Sales Territory Manager

Guhring, Inc.; Harrisburg (Dauphin County); On-site; USD 50,000 - 90,000; Full time

Job summary

An established industry player is seeking a Territory Manager to oversee sales of cutting tools in a designated area. The role involves building strong relationships with distributors and key manufacturing accounts while providing exceptional service and product knowledge. As a vital link between the company and its customers, you will analyze needs, recommend solutions, and drive sales growth through education-based selling. This position offers an exciting opportunity to influence the market with innovative products and contribute to the success of a respected company in the cutting tools industry.

Qualifications

• Bachelor's degree or 3-5 years of related experience required.
• Strong problem-solving and negotiation skills are essential.

Responsibilities

• Manage sales activity of cutting tools in assigned territory.
• Develop relationships with distributors and key accounts.
• Train distributor sales staff about products.

Skills

Problem-solving skills

Negotiation skills

Communication skills

Customer service

Ability to manage large territories

Technical knowledge of cutting tools

Education

Bachelor's degree

3-5 years of related experience

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 excellent service, integrity, and professionalism.

PRINCIPAL RESPONSIBILITIES:

• Work closely with distributors and key manufacturing accounts to sell, service, and support standard catalogue and engineered special cutting tool products.
• Use product knowledge to sell to national direct and distributor accounts, analyze needs, answer technical questions, and recommend solutions to grow sales through education-based selling.
• Establish customers, set up, and maintain centers of excellence or reference centers to promote and publish Company products.
• Advise management on the strengths and weaknesses of Company products compared to competitors.
• Stay informed about new products, services, and industry trends; monitor competitor activity; develop new methods to attain distributors and new accounts.
• Identify which manufacturers represent 80% of the sales potential in the region.
• Visit the top 20 end users in each sales territory at least once per month.
• Attend at least two sales planning meetings with each authorized distributor annually.
• Develop and maintain relationships with distributor owners or presidents through regular contact.
• Set and pursue personal sales goals, continually improving product knowledge and technical skills.
• Document and report cost savings to end users and distributors.
• Train and educate distributor sales staff about our products.
• Spend 80% of sales time influencing end users to buy our products, fostering partnerships with distribution channels.

EDUCATION:

Bachelor's degree or 3-5 years of related experience and/or training; or equivalent combination of education and experience.

SKILLS/EXPERIENCE:

• Previous experience in a similar market and industry preferred.
• At least three years of field experience demonstrating problem-solving and negotiation skills.
• Excellent oral and written communication skills.
• Ability to manage large territories and diverse product offerings.
• Ability to stay updated on new technology, trends, and distributor needs.
• Proficient in writing reports, business correspondence, and procedure manuals.
• Ability to establish and maintain working relationships with customers, suppliers, and colleagues.
• Exhibits a positive customer service approach when interacting internally and externally.