Territory Sales Manager-Southern Illinois Region

Territory Sales Manager – Southern Illinois Region

Royal Brass and Hose

Location:

Benton, Illinois, United States

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

We are employee‑owned;
Royal Brass and Hose has been an ESOP since 2018. We also offer a competitive benefits package that includes a 401(k) match, health, vision and dental insurance, voluntary group insurance, and company profit sharing.

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

• Account Management: Expand sales within existing accounts, focus on customer service, develop relationships with key decision makers, understand and respond to customer needs, track and monitor account activity, and accurately assess potential sales at each existing account.
• Customer Focus: Ensure customer satisfaction, set realistic expectations, solve problems, meet commitments, seek customer input, and respond to internal customers.
• Problem Solving & Initiative: Anticipate and prevent problems, define problems, overcome obstacles, generate alternative solutions, and help solve team problems and new responsibilities.
• Product Knowledge: Know and explain product features and benefits, understand and sell the full product line, grasp customers’ business operations and needs, respond to competition, and apply market knowledge.
• Sales Goals & Territorial Management: Achieve business plan goals and meet new business development targets. Develop detailed sales and marketing plans, forecast sales, and manage time and workflow.
• Sales Organization: Submit accurate and timely sales reports, maintain account records, use samples and literature efficiently, maintain company equipment, use consultants efficiently, and maximize promotions and incentive programs.
• Sales
  
  Skills:
  
  Develop new business, identify and sell to customer needs, translate product features to benefits, listen well, empathize with customers, deliver effective presentations, negotiate, and create effective call plans.

• Meet or exceed sales growth targets.
• Increase sales volume over the previous year.
• Use vendor incentive or assistance programs to grow sales.
• Qualify for various incentive programs annually.
• Maintain regular, planned contact with key customers to identify future needs and move growth opportunities forward.
• Track and monitor account activity to react to changes.
• Keep account profiles accurate and up to date.
• Document notes on previous sales calls.
• Proactively seek opportunities to train customers internally and externally.
• Teach Royal Brass and Hose vendor catalogs, thread , crimper calibration, and “Safe Hydraulics” training programs.
• Collect, process, store, and use information about competitors (Differentiation Playbook).
• Understand competitor strengths, weaknesses, and offerings.
• Seek product and market information from vendors proactively.
• Use Strategic Sales planning forms and follow the documented process.
• Maintain systems for product and service information.
• Consistently submit accurate and on‑time reports (expense, call, etc.).
• Keep the Sales Funnel and target accounts up to date.
• Use technology tools to improve customer service and increase sales.
• Participate with other salespeople in customer training, conversations, blitzes, etc.
• Identify opportunities to improve performance with customers and report deficiencies to upstream stakeholders.
• Outline a plan to achieve agreed skill‑development objectives in listening, prospecting, qualifying, probing, negotiation, presentations, etc.

• High school diploma or GED; bachelor’s degree preferred.
• Demonstrated understanding and application of effective selling strategies and techniques.
• Effective listening, verbal and written communication, and negotiation skills.
• Strong analytical and problem‑solving skills.
• High motivation, passion,…