Territory Sales Manager

Viking Group, Inc.; Phoenix (AZ); On-site; USD 60,000 - 90,000; Full time

Job summary

Viking Group, Inc. in the United States seeks a results-driven sales professional to manage all sales activities within an assigned territory.

You will call on existing, newly acquired, and prospective customers, engage with industry associations and engineering communities, and maintain pricing data and customer records. The role requires significant travel and a focus on growing market share and gross profit within the region.

Qualifications

• Sales experience in territory management and customer relationship building.
• Strong communication and presentation skills with ability to influence decision-makers.
• Ability to travel extensively and manage a travel schedule.

Responsibilities

• Establishes and maintains professional relationships with existing customers.
• Identifies key decision-makers and builds relationships with them.
• Presents information on company products and services to customers.
• Targets and prospects new customers to meet regional goals.
• Participates in industry associations and engages with engineering firms driving specifications.
• Documents weekly call reports and expense reports; maintains customer data and pricing information.
• Manages annual expense budget and compiles sales and financial data per plan.

Job description

• PRIMARY FUNCTION:
  

Responsible for all sales-related duties pertaining to the customer base within assigned territory. Duties include, but are not limited to: making sales calls to and interacting with existing, newly acquired, and prospective customers; being actively involved with industry associations, the engineering community, and key authorities having local jurisdiction; and maintaining and updating all administrative tasks, weekly call reports, expense reports, customer data base, and pricing information in a timely manner. Accountable for financial performance of all assigned accounts, market share increase within assigned territory, and overall territory sales growth. May require significant overnight travel.

• MAJOR DUTIES AND RESPONSIBILITIES:
• Establishes and maintains a professional business relationship with existing customer base.
• Identifies each customer’s key decision-makers to create and maintain a relationship with them.
• Presents detailed information regarding the Company’s products and services on an ongoing basis.
• Targets and prospects new customers per goals outlined for the region.
• Participates actively in industry associations, including local AFSA, NFSA, and SFPE chapters.
• Builds and maintains a relationship with key engineering firms that drive fire sprinkler specifications.
• Composes and submits weekly call reports highlighting all sales activity.
• Submits weekly expense reports per company guidelines.
• Manages annual expense budget as established by the Regional Sales Manager.
• Composes and analyzes succinct sales tracking reports.
• Creates, updates, and maintains all customer files with pricing and key contact information.
• Coordinates and keeps an efficient travel/work schedule to maximize time spent with customers.
• Develops and maintains proficiency with company software.
• Compiles data for and composes annual business plan with focus on attaining sales and gross profit dollars per goals set for the region.
• Compiles and tracks periodic account financial data based on the annual business plan.