent technical, time management, communication and organizational skills along with interest in growing their sales career.  A Technical or Bachelor Degree is preferred, but not required.  Successful sales team members demonstrate strong leadership aptitude, a proven record achieving goals and interest in a team-focused sales environment.  A background managing or selling into the hospitality, health care, janitorial, institutional cleaning or institutional laundry industries, helpful.  We seek candidates interested in continuing a career of success in sales growth and management.  20% overnight travel, required.

Sunburst Chemicals offers the opportunity to join a thriving and innovative industry leader.  We offer a competitive compensation package including a base salary and bonus/commissions along with a car allowance, full benefits, a 401K program and profit sharing.  Our entrepreneurial company culture stresses independent motivation, dedication and a team atmosphere. 

Regional Sales Manager – Chicago, IL

Sunburst Chemicals is a leading manufacturer of cleaning and sanitation chemicals specializing in providing hospitality, grocery, health care and related customers green cleaning solutions with industry-leading solid detergent systems.  Our products are sold and serviced direct to end-user companies and through an established and growing wholesale dealer network.   For over 90 years, Sunburst has been a family owned and operated business and has enjoyed substantial growth nationally and internationally. 

We are currently seeking a Regional Sales Manager in the Chicago, IL area. The service areas for this position are Chicago, Decatur, Milwaukee, Madison, Indiana border and Davenport, IA. The Regional Sales Manager will be responsible for developing and growing sales within the assigned region to meet or exceed sales goals, while maintaining Sunburst’s profit objectives. This position will also service dispensing and related equipment in present accounts, assist with troubleshooting problems and make appropriate recommendations to customers to resolve issues. This position will report to the Regional Business Development Manager.   

Responsibilities include: 

Regional Growth and Expansion

  •  Develop quarterly sales plans consistent with established strategies to successfully achieve target market penetration, short-term and long-term sales objectives, and all key Sunburst initiatives
  •  Prepare sales forecasts for all sales plans identified above
  •  Achieve minimum sales across all programs and key Sunburst initiatives consistent with the Region’s annual corporate growth objectives
  • Maintain sales pipleine for all core sales objectives and strategic sales initiatives of 1x annual sales targets
  • Actively identify and develop “closers” within each distributor
  • Conduct quarterly Mutual Business Plan review meetings with distributors, SSP’s and key customers in the region and develop a mutual plan for executing against all upcoming quarterly sales and business objectives.
  • Regional Chain Businesa
    • Sell Regional and National Multi-Unit accounts with a primary emphasis on “programs” developed by Marketing.
    • Develop and prepare all proposal material for new prospects.
    • Work with BDM, Product Line Managers and National Service Manager to insure account and program standards are understood and implemented for new account Trials.
    • Direct and monitor new chain account trials.

Field Service & Technical Support

  • Provide technical field service support as required and appropriate, including preventive maintenance & emergency service and installation support, all in compliance with established Sunburst Best Practices
  • Work with team members; scheduled and/or unscheduled ride-alongs, provide support for troubled accounts, review and provide direction as required or appropriate to insure account standards are maintained and customer expectations are met.
  • Conduct training programs for customers as required and appropriate.
  • Other general management:
    • Coordinate and collaborate with sales peers and service personnel to insure company objectives and customer concerns are cared for.
    • Attend managements sessions, meetings, seminars, or other planning meetings to provide insight, advise, strategies, etc., as required.
    • Monitor actual sales objectives vs. goals. Continuously create and implement change plans to meet sales goals or sustain above-target performance.
    • Routinely communicate sales and service best practices and challenges to BDM, peers, superiors, and business partners.
    • Submit reports as required.
    • Conduct quarterly Business Reviews with Regional BDM.
Qualifications
  • Bachelor’s Degree in Business, Bachelor of Science or related field
  • 5 + years direct and/or distributor field service experience
  • 1 + years direct and/or distributor sales experience
  • Prior experience demonstrating proficiency in making technical presentations
  • Prior experience achieving all sales goals and expectations
  • Prior experience demonstrating proficiency in establishing relationships and growing sales in a new or underdeveloped territory
  • Prior experience demonstrating proficiency in influencing others to promote and sell company products, programs, or solutions
  • Prior experience demonstrating proficiency in Core Sales Competencies and Core Leadership Competencies
  • Must be able to travel at least 50% of available time for business related activities

Core Sales Competencies:

  • Entrepreneurial Approach: Reflects an entrepreneurial attitude; Manages time effectively; Sets effective goals.
  • Understands Prospects: Recognizes buyer behavior; Understands the purchasing process.
  • Develops Appropriate Solutions: Knows Sunburst products and programs and their connection to prospect goals; Knows how to demonstrate value of Sunburst products and programs.
  • Prospects Proactively: Identifies prospects and gets appointments; Maintains active prospect pipeline at all times.
  • Proactively Manages the Selling Process: Understands client-centric selling; Establishes rapport; Identifies prospect’s needs; Counsels prospect.
  • Closes the Sale: Explores prospect’s options; Presents ideal solution; Overcomes objections; Closes effectively
  • Manages Sales Relationships: Secures and develops the relationship.

Core Leadership Competencies:

  • Self-Leadership: Role models Sunburst Guiding Principles; is trusted, communicates clear direction, understands personal strengths and limitations, and adjusts to circumstances.
  • Team Leadership: Creates an atmosphere where people can succeed; collaborates across teams; helps others get behind business agendas and accomplish individual and team objectives.
  • Business Leadership: Sets clear objectives; plans logical steps to meet objectives; takes action to meet objectives.
  • Strategic Leadership: Anticipates opportunities for change and plans accordingly; has a clear vision of the future; can sell ideas at all levels of the organization.

Sunburst Chemicals offers the opportunity to join a thriving and innovative industry leader.  We offer a competitive compensation package including a base salary and bonus/commissions along with a car allowance, full benefits, a 401K program and profit sharing.  Our entrepreneurial company culture stresses independent motivation, dedication and a team atmosphere. 

Regional Service Technician – Virginia

Sunburst Chemicals is a leading manufacturer of cleaning and sanitation chemicals specializing in providing hospitality, grocery, health care and related customers green cleaning solutions with industry-leading solid detergent systems.  Our products are sold and serviced direct to end-user companies and through an established and growing wholesale dealer network.   For over 90 years, Sunburst has been a family owned and operated business and has enjoyed substantial growth nationally and internationally. 

We are currently seeking a Regional Service Technician based out of Virginia. The service areas for this position are Richmond, Norfolk, and Virginia Beach area. The Regional Service Technician will be responsible for service and insallation of dispensing equipment in present accounts, assist in troubleshooting problems and make appropriate recommendations to customers to resolve issues.

Responsibilities include: 

Route Sales and Service 45%

  • Counsel present customers so they use the best products and systems available, providing them with the greatest overall value.
  • Sell present customers the detergent and supplies they require, keeping their inventories adequate and keeping company costs for order processing, handling and freight to a minimum.
  • Provide regularly scheduled maintenance for Sunburst dispensers and related equipment in present accounts.
  • Service dispensing and related equipment in present accounts in emergency situations. This includes after business hours and weekends.
  • Assist in troubleshooting problems not related to Sunburst equipment. Make appropriate recommendations to customers to resolve the problem.
  • Provide secondary support services to other Sunburst rep accounts when that rep is either on vacation or out of the area on company business. This secondary support will be directed on an ‘as needed’ basis by the Service Supervisor.

Account Management and Sales 30%

  • Provide exceptional service to assigned customers as well as customers that may be assigned in a care-taking status on a continuing basis.
  • Maintain and develop solid relationships with assigned customers, which includes providing reasonable notice of planned service visits, entrance interview with aligned plant management and others that may be assigned at any time by plant management, using the entrance and interview standards developed by Sunburst (may be modified periodically). Ensure that all action items have been addressed and handled or, the event that further action will be required, communicate these items to affected plant personnel.
  • Perform at least two titrations on each service visit which should include differing formulas on each service visit.
  • Maintain Sunburst owned or managed chemical dispensing equipment.
  • Ensure that all plant books and SDS books are current on every call. Ensure that all tubing is properly marked and tagged accordingly.
  • Provide regular on-going training to plant personnel.
  • Perform regular audits of stain goods, work with plant personnel and determine what standards can be improved to lower overall stain numbers.
  • Prepare and submit all reports assigned for each plant. This must be done for each call.
  • Ensure product inventory is a sufficient levels.
  • Maintain an adequate parts inventory including titration supplies.
  • Ensure plant personnel are knowledgeable in basic titrations.
  • Maintain adequate inventory of repair parts while maintaining physical control of these company assets.
  • Update CRM with respect to correspondence with customers, prospect activity and assist internal support team to ensure compliance with company directives on file maintenance.

Installation 10%

  • Prepare for and facilitate new dispenser installations and dispensing upgrades and dish machine installations.
  • Assist in building prototypes and ‘special request’ dispensers and dispensing related equipment.

Technical Assistance 5%

  • Field inbound technical support calls regarding products, dispensers, installations and applications.
  • Provide feedback on New Product Field Tests.
  • Assist with field communications, technical bulletins and other pertinent technical information.

Direct New Account/Distribution Sales 3%

  • Actively prospect and close new laundry/distribution business in target markets identified as high priority by management with an emphasis on ‘Large Laundry’ (LL) accounts.
  • Develop and prepare proposal material for new prospects.
  • Direct and oversee LL surveys and trials.
  • Assume primary responsibility for closure on all LL account prospects in the region.
  • Direct, oversee and assist Route Sales Technicians (RST’s) and Sunburst Service Providers (SSP’s) in the region in all LL activity.
  • Identify, prospect, close and maintain key laundry distribution opportunities. G. Support the region on special projects when needed or as directed by the BDM.

Regional Personnel Development 3%

  • Communicate and train regional sales and service personnel and SSP’s on established OPL and LL standards and guidelines.
  • Evaluate performance vs objectives, standards of regional personnel and SSP’s and provide feedback and direction.
  • Propose direction and recommend goals/objectives for sales volume, new accounts and other measures of sales performance for laundry accounts to BDM’s and Regional Sales Managers (RSM’s).
  • Be recognized as a team leader as it relates to Sunburst laundry product sales and service in the region.
  • Work with team members; scheduled and/or unscheduled ride-alongs. Provide support for troubled accounts.  Review and provide direction for sales pipeline and service standards.
  • Implement personnel development and training programs for individuals as required and appropriate and as directed by the BDM.

Survey and Installation Lead 3%

  • Act as integral part of survey and installation team once business is sold.
  • Direct internal and field resources including coordination with appropriate RSM and BDM.
  • Ensure that appropriate Installation Request Form (IRF) is properly filled out and submitted to Sunburst. Track progress of pre-installation process with appropriate parties.
  • Communicate with customers when necessary to schedule installation.
  • Provide training and guidance for Sunburst field personnel who are part of the local installation team.

Strategy and Planning 1%

  • Develop plans and sales strategies to penetrate target markets for laundry and achieve short-term and long-term sales objectives.
  • Prepare sales forecasts as requested.
  • Submit monthly and/or quarterly reports as required.
  • Attend management sessions, meetings, seminars or other agenda for training and/or to provide insight, advise, strategies, etc., as is needed.
  • Continue professional development by attending industry related seminars, company sponsored training events and trade shows as required.
  • Monitor actual sales results vs goals. G. Monitor and operate within approved budgets.
Qualifications
  • High School Diploma
  • 3-4 years direct and/or distributor field service experience
  • 1 + years direct and/or distributor sales experience
  • Prior experience in route sales
  • Prior experience in a large laundry environment
  • Prior experience demonstrating proficiency in establishing relationships and growing sales
  • Prior experience demonstrating proficiency in influencing others to promote and sell company products, programs, or solutions
  • Must have a clean driving record
  • Must be able to travel at least 50% of available time for business related activities

Sunburst Chemicals offers the opportunity to join a thriving and innovative industry leader.  We offer a competitive compensation package including a base salary and bonus/commissions along with a car allowance, full benefits, a 401K program and profit sharing.  Our entrepreneurial company culture stresses independent motivation, dedication and a team atmosphere.