Territory Sales Manager - Fluid Power

Position Summary

The Territory Sales Manager (TSM) position for Certified Power Solutions will manage the sales efforts across a defined geographic territory, with the goal of increasing sales of large and mid-sized accounts via face-to-face interaction. This role includes managing both existing customer relationships through account penetration and acquiring new accounts for further growth.

Essential Duties and Responsibilities

• Drives business results in the designated territory.
• Travels regularly within a region making face to face sales calls at strategic accounts and prospects while enhancing overall sales opportunities.
• Builds senior level relationships with key customers in the region and enhances sales opportunities through identification of various projects, distribution requirements, service and repair needs, and hose & fittings opportunities.
• Performs consultative selling efforts to target accounts with the goal of earning their business.
• Manages, executes, and delivers on marketing and sales strategies, revenue expectations, and improved time management for respective accounts.
• Implements and manages an intermediate level of sales analysis within the area of territory responsibility.
• Develops senior level relationships with principal owners.
• Conducts account sales analysis through a basic to intermediate comfort level with technology.
• Manages multiple priorities that involve key account needs ranging from production to procurement.
• Promotes effective communication with customers, both internally and externally related to quotes, competitive information, trade shows, threats, opportunities, and follow-up.
• Sources sales opportunities from the existing customer database and from new leads.
• Understands customer applications to help size and design hydraulic systems and electronic control solutions.
• Manages qualified opportunities and acts on them appropriately.
• Maintains and expands a database of prospects within an assigned territory utilizing Salesforce®.
• Gains a working knowledge of Salesforce® to assist in managing, prospecting, and closing sales opportunities.
• Teams with key stakeholders (other salespeople, trade publications, suppliers) to build an opportunity pipeline.
• Embraces the company endorsed sales program, Action Selling® to help manage customers and close business.
• Provides quotes as requested by customers.
• Assists customers in resolving technical and logistical questions and problems.
• Answers technical and applications questions on product lines CPS carries; forwards complex problems or system design issues to the engineering department while working with them daily.
• Maintains in-depth knowledge of product lines sold by CPS and have general knowledge about competing lines.
• Develops positive working relationships with customers in person, via phone, and on joint calls.
• Manages customer issues as they arise such as RGA’s, warranties, repairs.
• Works with vendors to acquire special pricing and technical information as needed.
• Fills customer purchase orders and other correspondence to maintain appropriate records.

Performance Expectations & Core Competencies

• Excellent verbal and written communication skills
• Strong organizational skills
• Self-direction to work independently or within a team environment.
• Build and maintain strong relationships across all levels of the organization.
• Able to meet project deadlines with a focus on details.
• Work well with fellow associates to better serve customers’ needs.
• Act as active participant as part of cross-functional teams
• Continuously work to improve the quality and performance of existing products we build.
• Earn the respect of peers and customers.
• Hard working, persistent, and dependable

Skills & Qualifications

• Knowledgeable in fluid power systems and electronic controls
• Proven outside sales experience; within the fluid power industry a plus.
• Track record of over-achieving quota
• Familiarity with data analysis and reporting
• Strong personal presence and comfortable presenting to others
• Experience working with Salesforce® or similar CRM.
• Strong listening and presentation skills
• Ability to multi-task, prioritize, and manage time effectively.
• Ability to oversee orders from initial entry to customer delivery.
• Successful prior leadership experience in a manufacturing or distribution environment
• Mechanical Engineering, Industrial Engineering degree or Hydraulics/Fluid Power experience
• 2 Year fluid power degree or equivalent experience
• Must be 18 years of age or older.

Benefits

• Health Insurance
• Dental Insurance
• Flexible spending account with employer contribution
• Health savings account with employer contribution
• Life Insurance
• Pet Insurance
• Employer-paid short-term disability and long-term disability
• 401(k) matching
• Identity theft protection
• Internal Company Wellness Program with ability to earn discount off employee rate
• Paid time off (PTO) and Birthday PTO
• Employee Assistance Program
• Tuition Reimbursement
• Vision Insurance

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, or any other characteristic protected by law.