SUMMARY:
The Territory Manager is responsible for growing a territory and customer base by bringing in new customers while developing business relationships within existing accounts to manage, retain and grow their business, and driving new business opportunities. The Territory Manager calls on engineers, maintenance, purchasing and others to determine their needs.
DUTIES AND RESPONSIBILITIES:
- Responsible for driving profitability within the region
- Build and maintain an opportunity pipeline to support revenue and territory growth goals within existing and new customers
- Utilizing a consultative selling technique, regularly make sales calls with current customers to maintain and grow the partnership; offer add-ons and products that may benefit the customer, suggestive alternative product solutions, introduce new items, demonstrates product features and uses and answers questions regarding product applications
- Aggressively pursues new business opportunities by researching and generating new leads with targeted businesses through various prospecting activities, including cold calling, canvassing, customer referrals and partner relationships
- Present vending solutions or integration opportunities
- Generate and follow up on quoting activity and proposals, following up, negotiating terms and closing deals
- Identify, present and document productivity gains and cost savings opportunities for customer base
- Cultivate and maintain solid, long-term relationships with customers and suppliers
- Identify and help to develop strategies to grow business and forecast revenue
- Assist and resolve customer requests and/or problems in a prompt and professional manner
- Organizing and conducting training sessions for customers as well as introduce and demonstrate new products
- Report competitive conditions, observed customer financial weakness and customer feedback to management
- Work closely with suppliers to secure mutual business through joint sales calls
- Attend sales, product and other branch/company meetings
- Other duties as assigned
- Reports to the Director of Sales
SKILLS AND EXPERIENCE REQUIRED:
- Compensation: $80,000 plus bonus
- Minimum 5 years’ outside sales experience
- Metalworking/industrial/MRO experience preferred
- Strong business acumen
- Proven track record in meeting sales goals, new account acquisition, account retention and account penetration (expanding sales within active accounts)
- Ability to manage multiple tasks, meet aggressive deadlines, and execute on agreed upon sales metrics
- Automated Procurement Systems experience preferred
- Demonstrated ability to resolve problems and develop action plans
- Experienced in utilizing MS Office Suite (Word, Outlook, Excel, PowerPoint) and CRM solutions
- Excellent interpersonal, oral and written communication skills to include presenting and negotiating skills
- Valid driver's license and ability to travel often in the assigned territory
- Passionate, Adaptable, Customer Focused and Teamwork oriented
- Strong sense of urgency and accountability
- High school diploma or equivalent is required; 2- or 4-year college degree preferred
REMOTE/HYBRID WORK REQUIREMENTS: In order to work remotely the Employee Must:
- Reside in the United States or Canada.
- Have access to high-speed reliable internet (with a minimum of 50 mbps for download speed and 50 mbps for upload speed).
- Have a quiet, dedicated workspace free from distraction.
- For more details, see the Remote Work Policy in the Employee Handbook.
This job description reflects management's assignment of essential functions, it does not prescribe or restrict the tasks that may be assigned.
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