Sales Territory Manager

Guhring, Inc.; Tallahassee (FL); On-site; USD 60,000 - 80,000; Full time

Job summary

Guhring, Inc. is seeking a Territory Manager in Tallahassee, Florida. Under the direction of the Regional Manager, you will manage the sales activity of cutting tools and support customers by providing high-quality support and service. Your role will include working closely with distributors, analyzing customer needs, and educating sales personnel on our products.

The ideal candidate should have a Bachelor's degree or equivalent experience, along with strong communication and negotiation skills. This position offers the opportunity to influence sales through a cross-functional teamwork approach.

Qualifications

• Bachelor's degree or three to five years related experience and/or training.
• Three years of field experience with problem solving and negotiations.
• Ability to write reports and business correspondence.

Responsibilities

• Manage sales activity of cutting tools and support customers.
• Work with distributors and key accounts to sell and support products.
• Train distributor salespeople to understand and promote products.

Skills

Excellent oral and written communication skills

Ability to manage large territories

Previous experience in similar market

Demonstrated capacity to keep abreast of new technology

Problem solving and negotiations skills

Education

Bachelor's degree or three to five years 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 or 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/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.

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law.