Purpose of Role
As a Territory Sales Manager you will be responsible for driving sales growth within your assigned territory. You will develop strategic sales plans, foster new customer relationships, and build a robust opportunity pipeline. Your role is pivotal in demonstrating our value engagement sales process and ensuring all activities are meticulously documented in Salesforce.
Areas of Accountabilities:
- Planning & Execution:
- Develop a comprehensive territory sales plan that aligns with the company's strategic goals.
- Build and maintain an opportunity pipeline by leveraging market analysis and identifying key areas for growth.
- Stay current with industry trends, competitive landscape, and product knowledge.
- Meet or exceed sales targets by executing the territory sales plan effectively.
- Perform cost-benefit and needs analysis of existing/potential customers to meet their needs.
- Reach out to customer leads through cold calling.
- Expedite the resolution of customer problems and complaints to maximize satisfaction.
- Utilize selling tools such as Salesforce, LinkedIn, and ZoomInfo
- Customer Engagement:
- Cultivate new and maintain existing customer relationships by identifying potential clients and conducting outreach to demonstrate our products/services through value engagement selling.
- Demonstrate the value engagement sales process to customers through execution of pre-meeting plans, high-impact presentations, and negotiations.
- Partner with Customer Service Account Specialists to support customer needs and challenges including forecasts and pricing updates.
- Develop and sustain sales relationships with key decision makers and influencers at all levels of theorganization.
- Salesforce Execution:
- Document all sales activity in Salesforce with precision, ensuring data integrity for reporting and analysis.
- Leverage Salesforce CRM to improve time management, travel planning, pipeline prioritization, and execution.
- Cross Functional Collaboration:
- Collaborate with the sales team to share best practices and support the achievement of collective goals.
- Collaborate with Sales, Engineering & Design, Sales Ops, and Marketing for insights to support and grow opportunity pipeline.
- Provide feedback from the field to Sales Leadership for new product opportunities.
- Training & Development:
- Actively participate in company sponsored training and events.
- Learn and demonstrate proficiency in value engagement and high-impact presentation process.
- Undertake self-development activities, seek increased responsibilities, offers help when needed, and volunteer readily.
- Partner with National Sales Manager to develop a career development plan.
Knowledge, Skills, and Experience
- BA / BS degree required.
- Proven work experience as a sales representative.
- Familiarity with BRM and CRM practices along with ability to build productive business professional relationships.
- Highly motivated and target driven with a proven track record in sales.
- Excellent selling, communication and negotiation skills.
- Time management and organizational skills.
- Ability to create and deliver presentations tailored to the audience needs.
- Self-awareness, relationship management skills, and openness to feedback.
- Experience using Salesforce preferred.
- 2 to 3 years of business-to-business field sales experience required; 3 years preferred.
- Consultative selling, retail, manufacturing, supply chain or B2B experience preferred.
- Acceptable motor vehicle report due to the operation of a company vehicle.
- Excellent knowledge of MS Office (Excel, Word, PowerPoint, Outlook)
Other Requirements:
- Minimum 50% of time spent traveling by airplane.
- Job may require physical lifting of product. (Samples of crates, trays, pallets, etc.)