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