Territory Manager

Territory Manager

**Department(s)**: Sales

**Reports to**: General Manager

The Role

Scope of Responsibilities
- Develop and maintain an in-depth knowledge of the company’s core services in order to increase the client base/services sold within their respective territories
- Accurately communicate company services to clients in a way that meets their needs and adds value for ongoing business relations
- Create and execute a territory sales plan that meets and/or exceeds established sales quotas to continually support company revenue and profit targets.
- Strategize on and create business development plan by working closely with the General Manager to maximize on all client interactions.
- Meet regularly with existing customers and prospects in sales territory to understand their evolving business needs and position service solutions to meet those needs.
- Build long-term, productive, and mutually beneficial relationships with existing and new customers.
- Maintain consistent communication inclusive of timely follow-ups with customers and prospects by being readily available and responsive to customer’s real-time needs.
- Ability to accurately appraise, photograph, and provide formal quotations for equipment when working in the field.
- Understand and communicate the eligibility of equipment being sold by taking into account all relevant legislation requirements and restrictions that could potentially impact the sale of client equipment
- Accurately fill out and manage contract documents
- Work effectively with internal support departments (Operation staff, Product Development) to promote sales for new and existing customers to maximize the company’s visibility with external clientele.
- Communicate information of sales effectively back to internal support departments to increase accuracy of information and maintain internal documentation requirements.
- Develop innovative approaches to grow business within the sales territory through a variety of methods to ensure that the desired target markets are reached.
- Be present during auctions as required in order to support the sale, client relations, and understand the sale process.
- Provide post-sale support as needed in order to maintain customer experience and support business operations
- Actively identify, communicate and engage in business improvement activities to increase efficiency, quality, and value of services provided to improve customer experiences.
- Attend conferences and professional association meetings and promote products and brand as directed.
- Complete sales activity reports and presentations as required in a timely manner.
- Other duties may be assigned.

Experience
- Minimum of 5 years sales experience, with at least 3 years revenue cycle experience. Preferred with good negotiating skills.
- Demonstrated sales track record, new sales track record & quota attainment
- Ability to effective utilize CRM to maintain and develop assigned territory
- Demonstrated effectiveness in new business development and lead qualification
- Ability to work effectively in a home-based environment
- Must be neat and professional in appearance
- Ability to travel extensively within assigned territory 80% minimum.
- High School Diploma or GED equivalent
- College Degree or Diploma in Business Administration is preferred
- 3 years of experience in Auction Industry is considered an asset but not necessary
- Marketing background/courses would be an asset
- Heavy Equipment and Transportation knowledge is considered an asset
- 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.
- Strong knowledge of sales principles, methods, practices, and techniques.
- Strong problem identification and objection resolution skills.
- Able to build and maintain lasting relationships with customers.
- Exceptional verbal communication and presentation skills.
- Excellent listening skills.
- Strong communication skills.
- Self-motivated, with high energy and an engaging level of enthusiasm.
- Able to perform basic calculations and mathematical figures.
- Ability to work individually and as part of a team.
- High level of integrity and work ethic.
- Must possess a valid drivers’ license with a reliable vehicle

Working Conditions
- Frequent travel is required, often up to several hours of driving per day.
- Ability to travel to, attend, and conduct presentations with occasional overnight.
- Manual dexterity required to use desktop computer and peripherals.
- Occasional lifting of items up to 50 lbs.
- Some weekends and evenings.
- Exposure to variable weather conditions is likely.

**Salary**: $48,000.00-$52,000.00 per year

Additional pay:

- Commission pay

Schedule:

- Monday to Friday
- Weekend availability