Territory Sales Manager

Tenco Inc.; Wooster (OH); On-site; USD 85,000 - 130,000; Full time

Benefits offered by this job

Medical Insurance

401k Match

Profit Sharing

Paid Vacation

Job summary

Alamo Group in the United States seeks a Territory Sales Manager to drive sales across designated markets and product lines. You will educate dealers, train partners and ensure responsive customer service, while meeting annual growth targets within the territory.

Responsibilities include nurturing dealer networks, negotiating with distributors, and collaborating with agencies to introduce products. Significant travel and a focus on relationship building are required.

Qualifications

• Experience with customer relations, prospecting, needs assessment and proposal writing.
• Excellent verbal, written and interpersonal communication skills are essential.
• Superior presentation, strategic thinking and negotiation skills
• Must have strong organizational skills
• Ability to build and maintain effective working relationships with customers, suppliers and employees.
• Excellent problem-solving skills at both a strategic and functional level.
• Must possess the ability to manage a challenging workload with multiple deadlines with minimal supervision.
• Requires regular attendance and timeliness.
• Proficient in use of Microsoft Office Suite.
• Ability to read and interpret product specifications, bid solicitations and other technical documents
• Must have the ability to plan, organize, develop, implement and interpret the programs, goals, objectives, policies and procedures of the sales department.
• Ability to persuade and influence others.
• Knowledge of advertising and sales promotion techniques.

Responsibilities

• Service existing sales accounts and generating new business within territory, meeting sales and profit goals.
• Develop and nurture a network of dealers to produce superior results; evaluate dealers and replace underperforming ones as needed.
• Act as liaison between the company and dealer organizations for pricing, campaigns, literature, and promotions.
• Consult dealers and end users to evaluate needs and recommend optimal solutions for satisfaction and profit.
• Meet with dealers to build relationships, provide training, develop strategies, and close deals.

Skills

Territory sales management

Dealer relations

Customer service

Sales forecasting

Product knowledge

Negotiation

Communication

Team coordination

Education

Bachelor's degree preferred

Equivalent experience

Tools

Microsoft Word

Microsoft Excel

Microsoft Outlook

PowerPoint

CRM software

Job description

Under minimal supervision, the Territory Sales Manager (“TSM”) manages, directs and coordinates efforts to maximize sales of the US Snow & Ice Team within the assigned geographical area for specified markets and product lines. The TSM is responsible for achieving measurable annual growth within the territory, conducting dealer education and training, and providing responsive customer service.

Essential Functions of the Job:

• Service existing sales accounts and generating new business within assigned territory, market and product lines, meeting sales and profit goals while adhering to the sales and marketing plan and corporate policies.
• Develop and nurture a network of dealers that consistently produces superior results. Qualify and develop new distributors and business partners in target markets. Evaluate dealer performance at least annually to determine course of action for increasing sales. Replace underperforming dealers as necessary. Complete dealer due diligence for prospective dealers.
• Act as a liaison between the company and dealer organizations to ensure the proper exchange of relevant information regarding products, pricing, promotions, advertising campaigns, trade shows, sales literature, credit, warranty and other activities.
• Consult dealers and end users to evaluate needs and recommend the best solution that generates the highest level of customer satisfaction and profit.
• Meet with dealers to develop strong relationships, provide training, develop strategies, and negotiate and close deals.
• Establish and maintain relationships with governmental agencies, industry influencers, and key strategic partners in the territory. Work with distributors to introduce agencies to the US Snow Group.
• Prepare sales forecasts as requested.
• Maintain documentation of sales contracts, sales opportunities and proposals in accordance with records retention policy.
• Conduct “voice of the customer” research to recommend new products and product enhancements. Stay abreast of industry trends, competitive products and technical developments that affect target markets.
• Establish and maintain a consistent and professional corporate image throughout all communications, actions, activities, promotional materials and events.
• Plan, organize and attend product demonstrations, trade shows and sales meetings.
• Adheres to all company policies, procedures and code of business ethics.
• Other duties as assigned.

ALAMO GROUP CORE COMPETENCIES for LEADERS include:

• Leading Change / Change Management: Ability to drive improvement of team, division, and corporate goals and objectives through people. Ability to balance change and continually strive to improve business performance.
• Leading People / Teamwork: Ability to design and implement strategies which maximize employees’ potential and foster high ethical standards in meeting the team, division, and corporate objectives.
• Communication: Ability to explain, advocate, and express facts and ideas in a convincing manner, and negotiate with individuals and groups internally and externally. The ability to develop internal and external networks and identify the issues that impact the work of the organization.
• Business Acumen: Understands and interprets business financials and metrics and utilizes latest business strategies. Focuses on outcomes and creates opportunities for success. Acquires and utilizes human, financial, material and information resources effectively.
• Results Driven: Ability to make timely and effective decisions and produce results through planning and the implementation and evaluation of business metrics, systems, policies, and program; stressing accountability and continuous improvement.

Knowledge, Skills and Abilities (KSA’s):

• Experience with customer relations, prospecting, needs assessment and proposal writing.
• Excellent verbal, written and interpersonal communication skills are essential.
• Superior presentation, strategic thinking and negotiation skills
• Must have strong organizational skills
• Ability to build and maintain effective working relationships with customers, suppliers and employees.
• Excellent problem-solving skills at both a strategic and functional level.
• Must possess the ability to manage a challenging workload with multiple deadlines with minimal supervision.
• Requires regular attendance and timeliness.
• Proficient in use of personal computing devices including productivity software such as Microsoft Word, Excel, Outlook and PowerPoint.
• Ability to read and interpret product specifications, bid solicitations and other technical documents
• Must have the ability to plan, organize, develop, implement and interpret the programs, goals, objectives, policies and procedures of the sales department.
• Ability to persuade and influence others.
• Knowledge of advertising and sales promotion techniques.
• Requires maintaining a professional appearance and positive image to the public.
• Requires significant travel to current and potential customers. Must be and remain in compliance with the company’s Authorized Driver Policy.
• Work requires willingness to work a flexible schedule and frequent overnight travel.

Education and Experience:

A bachelor’s degree is preferred in Business, Marketing, Engineering or related field, or equivalent combination of education and experience in the field of industrial equipment or related products or services. Minimum 5 years of progressive sales experience with related products or in similar field is preferred. Prior experience with truck equipment and industrial machinery a plus.

Overview

Alamo Group offers competitive pay and a wide range of employee benefits including:

• Medical, Dental, and Vision Coverage
• 401(k) Retirement Savings Program with a Company Match
• Profit-Sharing
• Paid Vacation, Sick Leave, and Holidays
• Company Paid Short and Long-Term Disability Programs
• Wellness Programs
• Employee Assistance Programs
• Training and Development Programs
• Employee Tuition Reimbursement and Dependent Scholarship Programs
• And much more!

EEO Statement

EOE Minorities/Females/Protected Veterans/Disabled. Drug Free Workplace

Alamo Group is proud to be an Equal Employment Opportunity, Affimative Action employer. All qualified applicants will be considered without regard to race, national origin, color, religion, age, genetics, sex, sexual orientation, gender identity or expression, disability or veteran status. We maintain a drug-free workplace and perform pre-employment substance abuse testing (where permitted by law).

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