Territory Sales Manager

7 days ago

Montreal, Quebec, Canada Johnston Equipment Full time

About the Role:

We are seeking a highly motivated and results-driven Territory Sales Manager to join our team at Johnston Equipment. As a key member of our sales team, you will be responsible for maintaining and developing customer and prospective customer relationships to drive market growth for our material handling equipment and services.

Key Responsibilities:

  • Maintain constant contact with customer base through face-to-face meetings, phone calls, and email.
  • Create needs and develop markets for our product line and services.
  • Present product information to customers, highlighting features, benefits, and new offerings.
  • Represent and promote all Johnston services and divisions to customers.
  • Provide consulting services to customers on their material handling needs.

Market Penetration:

  • Investigate and target competitive users and non-users in the territory.
  • Create action plans to convert competitive users and non-users to Johnston customers.
  • Develop and maintain contact with potential customers through meetings, phone calls, and email.
  • Coordinate between Johnston departments to address prospective customer needs.
  • Communicate new product/service developments with prospects.

Proposal and Order Preparation:

  • Research application requirements and prepare pricing for products/services based on specifications.
  • Acquire management approval and signature for discounts.
  • Maintain Johnston requirements for gross profit on various products/services.
  • Prepare formal quotations for products and services to be presented to customer management.
  • Prepare in-house order forms and factory order paperwork.

Networking:

  • Network for the promotion of Johnston Equipment, our product line, and all services we carry.
  • Network with all product groups.
  • Attend inter-departmental meetings as required.

Forecasting and Reporting:

  • Prepare forecasted units/dollars per month and per year.
  • Prepare detailed customer profiles, competitor profiles, pro team, and lost order reports.
  • Prepare annual business plans, market plans, and identify target accounts.

Requirements:

  • High level of integrity and work ethic.
  • Secondary School or a University Degree/College Diploma an asset.
  • Minimum of 2 years sales experience required. Candidates with flooring or building material experience preferred.
  • 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.

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