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Territory Sales Manager
2 months ago
Safeguard Global Recruiting is seeking a highly skilled and experienced Territory Sales Manager - Virtual to join our team. As a key member of our sales team, you will play a pivotal role in driving business growth and revenue targets for our leading-edge manufacturer of composite poles.
Key Responsibilities- Embracing and exceeding budgeted forecasts for all strategic accounts within the territory, developing an overall strategy to achieve revenue targets and annual company objectives.
- Managing the sale of utility and communication poles within the defined territory directly through manufacturers' representatives, and distributor channels, with a focus on diversifying the customer base, selling a product mix and maintaining a backlog.
- Developing and maintaining customer relationships and effective communication using written, verbal and virtual communication tools, ensuring detail, quality and accuracy in all communications.
- Identifying, developing and supporting new account activity.
- Managing and developing account relationships throughout the customer organization.
- Embracing Salesforce CRM system as a strategic tool in managing customer, contact and opportunity information.
- Providing high level responsiveness in both office and field environments.
- Influencing the customer decision-making process and stakeholders with providing technical information through delivery and interpretation of PowerPoint presentations, financial analysis documents and Present Value Analysis models.
- Evaluating the effectiveness of products and services and providing feedback to the Director of Sales.
- Researching, compiling and analyzing data for special projects and preparing routine reports.
- Representing our firm to industry associations to further enhance the company's image and develop additional business.
- Establishing and maintaining a high standard of personal and professional conduct at all times.
- Demonstrated collaborator, who seeks to understand other sales team members, departments and external resources to assist in achieving mutually beneficial goals.
- Applying organizational policies, rules and regulations in daily activities.
- When required, assist coordinating activities related to tradeshow participation.
- Five plus years' of relevant experience in the electric transmission and distribution (T&D) industry, with knowledge of current challenges and solutions with a quantifiable record of growth and success.
- Broad electric utility relationships and ideally have 5 or more years of previous experience in a manufacturing environment.
- Experience developing and executing account strategy for new and existing customers in the Electric Power Coop's, Municipalities, etc.
- Experience using financial selling tools to justify value add products.
- Proven experience and success across all disciplines of sales including value proposition communication, product positioning, account strategy, new customer development, and deal closing.
- Experience managing manufacturers' sales representatives across multiple markets, as well as selling complex solutions to large, multi-site corporations.
- Documented results with new business development to selected target accounts, plus the ability to grow existing large account relationships via new applications and solutions.
- Previous success in developing a highly focused, consultative, solutions-based sales strategy for each targeted account.
- Experience managing projects through internal departments including engineering & customer service (the position is fully supported by capable customer service and engineering technical support teams).
- A persuasive written and oral communicator; accomplished problem solver with a high sense of urgency.
- Demonstrable experience of positioning a company in a competitive market and winning market share.
- Must take a ROI-driven approach to marketing and strong attention to detail.
- Deal structuring and closing experience (i.e., programmatic selling, selling manufacturing capacity, complex/consultative selling).
- Bachelor's degree required in Technical or Engineering preferred.
