Territory Sales Manager

2 weeks ago

Montreal, Quebec, Canada Johnston Equipment Full time

Territory Sales Manager Job Summary

We are seeking a highly motivated and results-driven Territory Sales Manager to join our team at Johnston Equipment. As a Territory Sales Manager, you will be responsible for maintaining and developing customer and prospective customer relationships to ensure market growth for the Raymond/BT line of material handling equipment and other products and services provided by Johnston Equipment in a given territory.

Main Responsibilities:

  • Maintain constant contact with customer base in territory through face-to-face meetings, telephone, and email.
  • Create needs and develop markets for the Raymond/BT product line and other products and services provided by Johnston Equipment.
  • Present product information regarding features, benefits, and new product/service offerings to customers.
  • Represent and promote all Johnston services and divisions to the customer, i.e., sell the whole Company.
  • Provide consulting to customers on their material handling needs.

Market Penetration:

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

Preparation of Proposals and Orders:

  • Research application requirements and prepare pricing for products/services based on specifications to meet application requirements.
  • Acquire management approval and signature for discounts.
  • Maintain Johnston requirements for gross profit on various products/services.
  • Prepare formal quotation for products and services to be presented to customer management.
  • Prepare in-house order forms and factory order paperwork.
  • Work with factories and outside vendors for creation of proposal and orders.

Networking:

  • Network for the promotion of Johnston Equipment, the Raymond core product line, and all products/services which Johnston Equipment carries.
  • Network with all GNJ product groups.
  • Attend inter-departmental meetings as required.

Forecasting/Reporting Plans:

  • 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. Candidates with a "Go-Getter" attitude should apply.
  • Candidates experienced in Account Management, Territory Sales Management, or Outside Sales who have worked autonomously should apply.

We appreciate all applications we receive, but only candidates under consideration will be contacted. G.N. Johnston Equipment is committed to building a diverse and inclusive workplace. Qualified designated group members are encouraged to apply as any reasonable accommodation of qualifications will be considered as per our Accommodation Policy, available upon request.

About Johnston Equipment:

Johnston Equipment provides material handling equipment to move product in, out, and throughout warehouses; 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. We are continually striving to create better and more advanced solutions as well as provide the highest quality service.

We are growing and need talented professionals to drive our vision to create an effortless experience for our customers by delivering our products and services in an efficient and safe manner.

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