Territory Manager

Total Filtration Services; California (MO); On-site; USD 60,000 - 98,000; Full time

Job summary

Total Filtration Services, Inc. is seeking an energetic outside sales professional to expand our filtration solutions across a territory in the Southern California region.

You will prospect new accounts, defend and grow existing customers, and deliver quotes while meeting monthly and annual targets. Ideal candidates bring at least three years of outside sales experience in filtration, B2B or industrial sectors, a four-year degree preferred, and a valid driver's license.

Qualifications

• Minimum three years outside sales experience.
• Four-year college degree preferred.
• Filtration, B2B or industrial sales experience preferred.

Responsibilities

• Meet and exceed sales and margin targets, including monthly forecasts and annual budget.
• Prospect for and acquire new business at all volume levels by promoting filtration solutions.
• Maintain and grow sales to existing customer base and understand product needs.

Skills

Hunter mentality

Closing skills

Relationship building

Territory management

CRM proficiency

MS Office

Time management

English communication

Education

Bachelor's degree preferred

High school diploma required

Four-year college degree preferred

Tools

CRM system

Job description

About Us

Total Filtration Services, Inc. is the largest full line distributor of filtration products and services in North America. It operates 13 stocking branch locations throughout the United States with headquarters in Troy, MI, and a strong national network to manage any filtration needs. The technical sales staff recommends filtration solutions based on each customer’s unique needs. The company serves a diverse set of markets, including Automotive, Aerospace, Food and Beverage, Data Centers, Chemical, Metals, Power Generation, General Industrial, Heavy Equipment, and Oil/Gas Production.

Company

Total Filtration Services, Inc.

Geographic Responsibility

Geography: Southern California, Southern Nevada, Arizona & New Mexico

Responsibilities

• Work within all established safety guidelines, ensuring that safety policies and procedures are adhered to at all times, and work deemed unsafe is not performed.
• Ensure world‑class customer service is provided to both internal and external customers.
• Establish rapport and develop solid relationships with key customer contacts and vendors.
• Meet and exceed sales and margin targets, including monthly forecasts and annual budget.
• Prospect for and acquire new business at all volume levels by promoting the total filtration management concept, focusing on accounts with annual volume greater than $5k.
• Maintain and grow sales to existing customer base by understanding each customer’s unique product needs and offering solutions across all disciplines of filtration.
• Organize and prioritize responsibilities to ensure effective and efficient territory coverage.
• Evaluate filter applications for value optimization and solution presentation.
• Complete the required weekly sales call activity, including:
  • A minimum of 15 face‑to‑face sales calls during the prime selling hours of 7 am–3 pm
  • Additional cold calls around the face‑to‑face “anchor” calls
  • Prospect phone calls.
• Regularly utilize CRM software to ensure customer contacts are maintained, customer‑related sales call activities are documented, value‑added services/cost savings are recorded and opportunities are actively managed through the lifecycle of the sale.
• Develop solid technical skills by participating in all company and vendor‑sponsored product training, as well as utilizing other resources for self‑study.
• Generate timely and accurate quotes utilizing the company’s business system.
• Utilize the TFS catalog and the media library for presentations to key purchasing personnel.
• Support company initiatives in the areas of marketing, sales, and training.
• Manage and ensure compliance regarding implementation of new accounts, including new Strategic Accounts launches by corporate.
• Maintain monthly expense and mileage reports.
• Utilize auto‑generated reports to understand, manage and develop business to ensure compliance with pricing, margin, CRM and other expectations.
• Understand and utilize TFS business systems.

Supervisory Responsibilities

None

General Qualifications

• Excellent oral and written communication skills utilizing the English language.
• Good attention to detail with timely follow‑up skills.
• Professional appearance and behavior.
• Solid organizational skills with the ability to prioritize effectively.
• Strong computer skills, including Microsoft Office with proficiency in Outlook, Word and Excel.
• Ability to work effectively under pressure and manage multiple assignments simultaneously.
• Effective time management skills.
• Meet appropriate deadlines, be responsive and accessible.
• Accurate and results oriented.
• Commitment to providing exceptional customer service to both internal and external customers.
• High mechanical aptitude with the ability to quickly grasp technical information.

Specific Demonstrated Capabilities

• Proven and progressive sales success.
• Ability to negotiate effectively.
• Ability to build solid professional relationships.
• Proficient in Microsoft Office Suite including Word, Excel, PowerPoint and Outlook.

Interpersonal Skills

• “Hunter” mentality with solid closing skills.
• Demonstrates a sense of urgency.
• Solid presentation skills with the keen ability to read the audience and tailor presentation to meet its needs.
• Solid individual contributor who functions equally well as a member of a team.
• Ability to adapt to a variety of personalities, situations and requirements.

Educational and Experience Requirements

• Minimum three years outside sales experience required.
• Four‑year college degree is preferred.
• High school diploma or equivalent required.
• Filtration, B2B or industrial sales experience preferred.

Certificates, Licenses, Registrations

Must possess and maintain a valid driver’s license in good standing.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; utilize ladders with a weight capacity of 250 lbs. or less while regularly accessing heights in excess of 25 feet, balance; stoop, kneel, crouch or crawl; talk and hear. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.

Work Environment

Office and field environment.

Travel Requirements

Varies, depending on size of sales territory. May include overnight stays.

Equal Opportunity Employer

Flow Control Group is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other legally protected characteristics.