Senior Territory Sales Manager

Catalyst Recruiting, Inc; San Diego (CA); On-site; USD 90,000 - 100,000; Full time

Job summary

Catalyst Recruiting, Inc. is seeking a B2B outside sales professional to manage a territory from the LA Metro/Orange County area south to the border, representing engineered safety products such as walkways, rails, guards and anchor systems.

The role involves hands-on site surveys, consultative selling to decision makers in commercial/industrial construction, and close collaboration with engineering, inside sales and logistics to ensure a seamless customer experience.

Qualifications

• Must have experience selling engineered products B2B to decision makers in commercial/industrial construction, manufacturing, warehousing, etc.
• Experience meeting or exceeding goals.
• More than 5 years in applicable sales/account management.
• Skilled with consultative selling to find value beyond price.
• Excellent communication skills on-site, with customers, and in presentations.

Responsibilities

• B2B outside sales – hunter with a technical/consultative approach to customers.
• Work with company-provided qualified leads and develop new leads; pursue both.
• Participate in company methodology and extensive training.
• Perform site surveys to address ANSI and OSHA compliance issues.
• Prepare detailed quotations for site-specific engineered products.
• Coordinate with engineering, inside sales and logistics to deliver a seamless experience.
• Resolve shipping, credit, and engineering issues that hinder sales.
• Utilize construction tracking tools and market analysis to generate new business.
• Track all activities in CRM (training provided).

Skills

B2B sales

Territory management

Consultative selling

Client communication

Site surveys

Tools

CRM systems

Job description

Territory abuts colleague to the north in LA Metro/Orange county going south to the border.

A global manufacturer of fall protection/safety company needs a person to manage the territory representing a line of custom engineered and manufactured safety / fall protection solutions and products. Specific products include walkways, rails, guards, anchor systems and more.

Serving:

Construction, oil/gas, power/utilities, mining/cement manufacturing, roads/bridge and similar

KEY THINGS - MUST HAVE!

• Extensive B2B Sales directly to customers, not channels/distribution
• Willing and able to walking on roofs, climb ladders, inspect places needing fall protection
• Experience in sales and territory management
• Experience selling engineered/custom products - consultative, not strictly transactional

Position:

• B2B outside sales - "Hunter" with technical/consultative approach
• Work with company-provided qualified leads and find own leads; pursue both
• Work with company methodology and system - extensive training provided
• Perform site surveys to address ANSI (and OSHA) compliance issues
• Prepare detailed quotations for site-specific engineered products to address issues
• Work with company engineering, inside sales and logistics to deliver a seamless experience
• Resolve issues such as shipping/logistics, credit, engineering, etc, that get in the way
• Leverage construction tracking tools and market analysis to generate new business.
• Track all relevant activities in CRM (training provided)

Requirements:

• Must have experience selling engineered products B2B to decision makers in commercial/industrial construction, manufacturing, warehousing, etc
• Experience working with and hitting or exceeding goals
• Experience must include more than 5 years in applicable sales/account management
• Skilled with consultative selling - so find value, not just price.
• Excellent communication skills - on sites, with customers, in presentations, etc

Type of person you need to be:

• Creative problem solver for the customer and yourself
• Energized by the challenge of finding new customers as well as taking care of existing
• Provides solutions to a customer that is a value to them and best margin for company
• Enjoys being independent: digging into numbers, writing quotes, presenting to customers
• Energized being in the field with customers
• Ability to take measurements, prepare to scale hand sketches for estimating

The employer does not sponsor employment visas for this position

Compensation information: Base salary is $90k - $100k; uncapped commission (OTE is over $150k first year); person will "inherit" a book of business putting them close to OTE immediately)