Territory Sales Manager

3 weeks ago

Edmonton, Canada Nilfisk Full time

MAJOR FUNCTION

The person selected for this sales position will be expected to develop and maintain a mutually beneficial relationship with the company’s dealers, dealer sales force, direct accounts and end users. In doing so, this individual will be expected to achieve all annual sales and performance goals. Lastly, the selected individual will report to and work with their team and peers to accomplish the goals set forth in region’s annual business plan.

ESSENTIAL DUTIES AND RESPONSIBILITIES

1. General Responsibilities:
Report a monthly itinerary to the Director of Sales for Canada

Report all significant activity in the region to the leadership team in a timely and accurate manner as it relates to:
Ongoing product performance

Competitive intelligence

Dealer activity

Sales strategy development

New product development

Dealer issues, Customer Service, Technical Service, etc.

Dealer profile updates

Performing quarterly business reviews with dealers

Weekly Sales Forecasts

Resolves sales issues, product service issues, equipment-related issues and dealer problems in a timely and effective manner.

Travel within the sales region in accordance with an already established zone travel schedule in order to maintain, develop, and grow all facets of the company’s business with its customers, including dealers, national accounts, and end-users.

2. Dealer Sales Force Management:
Directs and participates in developing, motivating, and training the dealer sales force to effectively sell Industrial products portfolio.

Calling on and developing all existing and prospective dealers within the region

Maintain a dealer prospect list and coordinate sales calls with Sales Management to develop new business opportunities with prospective dealers.

Maintain a customer database.

3. Field Sales Management & End-User Account Development:
Maintains a list of the largest end-users in the region.

Integrates daily sales call activities in SF.

Makes daily sales call on key end-users to drive new project starts and to increase company market share at the end-user level.

Tracks and manages all new project starts via the Sales Pipeline

Performs building surveys and product demonstrations.

Effectively utilizes all sales tools and sales resources to ensure successful project completion.

Concentrates on displacing competitive machine lines within the Advance dealership to improve the company’s market penetration and sales. Focuses on developing a single-source relationship with the dealer.

4. Effective Communication

Communicates product information to all dealers in a timely and accurate manner.

Coordinates sales efforts with National or Global accounts, as needed.

Performs field tests in support of product management teams.

5. Relationship with all Market Segments

Forges long-lasting, profitable relationships with dealer partners.

REQUIREMENTS:
EDUCATION:
Bachelor’s degree in Marketing, Business Administration or equivalent education preferred.

EXPERIENCE:
A Minimum of 5 years sales experience in the sanitary supply industry or in a related industry is preferred for this position. Emphasis will be placed on the applicant’s ability to show experience and accomplishments in the areas of dealer channel management and end-user sales/account management.

KNOWLEDGE & PERSONAL ATTRIBUTES:
Must possess a strong work ethic and be able to demonstrate initiative as it relates to problem solving and implementing corrective action plans on a timely basis.

Must demonstrate maturity as a business professional and the business acumen necessary to be successful in this position.

Must be able to demonstrate strong selling skills and end-user account management skills.

Must possess strong communication skills, both written and verbal

Must be able to demonstrate effective time and territory management skills.

Must possess solid problem-solving skills and the ability to perform gap analyses, action plan development, and effective action plan implementation.

Willingness to travel overnight as required by this position.

Must be willing and able to transport any and all company products (industrial floor cleaning equipment and accessories) for demonstrations.

Must be capable of conducting product seminars and product presentations in front of an audience.

Let’s create a cleaner future together

Cleaning has emerged as a key contributor to health and safety, sparked by technology and innovation. At Nilfisk we are a driving force in this development. Being part of Nilfisk means thinking outside of the box, bringing your inspiring ideas to life, sharing the results, and learning from your setbacks. We believe that diversity is our greatest strength - as we achieve the best results from a wide variety of views and approaches. At Nilfisk you have the freedom to be yourself and express your opinions. Nilfisk is firmly committed to growth and sustainability in everything we do. You will be empowered in your role as you c

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