Territory Manager

About the role

The Territory Manager is responsible for business development within their assigned territory. This will include utilizing technical expertise to sell deeper into current accounts (organic growth) as well as acquiring new business accounts with filtration product and services needs.

Responsibilities

• Work within all established safety guidelines, ensuring that safety policies and procedures are adhered to at all times, and worked 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.
• 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.
• 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 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 you are in compliance with pricing, margin, CRM and other expectations.
• Maintain monthly expense and mileage reports.
• Understand and utilize TFS business systems.

Qualifications

• Excellent oral and written communication skills utilizing the English language.
• Good attention to detail with timely follow-up skills.
• 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.
• 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.

Education and Experience Requirements

• Minimum three years outside sales experience required.
• Four-year college degree 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

• 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.