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Territory Account Manager
2 months ago
A Territory Account Manager is responsible for maintaining and developing customer and prospective customer relationships to drive market growth for material handling equipment and services.
About the JobThis role involves consulting with internal and external partners to increase sales, promoting and maintaining customer relationships, and investigating and targeting competitive users and non-users in a given territory.
Key Responsibilities- Maintain constant contact with customer base through face-to-face meetings, telephone, and email.
- Create needs and develop markets for material handling equipment and services.
- Present product information and features to customers.
- Represent and promote all services and divisions to customers.
- Provide consulting to customers on their material handling needs.
- Investigate and target competitive users and non-users in the territory.
- Create action plans to convert competitive users and non-users to customers.
- Develop and maintain contact with potential customers through meetings, phone, and email.
- Coordinate between departments to address prospective customer needs.
- Communicate new product/service developments with prospects.
- Network to promote new business.
- Research application requirements and prepare pricing for products/services.
- Acquire management approval and signature for discounts.
- Maintain Johnston requirements for gross profit on various products/services.
- Prepare formal quotations for products and services.
- Prepare in-house order forms and factory order paperwork.
- Work with factories and outside vendors for creation of proposals and orders.
- Network for the promotion of Johnston Equipment and its products/services.
- Network with all product groups.
- Attend inter-departmental meetings as required.
- Prepare forecasted units/dollars per month and per year.
- Prepare detailed customer profiles, competitor profiles, and pro team and lost order reports.
- Prepare annual business plans, market plans, and identify target accounts.
- High level of integrity and work ethic.
- Secondary School or a University Degree/College Diploma an asset.
- Minimum of 2 years sales experience required.
- Demonstrated ability to convert prospects and close deals while maintaining established sales quotas.
- Solid experience in opportunity qualification, pre-visit planning, call control, account development, and time and territory management.
- Success in qualifying opportunities involving multiple key decision makers.
- Strong knowledge of retail and/or wholesale sales principles, methods, practices, and techniques.
- Strong problem identification and objection resolution skills.
- Able to build and maintain lasting relationships with customers.
- Self-motivated, with high energy and an engaging level of enthusiasm.
- Must possess a valid driver's license.
Johnston Equipment provides material handling equipment, service solutions, and tools to better manage warehouse productivity, racking, storage, and automated system solutions to optimize the storage and movement of goods, and programs to protect material handling assets and the people who utilize them.
