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Jobs · Business Development · Oregon

TERRITORY MANAGER - Pacific Northwest Territory

Custom Truck One Source · Portland, OR · 1 mo ago
Business DevelopmentFull-time

About the role

The Territory Manager (TM) is responsible for the sales and rental of Parts, Tools, and Accessories (PTA) from Custom Truck One Source’s offerings through relationship building and maintaining with current customers and cold calling on potential/new customers. The TM reaches business targets through effective management of designated territories and physical visits to customer locations, either in an office or in the field. Maintenance of current customer accounts and obtainment of new accounts is an integral function of this position. The ability to plan and prioritize your day is essential. The TM will work with Inside Rental Representatives and other business partners to manage all accounts efficiently and effectively. Individuals in this position will develop ongoing, profitable relationships with customers and continually maintain a professional image of the company. The individual will be responsible for having, or quickly acquiring, the knowledge of and expertise in all CTOS PTA current/new product lines and must maintain the ability to effectively pitch these to customers in-person.

Responsibilities

  • Be the sales "team leader" for the assigned territory and maintain the right tempo within the group
  • Conduct the necessary number of in-person sales presentations to meet sales goals and ensure customer satisfaction
  • Emphasize the features and benefits of CTOS OEM PTA, as well as numerous other vendors’ PTA products
  • Plan visits/appointments daily/weekly/monthly, ask open-ended questions, listen carefully, provide solutions through CTOS product offerings, ask for the sale, and follow up with all CTOS employees involved in delivering sold PTA to customers
  • Conduct quarterly business reviews with larger, higher volume, higher touch customers
  • Attend scheduled Pre-Flight sessions with applicable Inside Rental Representatives
  • Overcome the objections of prospective customers
  • Quote prices and discuss terms with customers
  • Produce rental and sales revenue to meet goals in assigned territory
  • Build and foster a network of referrals to create new opportunities for territory growth
  • Ensure follow-up activities occur by passing leads to other assigned Sales Team members
  • Actively manage call and time schedule to efficiently maintain territory accounts

Required Skills and Qualifications

  • Ability to learn technical material
  • Ability to learn sales, rental, and inventory software systems, i.e., MS Office suite, Salesforce
  • Must be able to exchange accurate information in customer inquiries about CTOS PTA
  • Must be able to observe and identify PTA features, benefits, and opportunities
  • Ability to perform responsibilities at the designated site for designated hours as assigned, including storms, disasters, power outages
  • Ability to answer customer questions or provide information at any time, as customers work extended hours
  • Produce sales activity reports as requested
  • Ability to convert prospects into closed sales
  • Ability to work with, schedule, and keep accurate records in Customer Relationship Management software
  • 5+ years of PTA, Utilities Tooling, or related industry sales experience is a plus

Working Conditions

  • Constantly move about designated geographic region visiting client and prospect sites, as well as inside the office to access file cabinets, office equipment, etc.
  • Constantly operate a computer and other office equipment, such as a phone, copy machine, laptop, mobile device, and computer printer
  • Ability to travel with overnight stays during training, meetings, shows, and other events as needed
  • Frequent travel to customer locations is required, with many hours of drive-time/flights as necessary depending on size of territory
  • Travel to and attendance of industry-relevant trade shows as necessary
  • Ability to work without direct supervision
  • Professional demeanor and excellent communication capabilities
  • Strong knowledge of sales principles, methods, practices, and techniques

Benefits

  • 401(k) with Employer Match
  • Competitive Health Care
  • Dental, Vision, and Life Insurance
  • Paid Vacation, Sick, and Holidays
  • STD/LTD
  • Partner Discounts
  • Investment in Employee Development

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