Territory Manager

About the role

Total Filtration Services, Inc., is the largest full line distributor of filtration products and services in North America. We operate 13 stocking branch locations throughout the United States with our headquarters located in Troy, MI, and have a strong national network to manage any filtration needs. Our technical sales staff recommends filtration solutions based on each customer’s unique needs. We have a diverse background across numerous markets including Automotive, Aerospace, Food and Beverage, Data Centers, Chemical, Metals, Power Generation, General Industrial, Heavy Equipment and Oil/Gas Production. We support these markets by utilizing our preferred vendor strategy that leverages 90% of our spend with 80 of the world’s top manufacturers. Our in-plant value added services model continues to provide our customers with the highest levels of service focused on total cost of ownership and delivering year over year savings.

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.
• Maintain and grow sales to existing customer base by understanding each customer’s unique product needs and offering solutions across all disciplines of filtration.
• 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 7am-3pm
  • Additional cold calls around the face-to-face “anchor” calls
  • Prolonged prospecting phone calls
• Proactively prospect for and acquire new business at all volume levels by promoting the total filtration management concept, focusing on those accounts with annual volume greater than $5k.
• Organize and prioritize responsibilities to ensure effective and efficient territory coverage.
• 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.
• Maintain monthly expense and mileage reports.
• Understand and utilize TFS business systems.

Qualifications

• 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.

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.

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.

Work Environment

Office and field environment.

Travel Requirements

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