Utility Solutions Group (USG) Territory Manager
Job Posting for Utility Solutions Group (USG) Territory Manager at EGW Utility Solutions
Job Description: Utility Solutions Group (USG) Territory Manager
Territory: West Texas, New Mexico & Colorado
1/3/2024
EGW Utilities Overview
EGW is a distributor serving the natural gas, underground utility, waterworks, and plumbing industries. Our vision is to not only be a supplier of quality products and services to these industries, but also to focus on solving the various problems our customers encounter in their respective sectors. EGW’s goal is to be a solutions provider for the entire underground utility industry. Throughout the years, we have kept our commitment to providing the highest quality products, superior customer service, integrity & professionalism in all aspects of business, while consistently supporting our team members and local community.
We are dedicated to understanding the needs of our team members, clients, and community. EGW’s goal is to attract and develop driven individuals that possess character, professionalism, and morality with a focus on service and support. We provide health benefits and rewards programs to all team members in accordance with our Core Values.
Our Core Values: Core Values are the tools we use and the behaviors we exhibit as Team Members of EGW Utilities. They describe how we work together to achieve the special culture we’ve developed and how we view our responsibility to each other and the communities where we live and work. These values are non-negotiable.
- Do the right thing
- Put Customers first
- Care for teammates
- Work hard
- Constantly improve
- Have fun
Our Purpose: EGW exists to do three basic things. This is our why?
- Solving Problems
- Making Connections
- Serving Others
Position Summary
The USG Territory Manager is primarily responsible for the sales growth and development of a defined geographical territory. The position has overall responsibility for driving the sales and profitability of identified utility product lines. This position requires the Territory Manager to provide industry expertise in the use of the products, tools, and supplies EGW distributes, as well as their value to the customer. The USG Territory Manager is accountable for maintaining an existing base of business and growth of strategic products within their assigned territory through active sales meetings, product demonstrations and industry related events. In addition to the existing accounts, the USG Territory Manager is responsible for pioneering new accounts and promoting growth through additional accounts.
The USG Territory Manager builds and maintains strong working relationships with other outside sales personnel, customer service personnel, operations personnel, and members of management.
The USG Territory Manager will help solve problems, make connections, and serve others in this role. They assist team members and their manager to improve and/or maintain “superior customer service.”
Additionally, they work closely with the USG Sales Manager to promote and inspire Extra Mile thinking and performance, companywide. The USG Territory Manager possesses character, professionalism, humility, and morality with a focus on service and support.
Essential Functions/Duties of the position include, but not limited to
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- The primary function consists of maintaining and growing an existing customer base as well as identifying new prospects within the assigned territory, developing a relationship with decision makers of these companies, and building a strong book of business through ongoing sales efforts. These efforts include but are not limited to, cold calling, and then continuously selling to their assigned area’s customers on our wide array of products.
- Attain monthly, quarterly & annual sales goals, achievement of new/key product and account sales growth targets, manage expenses within budget through Concur, follow EGW sales process and use company’s CRM system.
- Schedule appointments with current and prospective customers to provide value, review needs and determine other potential sales opportunities.
- Advance sales opportunities through pipeline by continuous activity with customer
- Present products in a consultative manner
- Utilize and manage all aspect of the Customer Relationship Management (CRM) process within the territory. Included but not limited to the management of all Activities, Opportunities, Quotes, and Customer Contact facets.
- Attend industry related events including association trade shows/conferences and stay current with the regulatory changes affecting the industry and the opportunities that these changes could create for customer support.
- Analyze markets, determine trends, and outline the competitive landscape for each product group within the territory
- Prepare reports for marketing, sales, and operations management
- Communicate effectively with EGW’s support staff (Customer Service & Operations) to exceed our client’s expectations.
- If applicable to the assigned territory, this position will manage remote inventory in a storage facility (TBD) as well as on an assigned Company vehicle.
- Confirm competitive list price and discount levels within the territory, and identify delivery lead time requirements from the customer
- Assist customer service departments with quotes and product information requests requiring pricing direction.
- Recommend improvements to the product line, additions and other areas that may require input
This position reports to the USG National Sales Manager
Company Department: Sales: Utility Solutions Group (USG)
Key Characteristics of the Ideal USG Territory Manager
- Relationship Builder & Advocate – Ability to build strong personal relationships within the customers personnel based on trust, putting the clients’ need first and being the clients’ advocate within EGW.
- Consultative Seller – Uses a consultative approach to sales which probes for client needs and problems and then identifies solutions (products and services) that meet those needs. Is tenacious and maintains continuous contact with clients.
- Sales Process Oriented – Approaches selling and meeting sales goals through a methodical approach of detailed territory and account planning and follows a sales process from identification of a lead to closing the sale. Prefers to work with a CRM system to perform their job more effectively.
- Goal and Target Oriented - Ability to identify goals and present and execute a plan that meets those goals in a timely manner.
- Lives by the Golden Rule - “Do unto others as you would have them do unto you”
- Servant Leader - Desires to serve and help others first through identifying and meeting the needs of colleagues, customers, and communities vs. meeting one’s own needs
- People Smart - Exhibits common sense, good judgment and intuition about people and knows what is happening in a group situation and how to deal with others in the most effective way
- Excellent Communicator - Has strong verbal and written communications skills to convey information in a clear and concise manner that is easy for others to quickly understand.
- Self-Starter - Creates ideas and follows through without prodding, balanced with judgment and knowing when and how to ask for assistance and counsel.
- Continuous Learner - A passion for continuous learning and the self-motivation to read, take courses, talk to people, and perform other activities to improve oneself.
- Time Management - Managing one's own time and the time of others.
- Detail Orientation - A strong awareness to achieve thoroughness and accuracy when accomplishing a task through concern for all the areas involved.
- Organization - Encompasses capabilities that help to plan, prioritize, and achieve goals. All the while, possessing the ability to multi-task by balancing competing demands for time and energy.
Supervisory Responsibility
This position has no supervisor responsibility.
Territory & Work Environment
The sales territory includes West Texas, Northern New Mexico, & Colorado. This job operates remotely in a home office as well as most of the time spent traveling via a vehicle or air travel. Time spent visiting customers both in office and in the field is expected.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to sit, stand; walk; use hands handle or feel; and reach with hands and arms. Additional physical demands follow:
- Ability to sit for prolonged periods, including as a driver or passenger in an automobile or airplane.
- Ability to utilize a computer keyboard, computer monitor, and telephone for prolonged periods.
- Ability to visit and move around at construction and other work sites, including the ability to maneuver in tight or small places.
- Ability to lift, carry, and otherwise transport work-related materials that frequently weigh up to 100 lbs. and that may occasionally weigh more than 100 lbs.
Position Type and Expected Hours
This is a full-time position. Company days and hours of work are Monday through Friday, 8:00a.m. to 5 p.m., and employees in this role must be available during the “core” work hours. This position may require occasional evening hours and weekend time. This is an outside sales position.
Job Classification
Exempt
Travel
Overnight travel approximately up to 70% within territory visiting cities and surrounding towns where customer base is located including but not limited to Amarillo, Lubbock, Midland/Odessa, Albuquerque, Santa Fe, Denver, Colorado Springs & Pueblo.
Main Office Location
EGW Headquarters, 1406 Hutton Drive, Carrollton, TX 75006
Required Education and Experience
- High School Diploma or equivalent
- Minimum 3 - 5 years of outside business-to-business sales with proven record of accomplishment of success.
- Proficient skills using Microsoft Office Suite (Outlook, Excel, PowerPoint)
- Maintain a current/valid driver license from the state in which position is assigned
- Maintain a proven safe driving record in accordance with Company standards
- Reliable mode of transportation - ability to work the hours of operation for this role
Preferred Education and Experience
- Bachelor’s degree in business, marketing, or sales
- Natural gas industry experience or other utility industry experience
- Technical aptitude
- Experience working in sales for a distributor or wholesale business
- Experience with underground utility products
- Experienced in using a CRM system (Rubber Tree (RT), Salesforce, etc.)
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
Salary.com Estimation for Utility Solutions Group (USG) Territory Manager in Amarillo, TX
$85,609 to $119,427
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