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Territory Sales Manager
3 months ago
Location:
Burlington,Ontario, ON, CA, L7N 3G2- Req ID: 4685
Territory Sales Manager, Gardner Denver Compressors Business
Job Summary:
Responsible for increasing revenue and achieving sales targets across region (BC to ON). Implement growth actions with distributors and identify the addressable markets and generate opportunities within the territory. Maintains regular communication and constructive relationships with senior leadership, Customers, Channel Partners other internal and external stakeholders.
A strong understanding of the selling process, a technical acumen and outstanding written and verbal communication skills English are essential in this role.
Essential Functions:
Sales Management
- Establishes effective relationships with distributor principals and key distributor personnel, ensuring distributor loyalty to GDI products
- Develops and upgrades distributor organization to provide maximum sales coverage
- Ensures complete product offering is being marketed and sold by both distributor and field sales personnel
- Act as liaison between distributors and factory
- Join distribution in meetings and sales calls
- Constantly assessing performance, strengths, weaknesses of distribution
- Perform quarterly reviews with distribution
- Keep up with industry changes and opportunities
- Know and study competition on consistent basis
- Familiar with using Salesforce and SAP
- Communicate and share info / ideas with sales team
Strategy
- Works closely with Gardner Denver Canada National Sales Manager to develop and execute territory strategy.
- Maintains healthy relationships with Product Management Team that results in active exchange of information on market trends, pricing, and competition.
- Develops a strong understanding of the addressable market in the territory.
Sales Execution / Opportunity Management
- Develops a strong understanding of the company's products and can clearly articulate the value proposition of Gardner Denver products.
- Drives sales activity through all distribution to achieve revenue, margin and growth targets.
- Supports the development and commercialization of new product launch initiatives.
- Establishes specific, measurable, timebased outcomes for targeted distributor accounts.
- Provides ongoing input to the organization on the status of Opportunities via Salesforce and updates KPI's / actions for weekly sales funnel meeting.
- The sales manager will use individual development and coaching techniques with his direct reports to grow both individually and as a team.
- Demonstrates excellence in completion of all other duties and as assigned.
Qualifications:
- Engineering or business degree
- 10+ years compressor and downstream sales experience
- 5+ years relevant dealer / distribution sales management experience preferred
- Expertise in rotating equipment (blowers, compressors, or pumps) or other related heavy industrial equipment
Key Competencies:
- Fluency in the articulation of value proposition, in customer terms.
- Strong intrinsic motivation and disciplined work style organized and able to work independently and as a part of a team.
- High level of business acumen.
- Effective negotiation and persuasion skills.
- Proficient use of Microsoft Office Suite, (Word, Excel, PowerPoint, Teams, and Outlook).
- Working knowledge of Salesforce
- Ability to understand Compressor selector and configurator.
Physical requirements:
- Ability to communicate information effectively through oral and written presentation.
- Can convey detailed instructions to others.
- Able to operate a computer and other handheld technology devices.
- Visual acuity to travel via commercial aircraft and/or operate a motor vehicle as required.
- The job is based in Toronto and up to 50%+ overnight travel is required.
We are committed to building an inclusive and diverse culture that engages as well as values the different backgrounds and experiences of our employees, which, in turn, spurs innovation, generates creative solutions and enhances our customer relations.
If you share our passion for making life better for our customers, for bringing about bold shifts in how people, economies and societies operate, then you belong with the Gardner Denver Canada Sales Team.
(NYSE:
IR), driven by an entrepreneurial spirit and ownership mindset, is dedicated to helping make life better for our employees, customers and communities.
Customers lean on us for our technology-driven excellence in mission-critical flow creation and industrial solutions across 40+ respected brands where our products and services excel in the most complex and harsh conditions.
Our employees develop customers for life through their daily commitment to exp