Territory Sales Manager

Overview

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JOB PURPOSE or

JOB SUMMARY:

The Territory Sales Manager (TSM) position for Skarda 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.

Job Type: Full-time

Description:

The Territory Sales Manager (TSM) position for Skarda 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. Contributes to a positive working culture, builds strong relationships, and lives out the values of integrity, collaboration, and accountability.

• Drive business results in the designated territory by traveling regularly within the region and making face-to-face sales calls at strategic accounts and prospects.
• Build senior-level relationships with key customers in the region and identify opportunities across projects, distribution requirements, service and repair needs, and hose & fittings opportunities.
• Perform consultative selling to target accounts; manage, execute, and deliver on marketing and sales strategies, revenue expectations, and improved time management for respective accounts.
• Implement and manage sales analysis within the territory; understand account needs and develop relationships to solve customer problems.
• Plan and sell accounts in the territory across Systems, Assemblies, Components, Parts, Hose & Fittings, and related equipment.
• Conduct consultative face-to-face selling at the customer’s place of business.
• Research accounts, identify key players, generate interest, and monetize opportunities through key component brands.
• Target and convert opportunities through relationship-building with each account and understanding where system or component sales opportunities reside.
• Close sales of outlined opportunities by selecting the best supplier partners to meet specifications.
• Develop senior-level relationships with principal owners.
• Conduct account sales analysis with basic to intermediate technology comfort; manage multiple priorities for key account needs from production to procurement.
• Promote effective communication with customers and internally and externally regarding quotes, competitive information, trade shows, threats, opportunities, and follow-up.
• Source sales opportunities from existing customers and new leads; understand customer applications to size and design hydraulic systems and electronic control solutions.
• Manage qualified opportunities and act accordingly; maintain and expand a database of prospects within the assigned territory using Salesforce; gain working knowledge of Salesforce to assist in managing, prospecting, and closing opportunities.
• Team with stakeholders to build an opportunity pipeline; embrace the Action Selling program to manage customers and close business.
• Provide quotes as requested; assist customers with technical and logistical questions; answer product-line questions and forward complex issues to engineering while working with them daily.
• Maintain in-depth knowledge of CPS product lines and general knowledge of competing lines; develop positive relationships with customers in person, by phone, and on joint calls.
• Manage customer issues as they arise (e.g., RGAs, warranties, repairs); work with vendors to obtain special pricing and technical information as needed.
• File customer purchase orders and other correspondence to maintain records.

• Mechanical Engineering Degree preferred, or 2-year fluid power degree or equivalent experience.
• Experience in outside sales within the fluid power industry is a plus; proven track record of over-achieving quota.
• Knowledge of hydraulic systems and electronic controls;
  Salesforce or similar CRM experience.
• Excellent verbal and written communication,…