Job description

Purpose of Role As a Territory Sales Manager you will be responsible for driving sales growth within your assigned territory. You will develop strategic sales plans, foster new customer relationships, and build a robust opportunity pipeline. Your role is pivotal in demonstrating our value engagement sales process and ensuring all activities are meticulously documented in Salesforce. Areas of Accountabilities: • Planning & Execution: • Develop a comprehensive territory sales plan that aligns with the company's strategic goals. • Build and maintain an opportunity pipeline by leveraging market analysis and identifying key areas for growth. • Stay current with industry trends, competitive landscape, and product knowledge. • Meet or exceed sales targets by executing the territory sales plan effectively. • Perform cost-benefit and needs analysis of existing/potential customers to meet their needs. • Reach out to customer leads through cold calling. • Expedite the resolution of customer problems and complaints to maximize satisfaction. • Utilize selling tools such as Salesforce, LinkedIn, and ZoomInfo • Customer Engagement: • Cultivate new and maintain existing customer relationships by identifying potential clients and conducting outreach to demonstrate our products/services through value engagement selling. • Demonstrate the value engagement sales process to customers through execution of pre-meeting plans, high-impact presentations, and negotiations. • Partner with Customer Service Account Specialists to support customer needs and challenges including forecasts and pricing updates. • Develop and sustain sales relationships with key decision makers and influencers at all levels of the organization. • Salesforce Execution: • Document all sales activity in Salesforce with precision, ensuring data integrity for reporting and analysis. • Leverage Salesforce CRM to improve time management, travel planning, pipeline prioritization, and execution. • Cross Functional Collaboration: • Collaborate with the sales team to share best practices and support the achievement of collective goals. • Collaborate with Sales, Engineering & Design, Sales Ops, and Marketing for insights to support and grow opportunity pipeline. • Provide feedback from the field to Sales Leadership for new product opportunities. • Training & Development: • Actively participate in company sponsored training and events. • Learn and demonstrate proficiency in value engagement and high-impact presentation process. • Undertake self-development activities, seek increased responsibilities, offers help when needed, and volunteer readily. • Partner with National Sales Manager to develop a career development plan. Knowledge, Skills, and Experience • BA / BS degree required. • Proven work experience as a sales representative. • Familiarity with BRM and CRM practices along with ability to build productive business professional relationships. • Highly motivated and target driven with a proven track record in sales. • Excellent selling, communication and negotiation skills. • Time management and organizational skills. • Ability to create and deliver presentations tailored to the audience needs. • Self-awareness, relationship management skills, and openness to feedback. • Experience using Salesforce preferred. • 2 to 3 years of business-to-business field sales experience required; 3 years preferred. • Consultative selling, retail, manufacturing, supply chain or B2B experience preferred. • Acceptable motor vehicle report due to the operation of a company vehicle. • Excellent knowledge of MS Office (Excel, Word, PowerPoint, Outlook) Other Requirements: • Minimum 50% of time spent traveling by airplane. • Job may require physical lifting of product. (Samples of crates, trays, pallets, etc.)

Requirements

Must-haves

Purpose of Role
Develop a comprehensive territory sales plan that aligns with the company's strategic goals.
Build and maintain an opportunity pipeline by leveraging market analysis and identifying key areas for growth.
Stay current with industry trends, competitive landscape, and product knowledge.
Meet or exceed sales targets by executing the territory sales plan effectively.
Perform cost-benefit and needs analysis of existing/potential customers to meet their needs.
Reach out to customer leads through cold calling.
Expedite the resolution of customer problems and complaints to maximize satisfaction.
Utilize selling tools such as Salesforce, LinkedIn, and ZoomInfo
Cultivate new and maintain existing customer relationships by identifying potential clients and conducting outreach to demonstrate our products/services through value engagement selling.
Demonstrate the value engagement sales process to customers through execution of pre-meeting plans, high-impact presentations, and negotiations.
Partner with Customer Service Account Specialists to support customer needs and challenges including forecasts and pricing updates.
Develop and sustain sales relationships with key decision makers and influencers at all levels of the organization.
Document all sales activity in Salesforce with precision, ensuring data integrity for reporting and analysis.
Leverage Salesforce CRM to improve time management, travel planning, pipeline prioritization, and execution.
Collaborate with the sales team to share best practices and support the achievement of collective goals.
Collaborate with Sales, Engineering & Design, Sales Ops, and Marketing for insights to support and grow opportunity pipeline.
Provide feedback from the field to Sales Leadership for new product opportunities.
Actively participate in company sponsored training and events.
Learn and demonstrate proficiency in value engagement and high-impact presentation process.
Undertake self-development activities, seek increased responsibilities, offers help when needed, and volunteer readily.

Nice-to-haves

Experience using Salesforce preferred.
2 to 3 years of business-to-business field sales experience required; 3 years preferred.
Consultative selling, retail, manufacturing, supply chain or B2B experience preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: clearcompany
Effort: medium