Territory Sales Manager

Alamo Group offers competitive pay and a comprehensive benefits package.

Benefits

• Medical, Dental, and Vision Coverage
• 401(k) Retirement Savings Program with 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

About the Role

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.

Responsibilities

• Service existing sales accounts and generate 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.
• Adhere to all company policies, procedures, and code of business ethics.
• Perform other duties as assigned.

Core Competencies

• 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 programs; stressing accountability and continuous improvement.

Requirements

• Experience with customer relations, prospecting, needs assessment, and proposal writing.
• Excellent verbal, written, and interpersonal communication skills.
• Superior presentation, strategic thinking, and negotiation skills.
• 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.
• Ability to manage a challenging workload with multiple deadlines with minimal supervision.
• 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.
• 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.
• Professional appearance and positive image to the public.
• Significant travel to current and potential customers. Must be and remain in compliance with the company’s Authorized Driver Policy.
• Willingness to work a flexible schedule and frequent overnight travel.

Qualifications

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 a similar field is preferred. Prior experience with truck equipment and industrial machinery is a plus.