Territory (Sales) Manager
Description Summary of Job: The Territory Manager will promote Dynabrade pneumatic abrasive power tools, clean air solutions, accessories and abrasive products through an established distribution network to our customers. Customer management is both with the distributor (B2B) and End-User (B2C). You will apply best-in-class and industry-specific value-added solutions to increase customer’s productivity and quality, resulting in measurable sales growth, improved profitability, and increased customer loyalty. Essential Duties and Responsibilities · Explores, Identifies and converts opportunities, prospects, and accounts. · Perform Joint Sales Calls with Distributor Sales Representatives, and/or Strategic Partners when selling Dynabrade Power Tool products to customers. · Conduct product training with distributors and participate in open houses with end-users · Participates in the planning process to establish territory goals/objectives. · Develop a sales plan to sell Dynabrade Solutions to targeted industries within your assigned territory. · The guideline for time allotment would be 80% End-User calls, 15% distributor visit calls, and 5% tool clinics/trade shows within the territory.? · Accountable?for implementing the tactical actions of the plan, and sales targets within the territory. · Plan, schedule, and prioritize tasks within the territory. · Maintains working and technical knowledge of all Dynabrade products and associated applications, with heavy priority given to applications within your territory. Be the Expert. · Stay updated on industry information, new product information, competition, and technology to continuously improve knowledge?and performance. · Nurture positive relationships with distributor partners and proactively engage to minimize conflict. · Work closely with Regional Manager, Dynabrade Product Managers, Trainers, and Marketing team to support and promote products. · Attends industry events and trade shows, selectively.
Requirements
Essential Competencies: · Written | Oral Communication- clear and informative; presents numerical data effectively, speaks clearly and persuasively in situations; strong group presentation skills; participative in meetings. · Change Management- builds commitment and overcomes resistance to change. · Business Acumen- understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work strategically. · Customer Service- manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback; responds to requests for service; meets commitments. · Impact & Influence– to achieve win-win outcomes. · Adaptability- to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent changes, delays, or unexpected events. · Achievement Focus- sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; recognizes and acts on opportunities; takes calculated risks to accomplish goals. · Sales Skills- achieve goals; overcome objections with persuasion and persistence; initiate new contacts; maintain customer satisfaction; maintain records and submit information. · Innovation- displays original thinking and creativity; meets challenges with resourcefulness; develops innovative approaches and ideas. · Planning - prioritizes and plans work activities; uses time efficiently; sets goals and objectives. · Problem Solving- identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations. · Conflict Resolution- encourages open communications; confronts difficult situations; maintains objectivity; keeps emotions under control; uses negotiation skills to resolve conflicts. Knowledge, Skills & Ability: · Bachelor’s degree in communications, Marketing or Business Admin, or equivalent experience · Industrial sales experience into medium and large accounts, including OEMs, required. · Technologically proficient, including regular maintenance in CRMs, presentations, and Microsoft · Influential communication skills through verbal, written and presentation means. · Frequent travel required, 50% travel, with a homebased office · Experience in selling value via cost savings. · Mechanical aptitude and process orientation to demonstrate tools effectively. · Well-organized, capable of managing multiple tasks and a diverse set of objectives.? · Ability to work individually, in a team and in a fast-paced environment.? · Commitment to observing safety precautions in accordance with OSHA / ANSI Standards.