Elgen is a market-leading designer and manufacturer of HVAC parts and components, ductwork and structural framing primarily used in commercial buildings throughout North America.
As a Territory Manager, you will be responsible for driving revenue growth by identifying, prospecting, and closing new business opportunities within a defined territory. This role involves building and maintaining strong customer relationships, understanding customer needs, and effectively presenting the company's manufactured products and solutions. The ideal candidate will be a highly motivated, results-oriented individual with a proven track record in outside sales, particularly within a manufacturing or industrial environment.
This position covers Kentucky, Ohio, and Michigan and the ideal candidate will be based within that region.
Key Responsibilities
Sales & Development:
- Identify and target new potential customers (e.g., distributors, OEMs, end-users, contractors) within the assigned territory through cold calling, networking, industry events, and market research.
- Develop and execute strategic sales plans to achieve and exceed sales quotas and revenue targets.
- Conduct thorough needs assessments to understand customer requirements, pain points, and business objectives.
- Present compelling sales proposals, product demonstrations, and technical specifications to prospective and existing clients.
- Negotiate pricing, terms, and conditions to secure profitable sales agreements.
- Proactively follow up on leads and sales opportunities to move them through the sales pipeline.
- Collaborate with inside sales, engineering, and production teams to ensure customer satisfaction and successful order fulfillment.
- Maintain a strong understanding of the company's product portfolio, manufacturing processes, and competitive landscape.
Account Management & Relationship Building:
- Cultivate and maintain strong, long-lasting relationships with existing customers to foster loyalty and identify opportunities for repeat business and upselling.
- Serve as the primary point of contact for assigned accounts, addressing inquiries, resolving issues, and providing exceptional customer service.
- Regularly visit customer sites to build rapport, assess ongoing needs, and identify potential challenges or opportunities.
- Conduct regular business reviews with key accounts to ensure customer satisfaction and alignment with business goals.
Market & Product Knowledge:
- Stay informed about industry trends, market conditions, and competitor activities to identify new opportunities and threats.
- Provide valuable market feedback to the product development and marketing teams to inform future strategies.
- Continuously enhance product knowledge, application expertise, and technical understanding of manufactured goods.
Travel & Territory Management:
- Travel extensively, up to 75% of the time, within the assigned territory to meet with prospective and existing clients, attend industry events, and manage sales activities.
- Manage travel schedule efficiently and cost-effectively within the assigned territory.
Reporting & Administration:
- Accurately maintain customer records, sales activities, and pipeline updates within the CRM system (e.g., Salesforce, HubSpot).
- Prepare and submit regular sales forecasts, activity reports, and expense reports in a timely manner.
- Participate in sales meetings, training sessions, and company events as required.
Qualifications:
- Bachelor's degree in Business Administration, Marketing, Engineering, or a related field preferred. Relevant professional experience may be considered in lieu of a degree.
Experience:
- A proven track record of exceeding sales targets.
- Prior experience selling manufactured products (e.g., industrial components, machinery, building materials, custom fabrication) is highly preferred.
- Experience working with distributors, OEMs, or specific industrial sectors relevant to the company's products is a strong asset.
- Demonstrated ability to prospect, qualify, present, and close complex sales cycles.
Skills & Competencies:
- Exceptional Communication Skills: Excellent verbal and written communication, presentation, and negotiation skills.
- Strong Interpersonal Skills: Ability to build rapport and trust quickly with diverse personalities.
- Results-Oriented: Highly self-motivated, driven, and able to work independently to achieve targets.
- Problem-Solving: Strong analytical and problem-solving abilities, capable of understanding technical challenges and offering solutions.
- Technical Aptitude: Ability to quickly grasp technical product specifications and articulate their value proposition to customers.
- CRM Proficiency: Proficient in using CRM software (e.g., Salesforce, HubSpot, Microsoft Dynamics) for sales pipeline management and reporting.
- Time Management & Organization: Excellent organizational skills with the ability to manage multiple priorities and territories effectively.
- Adaptability: Ability to thrive in a dynamic and fast-paced sales environments
Other Requirements:
- Valid driver's license and a clean driving record.
- Ability and willingness to travel up to 75% of the time, including overnight stays, within the assigned territory.