Territory Sales Manager, Southwest

Job Description:

Position Title:

Territory Sales Manager

Location:

Remote in Arizona Reporting to:
Regional Sales Manager

Travel Required:

50 - 75%

This Territory Sales Manager (TSM) role is responsible for driving market growth and increasing Terex Utilities presence in the Southwest US (AZ, NM, Southern Nevada) area, focusing specifically on insulated digger derricks and aerial devices for public power and investor-owned utility customers.

The TSM serves as the primary sales contact for Rural Electrical Cooperatives and Municipal Electric Departments with heavy emphasis on Investor-Owned Utility customers.

Success in this role requires a consultative approach, strong relationship building skills and the ability to identify opportunities that provide long-term value to customers while achieving Terex Utilities sales and profitability objectives. The preferred location for the successful candidate to be based is in Arizona, preferably Phoenix area. This is a home-based role, with an anticipation of up to 50 - 75% travel (2-3 out of 4 weeks per month is spent travelling to customer sites).

• Develop and execute an annual territory business plan to achieve market share growth:
  Expand Terex's footprint across Arizona, New Mexico and Southern Nevada by capturing new accounts and growing existing relationships, with public power and Investor-Owned Utility customers.
• Identify fleet replacement opportunities and long-term capital equipment plans.
• Generate accurate sales forecasts and maintain a healthy sales opportunity pipeline.
• Sales Tools Utilization:
  Effectively manage pipeline, forecasting, and account activities using Salesforce, and other Terex sales enablement tools.
• Customer Engagement:
  Build and maintain strong relationships with all customer accounts within the territory including key accounts such as Salt River Project, Tucson Electric, Uni Source and Arizona Public Service.
• Strategic Selling:
  Align product offerings with customer needs by understanding utility-specific challenges and delivering tailored solutions.
• Collaboration:
  
  Partner closely with the Terex Service team to ensure post-sale support, customer satisfaction, and lifecycle value delivery.
• Resolve customer concerns by coordinating internal and external resources to deliver timely solutions.
• Provide market intelligence regarding competitive products, pricing, customer and industry trends and emerging opportunities.
• Territory Management:
  Regular travel throughout the assigned territory to conduct in-person meetings, equipment demos, and fleet evaluations.
• Participate in local, regional, and national events, conferences and trade shows as required.

• Bachelor's degree in business, Sales, or related field 4+ years of experience and success in a sales role.

• Motivated, self-starter
• Needs to be able to pass a Motor Vehicle Report as driving is part of the position
• Salesforce CRM experience
• Knowledge of the principles and practices involved in new business development, product marketing, and sales.
• Strong interpersonal and communication skills to build relationships, prepare and deliver formal presentations, and negotiate sales
• Advanced written communication skills to prepare proposals and business correspondence
• Well-developed problem-solving skills to develop sales strategies
• Proficient in Word, Excel, Outlook and Power Point
• Strong time management skills
• Proficiency with Terex Utility products)
• Demonstrate proper techniques of prospecting, telemarketing, closing techniques, and quotation and specification writing
• Ability to drive the territory during normal work hours
• Occasional extended overnight trips will be necessary
• Needs to be comfortable operating all models of Terex Utility…