May 19, 2019

SUMMARY for Territory Sales Manager- Tooling, Woodworking, Converting Machinery

Machine Manufacturer in Anderson, CA is looking for a professional territory sales manager. This is a full time, long term position. Candidates must be willing to travel up to 90% of the time, work overtime and weekends when necessary. Candidates will be subject to reference checks, criminal background checks, and drug testing per company policy.

The sales territory customer base is comprised of tooling, woodworking or flexible packaging, films, papers, foils, etc. The position involves regular travel. The candidate will be responsible for all sales, product demonstrations, sales representative training, sales prospecting and customer relationship management. The territory sales manager reports directly to the North American Sales Manager.

COMPENSATION/BENEFITS

Compensation package, includes salary, commissions (with no cap on earnings), full benefit package, and expense reimbursement

DUTIES for Territory Sales Manager- Tooling, Woodworking, Converting Machinery

  • Establish new business opportunities with potential customers through cold calling, provided leads, networking and referrals
  • Create a pipeline of qualified opportunities and develop strategies to move the opportunities through the sales cycle to closing
  • Provide accurate and timely price quotations to customers and prospects
  • Participate in industry related associations and trade shows
  • Build strong personal relationships with customers up to the senior levels
  • Provide accurate sales forecasts and project timing
  • Lead the development and implementation of a strategic plan for your territory which include direct sales and dealer development
  • Develop and maintain contact records, sales pipeline, competitive information documenting interactions with contacts, calendar of appointments and tracking of opportunities with our Customer Relationship Management (CRM) system
  • Design account specific offerings based on a thorough understanding of the client’s current and future opportunities, constraints, and initiatives
  • Demonstrate outstanding follow-up and organizational skills
  • Meet and/or exceed company sales forecasts in designated area through in-depth knowledge of market segments, technical knowledge and sales skills
  • Identify potential sales leads and develop sales plan for converting leads to sales using available resources
  • Travel throughout the assigned area to develop strong customer relationships to enhance and maintain knowledge of accounts, solicit orders and attend trade shows
  • Regularly provide competitive and market trend information to management to assist in identification of new product opportunities and special market programs
  • Keeps informed of new products, services and other general information of interest to customers. Develop new methods of attaining sales with new and existing customers
  • Develop familiarity with company woodworking or converting machinery or tooling
  • Develop and expand current territory customer database and update system regularly, research and develop lists of potential customers
  • Other duties as assigned

QUALIFICATIONS for Territory Sales Manager- Tooling, Woodworking, Converting Machinery

  • Sales Territory Managers demonstrate exceptional communication and sales skills while presenting technical products to both individual and group audiences while possessing an absolute commitment to customer service
  • Minimum 2 year associates degree
  • Demonstrated successful 3+ years of experience in capital equipment (machinery) sales in the woodworking or flexible packaging and converting industry, preferably slitter/rewinder machines, or tooling knowledge
  • Computer skills with proficient in Microsoft Office Suite (Word, Excel, Outlook and PowerPoint)
  • Experience with Customer Relationship Management system (CRM)
  • Ability and willingness to travel ~90% when needed
  • Must possess a valid driver’s license and evidence of insurance/insurability
  • Excellent oral and written communication skills
  • Strong analytical and problem solving skills
  • A work ethic that includes initiative, ability to work independently, sound judgment, diplomacy and discretion
  • Willingness to read specs and research machinery without prompting
  • Organizational and business skills with an attention to detail
  • Able to demonstrate current customer contacts within the flexible packaging & converting or woodworking target customers
  • Eagerness to make sales contacts, research customer needs and continually prospect in assigned territory
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