The Territory Sales Manager (TSM) will be the primary contact and business manager from MLS to an assigned list of customers. This position plays a key role in increasing income and revenue by managing and negotiating with clients, generating leads, qualifying prospects, and managing sales of products and services.
The TSM will develop unique offerings for customers including accurate and timely project solutions, execute competitive and fair pricing plans, manage detailed customer information and will structure both customer relationships and internal communications to align with MLS strategic business objectives. The TSM will research sales competition and be accountable to MLS Leadership and local teams to achieve desired sales results from their assigned sales territory. This position reports to the Regional Sales Manager.
Requirements
- Manages and direct the sales activities for assigned accounts to achieve growth, gross margin, and other forecasted financial targets
- Forecast sales to develop creative sales strategies/models, and evaluate their effectiveness
- Maintains solid working relationships with customers by ensuring that their needs are met and resolving complaints in a timely manner while developing a clear and accurate understanding of customers’ business
- Analyzes sales and marketing data to determine the most effective sales and marketing techniques
- Attends trade shows as a representative of the company in order to promote products and increase sales numbers for the territory
- Monitors competitors’ sales activity within an assigned territory
- Works with customers to meet revenue targets by increasing revenue spend per customer, by identifying, developing, and closing new sales opportunities
- Monitors customer preferences to better understand what type of sales efforts would be most effective
- Develops a full understanding and execution of all processes within the business, including delivery, build schedules, quoting, customer communication, order fulfillment, shipment, invoicing, etc.
- Monitors competitive activity in each account and ensures that appropriate response strategies are formulated and communicated
- Work cross-functionally with marketing, operations, customer service, finance, supply chain and business services to meet and exceed customer expectations
- Maintain industry knowledge, product knowledge, and application knowledge suitable to conduct business in a strategic sales function for MLS
- Perform other duties as assigned
Experience Required:
- 5+ years of B2B sales and/or business management experience
- in Agri-business, hydraulics, and or irrigation, strongly preferred
- B2B sales experience and proven history of providing results
- Proven experience working as an outside sales manager
Competencies Required:
- Analysis amp; problem-solving: Securing relevant information and identifying key issues and relationships from a base of information; relating and comparing data from different sources; identifying cause-effect relationships
- Conflict Resolution: ability to understand other points of view, discuss difficult issues openly, and negotiate an acceptable agreement
- Communication: The ability to plan and deliver oral and written communications that impact and persuade their intended audiences
- Forward Thinking: Able to anticipate the implications and consequences of situations and take appropriate action to be prepared for possible contingencies
- Professionalism: Represents the company well by selecting the words or actions most likely to have the desired effect on the individual or group in question
- Strategic Thinking: Able to analyze the organization's competitive position by considering the market and industry trends, existing and potential customers (internal and external), and strengths and weaknesses as compared to competitors
- General Management: Understands the dependencies and interplay between all functions of the business and has a broad view of the organization. Takes a balanced approach to decision-making and seeks to understand cross-functional views and impacts. Does not defend any particular function over another and promotes cross-functional awareness and education within its own function
Education Required:
- Bachelor's degree in business administration, business management, marketing, or a related field
- Valid driver’s license and a driving record in good standing
Work Environment:
- Willingness to travel across a large territory or region 75% of the time
Benefits
- Salary: $60-80K, plus commission and company vehicle
- Medical, Dental amp; Vision Insurance