Summary: The Territory Manager is responsible for increasing sales and market share of WALTER’s products. While actively driving/traveling the assigned territory, the Territory Manager will be responsible for all sales related activities. These activities are primarily focused on end-user product testing, product application demonstrations, and training seminars while working with and on behalf of distribution partners.

Responsibilities: 

• Proactively and aggressively manage the assigned territory to develop and oversee the sales function. Plan, schedule and conduct 3-4 end-user sales calls per day, actively demonstrating company products and providing documented costs savings to the end-user. Utilize information in Salesforce.com, distributor leads, trade show leads, and cold calls to develop sales pipeline. 
• Develop an action plan for revenue growth, and create prospect and qualified target lists for each market segment, including industrial, contractor and welding marketplaces.
• Work with distribution management to develop targeted plans, co-implement promotional activities, and drive results through joint sales calls.
• Educate and train distributor partners on how Walter’s products can add value, save money, and improve product quality for their customers.
• Establish new distribution within the industrial, contractor and welding marketplaces, and provide training on all products.
• Coordinate and deliver safety and product seminars to the end-user.
• Promote new products and new product lines. Promote attractive merchandising at distributor locations.
• Document all activities into the company CRM database, SalesForce.com, at a minimum on a weekly basis. Submit required reporting and expense reports in a timely manner.
• Actively submit market intelligence information and participate in the sharing of collective knowledge through the use of the company intranet WALTERSHARE.
• Attend required company meetings, training, and events at US headquarters, Walter Canada or other locations as required. Attend trade shows as required.
• Regular and dependable attendance in line with company business hours and policy is an essential requirement of this position.

Knowledge, Skills and Abilities:

• Must have a “hunter” mentality and a passion to succeed.
• Understand two step distribution process.
• Must have excellent time/territory management skills.
• Must have excellent verbal and written communication skills.
• Must be computer literate, including Microsoft Office. Knowledge of CRM programs, such as SalesForce.com, a plus.
• Embrace and promote the Discovering, Relating, Advocating, and Supporting process to support customers.
• Capable of working efficiently and effectively from a home office.
• Able to travel cost effectively within the designated geographical sales territory as much as 50% of the time.
• Understanding of metal working, metal fabrication and industrial manufacturing.
• Willingness to learn new skills.
• Must have a valid driver’s license and be able to independently drive throughout assigned territory.

Experience & Education:

• Associate’s Degree required, Bachelor’s Degree preferred, or equivalent experience. 
• Minimum of two (2) years industrial sales experience.
• Experience in developing new distribution (I, W, C/s and other).
• Experience in selling to industrial/manufacturing end users.