B2B Territory Sales Manager
Supply Chain Solutions
Remote w/50% Travel
OVERVIEW:
Talento has partnered with a global industry leader in supply chain solutions looking for a Territory Sales Manager responsible for prospecting new and growing existing accounts using a consultative selling approach for supply chain solutions. The Territory Manager is the direct point of contact with customers and in charge of ensuring their needs and expectations are met. They will know their product or solution inside and out and guide their customers through the validation process efficiently and satisfactorily.
KEY RESPONSIBILITIES
Build customer relationships

• Present, promote and sell products/solutions using a consultative selling approach to existing and prospective customers
• Achieve agreed upon sales and profit targets
• Analyze market potential, track sales and status reports
• Drive new business opportunities and build long-term relationships with current and potential customers to secure revenue on long term commitments
• Reach out to customer leads through cold calling and utilize selling tools such as Salesforce and LinkedIn to efficiently/effectively manage and grow the territory
• Develop and sustain sales relationships with key decision makers and influencers at all levels of the organization
• Develop and present presentations to key decision makers that clearly articulate the value of products and services directly related to their organizational challenges
• Perform cost-benefit and needs analysis of existing/potential customers and translate the value of existing and new products and services, using financial payback tools
• Lead customer negotiations; assist in developing pricing strategies
• Expedite the resolution of customer problems and complaints to maximize satisfaction

Collaboration with sales leadership and cross functional teams

• Provide reports to internal team on customer needs, problems, interests, competitive activities and potential for new products and services
• Collaborate with sales leadership to cultivate and grow current and prospective accounts
• Collaborate with customer and A/R teams to optimize receivables and mitigate bad debt risk
• Utilize sales support team to send product literature, price catalogs, references and other data to customers
• Work in collaboration with inside sales to set up meaningful account appointments with new prospects
• Submit sales activity and forecast reports to internal team

Personal growth/broaden industry knowledge

• Participate in trade shows and be an active member in industry associations within the territory
• Maintain up to date knowledge on products, industry and technical knowledge
• Understand and articulate unique solutions while effectively utilizing the company’s sales model to identify opportunities and maximize customer-specific value
• Gain an understanding of the new product development process
• Participate in training sessions to enhance knowledge

QUALIFICATIONS

• Bachelor’s degree required
• 3 years of B2B field sales experience required; ideally selling B2B solutions in Dairy, Bakery and Beverage verticals
• Consultative full cycle selling experience and engagement with C Suite/executive levels
• Highly motivated and target driven with a proven track record in sales
• Excellent selling, communication and negotiation skills
• Excellent communication skills, which includes both verbal and written communications and developing and conducting formal presentations tailored to the audience needs
• Strong prioritization, time management and organizational skills
• Familiarity with CRM practices (Salesforce) along with ability to build productive business professional relationships
• Excellent knowledge of MS Office
• Acceptable motor vehicle report due to the operation of a company vehicle
• Willingness to travel; this position requires 50% overnight travel

Comp Range: $90-$100k Base commission/bonus (OTE $130-$150k) Company Car
About Talento HC:
Talento Human Capital provides talent and organizational solutions enabling businesses to evolve beyond tactical human resources management. Our footprint spans across the U.S., South America, and Asia.
Our organization continues to thrive through our ongoing commitment to building an inclusive and diverse workforce from different backgrounds, perspectives and skills. Talento Human Capital is an equal opportunity employer, and people are at the center of what we do!
People Passion Perseverance = Progress