Territory Manager

Join our Sales team as a Territory Manager. The Territory Manager (TM) is responsible for meeting sales quotas in designated territories, developing ongoing, profitable relationships with customers and continually maintaining a professional image of the company. It will be the main goal of the TM to retain and grow established accounts as well as develop and close new business. Initially, the focus will be maintaining existing customers, building credibility, trust, and strong relationships. As those relationships develop and stabilize, there will be more time to grow new business. The ideal candidate will have the ability to recognize and develop new customer opportunities and the perseverance and tenacity to increase revenue and market share while meeting or exceeding the goals set by the company. This position must live in their territory and will involve significant travel, covering their territory and all of the accounts that make up their total revenue and potential opportunities for growth as well as advanced negotiating, organizational and communication skills while maintaining a strong attention to detail.

Key Position Results

• Work directly with the customer to communicate and drive Worthington's strategy, pricing, product offering, etc.
• Collect, interpret and communicate market intelligence
• Maintaining Win/Loss data to help drive profitable growth and allow for the proper allocation of company resources to support these efforts
• Identifying NPD initiatives and working closely with the product management team to support this development

Key Duties & Responsibilities

• Demonstrates technical selling skills and product knowledge in all areas
• Travel scheduled a month in advance to ensure appropriate travel and office time.
• Product Development: Identify and prioritize future product-development requirements based on unmet customer needs as well as assist in new product launches by directly supporting the commercialization efforts for successful implementation.
• Conduct quarterly reviews with Sales Manager to review sales expectations, performance, contractor and customer sales visits with key accounts and key performance indicators
• Attend key account managers meetings quarterly with customers
• Work directly with the assigned customers, and inside sales to obtain accurate information to support forecasting initiatives.
• Relationships: Strengthen all current and potential customer relationships in the assigned areas of responsibility by building trust and collaborating with others. Demonstrates the highest integrity in balancing the support of customer needs with what is best for the business
• Marketing Analysis: Maintain accurate records of all sales and prospecting activities for assigned territories
• Proactively establish and maintain effective working team relationships with all support departments
• Voice of Customer: Demonstrate the ability to gather and submit detailed business information and problem solving specific to pricing and market conditions relative to our customers current and future needs
• Maintain professional internal and external relationships that meet company core values

Critical Skills, Knowledge and Abilities

• Strong planning and communication skills
• Strong negotiation skills as well as the ability to gain trust of key decision makers and influencers
• Efficient computer skills in MS Office, Word, Excel and PowerPoint
• Strong understanding of customer and market dynamics and requirements
• Effectively interpret and make business decisions using financial information
• Good attitude and team player a must
• Previous voice of customer experience a plus
• Must be a self-starter
• Proven ability to achieve sales goals

Education / Training Required

• 3-5 years work experience, preferably in an industrial sales/marketing position