Territory Sales Manager

About the role

The Territory Sales Manager role is critical in delivering value to Industrial customers who rely on weighing as a control point in their businesses and operations. The TSM will advise on automation opportunities and support their weighing processes and production goals, focusing on safety, compliance, productivity, and performance.

Responsibilities

• Increase market share, total sales, and profitability through disciplined execution of territory business plan and Carlton Sales Operations process
• Cross-sell across the full CIS portfolio
• Closely partner with Operations to ensure a unified approach to serving territories and growing the business
• Own the entire sales process for every sale and every engagement; collaborate with Operations to deliver a "Weigh Better" customer experience
• Ensure consistent delivery of commitments for monthly new orders and execution of backlog to support all financial targets
• Actively focus on selling ongoing service agreements with every equipment sale; understand and communicate the range of value-added services available and why they differ from competitors
• Present an overview of CIS in an authentic, compelling, and memorable way to any audience type
• Enhance and increase the depth and range of territory database information on new and existing customers
• Proactively manage time and schedule; prompt, professional, and detailed follow-up on all customer engagements
• Stay informed about industry changes, new products or services, and actively lead efforts to understand competition in the assigned territory
• Support all CIS order fulfillment and workflow process requirements with a "no excuses" attitude and mindset
• Work cross-functionally within CIS and with all external third-party vendor partners to ensure all customer deadlines and commitments are successfully achieved
• Comply with all CIS Safety Policies & Procedures and commit to timely and complete support of all Safety initiatives and programs
• Stay aware of technology developments, competitive positioning, and industry trends; answer the bell; meet all deadlines
• Ensure vehicle service and maintenance requirements are met and notify supervisor of needed repairs as they arise
• Consider the value created by CIS and how it is perceived by the customer

Requirements

• Territory sales experience is required; Account Management experience is a plus
• Previous Sales experience and/or background in industrial weighing devices or industrial electromechanical equipment preferred
• Hands-on service and maintenance experience within the industry is highly desirable
• Experience with CRM applications is required
• Solid organizational and time management skills required
• Excellent verbal, written, and listening communication skills
• Basic technical understanding of how products and services work in our industry; ability to communicate this information with others
• Naturally inquisitive, enjoys learning new things, and seeks opportunities for growth
• Professional Sales Training certification highly desirable (Sandler, etc.)
• Ability to sit or drive for extended hours with few breaks up to eight hours a day
• Ability to stand or walk for long periods during customer visits and presentations
• May need to lift objects weighing 25-35 lbs. at a time; occasionally lift objects up to 45 lbs. at a time

Qualifications

• 2 or 4-year degree or certification program is required
• Comfortable in a dynamic, fast-paced environment
• Maintain a valid driver’s license with acceptable driving record