National Account Sales Manager

Backed by over 95 years of experience, Taylor Machine Works has become a worldwide operation with sales driven by the professional and aggressive activities of a vast domestic dealer sales, direct sales, and international sales organization. TMW designs, engineers, and manufactures more than one hundred models of industrial lift equipment with lift capacities from 4,000 lbs. to 125,000 lbs. At the very center of this success has been an unwavering commitment to the key concepts of Faith-Vision-Work by the members of the Taylor family and employees who collectively form The Big Red Team! Taylor Machine Works, Inc. is a subsidiary of the Taylor Group of Companies, a third-generation family-owned business based in Louisville, MS since 1927. Terberg Taylor Americas is a joint venture between the iconic Taylor Group Inc. and the Royal Terberg Group with a state-of-the-art terminal tractor factory located in Columbus, MS.

Job Summary:

This position is to represent designated Terberg Taylor product lines in all territories for assigned accounts in the United States; to meet or exceed the sales volume objective; to achieve an acceptable profit margin; and to create and maintain a favorable corporate image. This position reports to the National Sales Manager of Terberg Taylor Americas and has full accountability in his/her respective territories and assigned accounts for meeting the sales quota and other goals assigned by the National Sales Manager of Terberg Taylor Americas. He/she is limited in accountability only by company policies and guidelines in the performance of these duties. The incumbent may be called upon to make recommendations regarding sales policies such as pricing, discount structures, overall market strategy, equipment specifications, etc. by the Sales Management Group.

The incumbent promotes and develops the territory, arranging own itinerary and appointment schedule while keeping the National Sales Manager of Terberg Taylor Americas informed of location, activity, and progress. The incumbent develops a personal relationship with the customers, analyzes their needs, and delivers industry leading solutions to win business with the superiority of Terberg Taylor equipment.

He/she assists in arranging financial terms and reconciles accounts, if necessary. This induvial works closely with field service personnel in their maintenance and repair activities subject to his/her customer base expectations. The incumbent calls upon the Manager of Used Equipment to determine trade-in values and may request Engineering assistance on special applications or modifications. The National Account Manager communicates information on market potential, competitive strength, new products, and general needs in the field to Sales Management. He/she contributes data for forecasts – short-term and long-range. The National Account Manager must be thoroughly knowledgeable of the Terberg Taylor product line, as well as the pricing structure and how it relates to the general market conditions. He/she must be fully competent in sales techniques, which require intimate knowledge of competitive equipment and insight into overall customer transportation problems and needs. A natural ability to communicate and considerable experience in the industry are prerequisites for this position.

Duties/Responsibilities:

• Conducts effective sales effort, operating under existing company policies.
• Cooperates with sales personnel to process orders.
• Keeps record of activity. Submits reports as requested.
• Contributes to corporate promotion activities. Attends trade shows as requested.
• Cooperates with other departments of Terberg Taylor to correlate customer needs with company service.
• Keeps informed on Terberg Taylor and competitive equipment.
• Maintains excellent personal and corporate image.

Requirements

Required Skills/Abilities

• Must be able to travel to various locations as business dictates.
• Computer literacy and attention to detail required.

Education and Experience:

• Degree in marketing or business preferred or eight years’ experience selling, preferably in the spotting tractor industry.
• Experience with Terberg Taylor products would be preferable.

• Medical Benefits
• Dental
• Vision
• Vacation
• 10 Holidays
• 401k
• Company Paid Life Insurance

Compensation Range