Job Description

ABOUT THE POSITION

The Territory Sales Manager is responsible for the account management and development of all existing and prospective customers for the goal of securing sales, conducting territory analysis, and driving business development in an assigned territory.

Key Activities & Responsibilities

• Meet and exceed top-line and profit sales targets as defined annually for the territory.
• Must have the ability to concurrently handle multiple direct sales tasks and projects in a high-paced environment required to achieve the marketing and sales objectives of the territory.
• Proven ability to close capital equipment deals is mandatory. Must be an excellent negotiator and facilitator with the ability to find common ground.
• Become a “consultant” to customers: learn their business, listen and provide solutions to meet and exceed their needs, and quantify and justify the economic benefits of our equipment.
• Superior time management skills are required to effectively cover multiple state territories.
• Prepare and manage a territory account classification summary plans (TACS) for the defined territory. The report is to cover market potential, strategy and action plans for each year and every year.
• Must be technically sound on company products, services, and capabilities.
• Must be well versed in competitor products, services, and strategies.
• Must be recognized as an expert in our field.
• Be close enough with customers to be FIRST IN on deals, the resource.
• “Owns” accounts in territory – must aggressively present and support each customer need before and after every sale, and thereby building long term relationships.
• A strong work ethic and personal discipline are necessary as the Regional Sales Manager is usually required to function as an “independent” businessperson.
• Strong organizational and analytical skills required.
• Cold Calling is a must. Cold calling is a requirement of this position.
• NORMAL TRAVEL REQUIREMENT: Four (4) days per week in territory.
• DAILY CALL REQUIREMENTS: “Touch” a minimum of five (5) customers a day, via face, phone, or email contacts.
• This position is compensated via base salary plus commission and other company benefits.

Sales Administration

• Be adept at preparing estimates in the Client IT quoting system for formal presentations, understanding what equipment and options to need to be offered, along with an effective cover letter.
• Work directly with Inside Sales in the preparation of formal quotes and proposals. Be the lead person in charge of defining exactly what the customer’s equipment needs are to be quoted.
• Must maintain accurate and current files on all accounts and all orders in territory to include key personnel, accounts payable status, warranty issues, and future projects.
• Follow up in a timely manner on all issues inside and outside the company.
• Responsible for the collection of customer receivables.
• Return phone calls the same day if at all possible. Return calls the next morning if contact is not reached on a late day call. Leave clear messages.
• Keep management informed on territory activity.
• Check email regularly.
• Attend work order meeting’s when required.
• Communicate all work order meeting changes to the customer immediately.
• Maintain file on competitors to include information on products, selling prices, strengths, weaknesses, and strategies.
• Maintain expenses within guidelines and in accordance with standard operating procedures.
• Must file weekly expense reports within the company defined timeframe, no exceptions.
• Follows company policies and procedures at all times.
• Follows proper safety rules and procedures at all times.
• Performs other duties as assigned.

Sales Support

• Attend trade shows and other industry meetings as required.
• Work with key industry groups such as Department of Transportation and local asphalt associations.
• Participate in sales meeting and/or training as required.
• Constructively network with other Client Regional Sales Managers, Client personnel, and Client Industries personnel.
• Arrange and coordinate customer visits to Client as required.
• Visit each customer in territory as equipment is delivered to him or her, or during installation and/or start-up.
• Make suggestions for changes to equipment, new products, etc. to management; liaison with other departments and divisions as required.
• Maintain a professional dress code and proper etiquette at all times with customers, fellow Client associates, and all others contacted in the course of business or otherwise while representing Client , sister divisions, or the corporation.
• Keep in constant practice the company’s Core Values, Purpose, Future Vision, Principal Goals, and Core Strategies every day.

Qualifications

• Four (4) year college or university degree in technical or business field or equivalent experience required.
• Must be energetic, highly motivated, and have the ability to function in a high-pace environment with varying schedules (travel, priority, time, etc.); team oriented.
• Ability to write reports and business correspondence required.
• Ability to effectively present information and respond to questions from customer, groups of managers, associates, clients, and the general public required.
• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume required.

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