Territory Sales Manager

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.)