Territory Development Manager (Remote)

The Heico Companies LLC; Michigan; Remote; USD 70,000 - 90,000; Full time

Job summary

A leading company in the material handling industry seeks a Territory Sales Manager to drive market share growth and enhance dealer relationships. The role involves developing strategic plans, managing accounts, and providing product expertise. Ideal candidates will have strong communication skills and a background in channel development. This full-time position requires frequent travel and offers a remote, field-based work environment.

Qualifications

• Minimum of 3+ years in distribution channel development, territory management, and account management.

Responsibilities

• Develop and deploy a territory Channel Development Plan.
• Identify and sell PTL products to new strategic direct customers.
• Proactively canvass dealers for prospective PTL dealers.

Skills

Communication

Project Management

Attention to Detail

Education

B.A. or B.S. Degree

Tools

MS Office

Adobe Acrobat

CRM/ERP software

Job description

Drive Business Results

1. Develop, along with the Director of Sales, and deploy a territory Channel Development Plan to grow PTL’s market share in the territory and improve the quality and effectiveness of our channel partners.
2. Identify and actively pursue and successfully sell PTL products to new strategic direct customers, and expand PTL’s business within existing direct customer accounts.
3. Proactively canvass dealers within the territory for prospective PTL dealers and to better understand our competitors’ channel capabilities.
4. Communicate critical milestone commercial dates, process modifications, growth incentive levels, and other notifications in real time to ensure dealers are properly informed of business operations.
5. Report competitor activities in the assigned territory, including pricing, product development, and channel development, providing supporting documentation when available.
6. Execute dealer scorecard activities to set individual dealer goals, monitor progress, and collaborate with dealers to implement retail growth plans.
7. Work with dealers to create and deploy plans to reach a broader retail customer base and diversify PTL retail customers within the market.
8. Report on territory sales results against goals and develop strategies to meet or exceed these goals.
9. Provide PTL dealers with direct access to internal resources (e.g., Service, Aftermarket, Marketing, Accounts Receivable) for prompt service.

Product Line Responsibilities

• PTL Equipment – Extendo, Traverse, Carry-Lift, Speed Swing, Mobile Elevating Work Platforms, All-Terrain Derrick.

Product Knowledge

• Develop comprehensive knowledge of all PTL products, capabilities, and applications, becoming the product expert for stakeholders within the territory.
• Convey product knowledge and train PTL stakeholders, dealer personnel, and targeted customers to position PTL as the preferred brand.
• Collaborate with PTL O.E. Parts Sales to develop knowledge of genuine PTL parts and advise dealers and customers on OE Parts’ programs and benefits.

Experience and Education

• Minimum of 3+ years in distribution channel development, territory management, and account management.
• B.A. or B.S. Degree.

Skills and Other Requirements

• Excellent written and verbal communication skills.
• Proficient in MS Office, Adobe Acrobat, and CRM/ERP software.
• Strong attention to detail, organizational, interpersonal, and project management skills.
• Knowledge of relevant industries such as material handling, oil & gas, mining, construction, and utilities, including product design, operation, and applications.
• Strong mechanical and hydraulic system skills.

Position Details

• Full-time position, Monday to Friday, 8:00 AM to 4:30 PM, or as required.
• Frequent travel up to 75% may be required.
• Remote, field-based role primarily operating in a professional office environment, with occasional site visits that may involve navigating uneven terrain and exposure to environmental elements.