Territory Sales Manager

Responsible for developing and maintaining customer relationships, selling products and solutions, supporting existing accounts, establishing new accounts, and meeting customer needs through responsive service, product knowledge, and effective follow-through.

Responsibilities

• Sell products and solutions to current and prospective customers by identifying needs, presenting appropriate options, and meeting established sales goals.
• Service existing accounts and establish new accounts through direct sales activity, account planning, customer follow-up, and target account development.
• Apply developing professional sales expertise, company policies, procedures, and established sales practices to resolve a variety of customer and account issues.
• Manage assigned territory, accounts, sales activities, and customer follow-up while collaborating with branch, customer service, operations, and vendor partners.
• Handle moderately complex customer questions, account needs, and sales issues using known practices and procedures; escalate more complex matters and provide recommendations to management.
• Field customer questions, address requests, and resolve complaints or service issues with a positive, timely, and customer-focused approach.
• Prepare and deliver sales presentations, product recommendations, pricing information, and related customer communications.
• Submit orders, activity updates, sales results, and other required reports to management accurately and on time.
• Develop and maintain customer, vendor, and internal relationships to support customer satisfaction, account growth, and effective issue resolution.
• Coordinate with appropriate departments and personnel to support customer needs, order fulfillment, technical questions, and service expectations.
• Use programs, promotions, product support materials, and sound pricing practices to maximize profitability and support company sales objectives.
• Maintain and develop professional and technical knowledge through training, product resources, and relevant professional associations; serve as a product and technical resource for customers and internal teams.
• Provide guidance to less experienced employees or peers related to sales processes, customer service, and product support, as appropriate.
• Communicate regularly with management regarding sales goals, market trends, customer needs, challenges, opportunities, and follow-up on sales directives.
• Maintain accurate customer, account, catalog, and related sales files as appropriate.
• Maintain a safe, clean, and organized work area; comply with company rules, policies, procedures, and safety guidelines.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree preferred; typically requires a minimum of two (2) years of related sales experience, preferably in industrial distribution, or an equivalent combination of education and experience.
• Solid working knowledge of sales practices, customer service, account management, and applicable company products, policies, and procedures.
• Ability to handle moderately complex customer, sales, and account issues; uses judgment within defined procedures and escalates non-routine matters as appropriate.
• Excellent written, oral, persuasive communication, customer service, and relationship-building skills.
• Detail oriented with strong organizational skills and the ability to prioritize and manage multiple responsibilities in a fast-paced environment.
• Ability to perform basic math functions and apply sales-related calculations such as gross profit, gross margin, averages, and pricing information.
• Solid computer skills, including Microsoft Office (Word, Excel, and Outlook), with willingness to learn new software programs; experience with Epicor Prophet 21 is a plus.
• Ability to learn and apply product knowledge; familiarity with industrial and hydraulic hose and fittings, especially Parker Hannifin products, is a plus.
• Ability to work effectively with a wide variety of people and personalities while maintaining a high level of customer service and ethical behavior.
• Maintain regular and punctual attendance and be physically present in the office as necessary for meetings, collaboration, and administrative duties.
• Valid driver’s license and acceptable driving record in accordance with company guidelines.

Physical Demands and Work Environment

• Work environments may include warehouses with moving equipment, fluctuating temperatures, and varied storage arrangements, as well as offices, manufacturing facilities, machine shops, agricultural operations, and customer sites.
• Ability to lift and carry up to 70 pounds is required.
• Physical activities may include stooping, reaching above shoulder level, pushing, pulling, prolonged walking or standing on concrete flooring, and climbing ladders as needed.
• 50% or more of travel is required by automobile and/or air travel.
• Regular and reliable attendance is required.

Pay

$55,000 - $70,000 annually, dependent on experience.