Territory Development Manager (Remote)

The Heico Companies LLC; Michigan; Remote; USD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a dynamic individual to drive business results through effective territory management and account development. This full-time remote position offers the opportunity to work closely with dealers, ensuring they have the resources needed to succeed. You'll develop a deep understanding of a diverse product line and communicate vital information to stakeholders, enhancing the overall customer experience. If you have a passion for building relationships and a strong background in independent distribution channels, this role is perfect for you. Join a team that values collaboration and innovation in a professional environment.

Qualifications

• Minimum of 3+ years in independent distribution channel development.
• Strong attention to detail and ability to work collaboratively.

Responsibilities

• Develop and deploy a territory Channel Development Plan.
• Communicate critical milestone commercial dates to dealers.
• Report on territory sales results and institute plans to achieve goals.

Skills

Territory Management

Account Management

Communication Skills

Project Management

Mechanical Skills

Hydraulic System Knowledge

Education

B.A. or B.S. Degree

Tools

MS Office

Adobe Acrobat

CRM/ERP Software

Job description

Drive Business Results
• Develop, along with the Director of Sales, and deploy a territory Channel Development Plan to
grow PTL’s market share in the territory and the quality/effectiveness of our channel partners.
• Identify and fervently pursue & successfully sell PTL products to new strategic direct customers
and grow PTL’s business within existing direct customer accounts.
• Aggressively canvas dealers within the territory for prospective PTL dealers and to better
understand our competitors’ channel capabilities

• Communicate, in real time, critical milestone commercial dates and deadlines, process
modifications, growth incentive levels, incentive achievement benefits/rewards, and other
notifications as needed to ensure dealers have proper notifications of business operations.
• Report competitor activities in assigned territory to include pricing, product development,
channel development and provide supporting documentation when available.
• Execute dealer scorecard activities to establish individual dealer goals and continually monitor
progress, in concert with dealers, versus goals and work with dealers to implement retail growth
plans and activities.
• Work with dealers to create & deploy a plan to reach a wider scope of retail PTL buyers and
diversify the PTL retail customer base in dealers’ market.
• Report on aggregate territory sales results versus goals and institute plans to achieve or exceed
goals.
• Provide information to PTL dealers that connects them directly to the proper internal PTL
resource (ie. Service Department, Aftermarket Department, Marketing Department, Accounts
Receivable, etc.) to provide prompt service.

Product Line Responsibilities
• PTL Equipment – Extendo, Traverse, Carry-Lift, Speed Swing, Mobile Elevating Work Platforms,
All-Terrain Derrick.
Product Knowledge
• Develop an intimate knowledge of all PTL products, capabilities, and applications and become
the product expert to all stakeholders within the assigned territory.
• Convey product knowledge and train PTL stakeholders, dealer personnel, and targeted
customers to position PTL as the premium brand buyers aspire to own.
• Together with PTL O.E. Parts Sales, develop a knowledge of PTL genuine parts and consult with
dealers & direct customers to participate in OE Parts’ commercial programs and the realize the
benefits of purchasing genuine PTL OE parts.

Experience and Education:
Experience: Minimum of 3+ years of experience in independent distribution channel
development, territory management and account management
Education: B.A. or B.S. Degree
Communication: Excellent communication skills, both written and verbal communication
Technology: Strong working knowledge of MS Office, Adobe Acrobat, and CRM/ERP software
Other Requirements:
Strong Attention to detail and ability to work both collaboratively and independently
Exceptional organizational, interpersonal, and project management skills
Knowledge of material handling, oil & gas, mining, construction, utility and other relevant
industries in terms of products and product design, operation, and applications
Strong mechanical skills and hydraulic system skills

Position Type and Expected Hours of Work - This is a full-time position. Work hours are Monday
through Friday, 8:00 AM to 4:30 PM or as the job requires.
Travel – This position requires frequent overnight and/or extended travel (up to 75%).
Work Environment - This is a remote, field-based position and primarily operates in a professional office
environment using standard office equipment such as computers, iPads, phones, copiers and filing
cabinets. Occasionally, travel to a remote jobsite is required to observe equipment operating. Jobsite visits
may require navigating uneven natural terrain and entering/exiting equipment. The employee is
occasionally exposed to fumes or airborne particles and moving mechanical parts.