Sales Territory Manager

Guhring USA; Houston (TX); On-site; USD 70,000 - 100,000; Full time

Job summary

Guhring USA in Houston seeks a Territory Manager to drive sales of cutting tools within an assigned region, delivering unmatched product quality, value and support to customers while upholding integrity and professionalism.

You will partner with distributors and key accounts, educate customers on engineered tools, train distributor staff, visit top end users monthly, and help grow market share with integrity and professionalism.

Qualifications

• Bachelor's degree or 3–5 years related experience.
• Strong oral and written communication skills.
• Ability to manage large territories and diverse product offerings.
• Demonstrated capacity to keep abreast of new technology and distributor needs.

Responsibilities

• Work closely with distributors and key manufacturing accounts to sell, service and support standard catalogue and engineered special cutting tool products.
• 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 and/or reference centers as directed to promote Company products.

Skills

Territory management

Negotiation

Communication

Product knowledge

Training

Education

Bachelor's degree or 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 unequalled service and the highest level of 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.
• 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.
• Keep 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 manufacturers represent 80% of the total sales potential in the region.
• Visit the top 20 end users in each of your sales territories at least once per month.
• Attend a minimum of two sales planning meetings 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 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 and 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 [to] 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.