Sales Territory Manager

Guhring USA; Cedar Rapids (IA); On-site; USD 70,000 - 110,000; Full time

Job summary

Guhring USA is seeking a field sales professional to manage a sales territory for cutting tools. You will sell, service and support standard catalogue and engineered tools, while educating distributors and customers to grow opportunities.

Role emphasizes strong product knowledge, relationship building, and regular visits to top end users to drive revenue with integrity and professionalism.

Qualifications

• Bachelor's degree or 3–5 years related experience.
• Excellent oral and written communication skills.
• Ability to manage large territories and diverse product offerings.
• Experience in education-based selling and distributor relations.

Responsibilities

• Sell, service and support standard catalogue and engineered special cutting tool products.
• Work closely with distributors and key accounts to grow sales through education-based selling.
• Establish centers of excellence and promote company products.
• Maintain regular contact with distributors and customers; report progress to management.
• Visit top end users monthly and participate in regional sales planning.

Skills

Sales experience

Territory management

Communication

Product knowledge

Distributors relations

Education-based selling

Education

Bachelor's degree

Job description

Summary Of Position

Under the direction of the Regional Manager, manage the sales activity of cutting tools by providing unmatched product quality, value and support to our customers in an assigned territory. The TM will support Guhring products with unequalled service and the highest level of integrity and professionalism.

• Work closely with distributors and key manufacturing accounts to sell, service and support standard catalogue and engineered special cutting tool products.
• Work closely with accounts, using product knowledge to sell products to national direct and distributor accounts, as well as analyze needs,answer technical questions, and recommend solutions to grow potential sales opportunities through education based selling.
• Establish customers, set up and maintain centers of excellence and/or reference centers as directed with the main goal of promotion and publication of Company products.
• Advise management of strengths and weaknesses of Company products compared to the competition.
• Keeps informed of new products, services and other general information of interest to customers. Check competitor activity and develop new methods of attaining distributors and new accounts.
• Know which manufactures represent 80% of the total sales potential in the region.
• Visit the top 20 end users in each or your sales territories at least once per month.
• Attend a minimum of two sales planning meeting with each of your authorized distributors within the region per year.
• Develop a personal working relationship with the owner or president of each distributor in the region. Maintain regular contact.
• Know your goals and make sure you are taking the correct steps to achieve them.
• Continually improve your product knowledge and technical abilities at the spindle.
• Document cost savings and submit those savings reports to both the end user and the distributor.
• Train and educate both inside and outside distributor sales people to understand and promote our products.
• Spend 80% of your selling time influencing the end user to buy our products. Pull the se sales through distribution and help develop a true partnership with distribution.

Principal Responsibilities

• Work closely with distributors and key manufacturing accounts to sell, service and support standard catalogue and engineered special cutting tool products.
• Work closely with accounts, using product knowledge to sell products to national direct and distributor accounts, as well as analyze needs,answer technical questions, and recommend solutions to grow potential sales opportunities through education based selling.
• Establish customers, set up and maintain centers of excellence and/or reference centers as directed with the main goal of promotion and publication of Company products.
• Advise management of strengths and weaknesses of Company products compared to the competition.
• Keeps informed of new products, services and other general information of interest to customers. Check competitor activity and develop new methods of attaining distributors and new accounts.
• Know which manufactures represent 80% of the total sales potential in the region.
• Visit the top 20 end users in each or your sales territories at least once per month.
• Attend a minimum of two sales planning meeting with each of your authorized distributors within the region per year.
• Develop a personal working relationship with the owner or president of each distributor in the region. Maintain regular contact.
• Know your goals and make sure you are taking the correct steps to achieve them.
• Continually improve your product knowledge and technical abilities at the spindle.
• Document cost savings and submit those savings reports to both the end user and the distributor.
• Train and educate both inside and outside distributor sales people to understand and promote our products.
• Spend 80% of your selling time influencing the end user to buy our products. Pull the se sales through distribution and help develop a true partnership with distribution.

Education

Bachelors degree or three to five years related experience and/or training; or equivalent combination of education and experience.

Skills/Experience

• Previous experience in similar market and industry preferred.
• Three years of field experience with demonstrate problem solving and negotiations.
• Excellent oral and written communication skills.
• Ability to manage large territories and diverse product offerings.
• Demonstrated capacity to keep abreast of new technology, trends distributor needs.
• Ability to write reports, business correspondence and procedure manuals.
• Ability of establish and maintain working relationships with customer, suppliers and fellow co-workers.
• Exhibits a positive 'customer service' approach when interacting with internal and external candidates.