Territory Sales Manager
Position: Territory Sales Manager
Summary:
Responsibility for the selling of all industrial products within an assigned geographic territory, with a particular focus on applications in the material handling and crane industries. Directly manage and coordinate activities of assigned distributors and indirect Manufacturers Representatives in such a way to meet planned goals and objectives.
RESPONSIBILITIES
* Understand the company products, solutions, history, and capabilities.
* Meet with and identify customer’s requirements to consultively sell solutions that meet their need.
* Develop new business relationships by personally presenting to major accounts within assigned territory a description of the company, its products, and capabilities.
* Develop and maintain sales by exploring and qualifying existing accounts as well as following up on leads resulting from marketing prospecting efforts.
* Instruct and train distributors and Manufacturers Representatives in the selling of products and services.
* Maintain a professional business rapport with accounts even under less than desirable conditions.
* Maintain accurate up-to-date records and files on all major accounts including sales data, quote records, leads, and customer contacts in a timely manner and be able to report the status of each opportunity when requested.
* Schedule monthly meetings with your MR force to go through their pipeline in CRM to gather up-to-date information and determine what actions to take to close business.
* Provide accurate feedback to management on missed quotes and future trends.
* Coordinate activities with Inside Sales Teams to maximize our ability to close on new business opportunities.
* Represent the company at various trade shows.
* Provide assurance to management that all policies are carried out accurately.
* Perform other duties as assigned or necessary to meet business objectives.
* Adhere to quality and safety systems or maintenance of quality and safety standards.
* Ability to travel 50%–60%.
REQUIREMENTS
* Accelerated experience with Microsoft Office Software including Outlook, Word, Excel, and PowerPoint.
* A track record of success against quota.
* Strong understanding of sales cycles and procurement processes associated with industrial wireless remote controls, particularly for use in material handling and crane applications.
* Knowledge of principles and methods for showing, promoting, and selling products or services.
* Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
* Knowledge of the business behavior, customs, and tradition in industry.
* Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
EDUCATION / EXPERIENCE
* BA or higher degree or prior work experience in lieu of formal education.
* Minimum 5 years of combined experience in sales in the material handling, crane, and/or electronics industry.
BENEFITS
* Uncapped commission structure.
* Competitive base salary.
* Travel expenses covered.
* Professional development and training opportunities.
* Additional company benefits package