Territory Sales Manager​/Southern Illinois

Royal Brass and Hose

Since 1949 Royal Brass and Hose has been a distributor of high-quality mobile equipment products like hydraulic and pneumatic parts, hoses, fittings, fasteners, adapters, and more. Our solutions, expertise, and service excellence empower customer success.

Responsible for selling all Royal Brass and Hose products to new and existing accounts by developing relationships to achieve profitable revenue growth in assigned territory.

• Account Management: Expands sales within existing accounts, focuses on customer service, develops relationships with key decision makers, understands and responds to customer needs, tracks, and monitors account activity. Accurately assess the available potential sales at each existing account.
• Customer Focus: Ensures customer satisfaction, sets realistic customer expectations, solves customer problems, meets commitments to customers, seeks out customer input, responds to internal customers.
• Problem Solving & Initiative: Anticipates and prevents problems, defines problems, overcomes obstacles, generates alternative solutions, helps solve team problems and new responsibilities.
• Product Knowledge: knows and explains product features/benefits, understands/sells the full product line, understands customer’s business operations and needs, understands/ responds to the competition, applies market knowledge.
• Sales Goals & Territorial Management: Achieves business plan goals and meets new business development goals. Develops detailed sales/marketing plans, forecasts sales, manages time and workflow.
• Sales Organization: Submits accurate and timely sales reports, maintains account records, uses samples/literature efficiently, maintains company equipment, uses consultants efficiently, maximizes promotions and incentive programs.
• Sales
  
  Skills:
  
  Develops new business, identifies, and sells to customer needs, translates product features to benefits, has good listening skills, is sensitive to customers, delivers effective presentations, negotiates well, and creates effective call plans.

• Sales representative meets or exceeds their sales growth target.
• Increases sales volume over the previous year.
• Uses vendor incentive or assistance programs to grow sales.
• Qualifies in the various incentive programs yearly.
• Sales representative has regular ‘planned’ contact with key customers to identify future needs, each interaction is to move a growth opportunity to the next buying stage or improve relationship.
• Sales representative tracks and monitors account activity so that he/she can react to changes.
• Account profiles on key accounts are up to date and accurate.
• Keeps notes on previous sales calls.
• Proactively seeks opportunities to train customers inside and outside personnel.
• Has demonstrated skill to teach Royal Brass & Hose vendor catalogues, thread I.D., calibrate crimper, and “Safe Hydraulics” training program, etc.
• Has effective methodology for collecting processing, storing, and using information about competitors (Differentiation Playbook).
• Understand strengths and weaknesses of competitor’s and their products and service offering (Differentiation Playbook).
• Proactively seeks product and market information from vendors.
• Sales representative uses the forms provided for Strategic Sales planning and follows the documented process.
• Maintains systems for keeping information about products and services.
• Consistently submits accurate and on time reports like, (expense, call, etc.).
• Keeps Sales Funnel & Target accounts up to date.
• Uses technology tools supplied by RBH to improve customer service and increase sales.
• Sales representative openly and proactively participates with other sale people in customer training, conversations, blitzes, etc.
• Proactively looks for opportunities to improve our performance with customers and reports deficiencies to upstream stakeholder.
• Outline a plan to achieve an agreed upon skill development objective. In the areas of listening, prospecting, qualifying, probing, negotiation, presentations, etc.

• High school diploma or GED
  - Bachelor’s degree preferred.
• Demonstrated understanding and…