Territory Sales Manager

About the Company

At Certified Power Solutions, our Territory Sales Managers (TSM) fulfill the critical role of interface between the requirements of the customer and the capabilities and business goals of our organization.

About the Role

Meeting with customers to discuss their current and evolving needs relating to their satisfaction with CPS products and services is a fundamental requirement. Successful Territory Managers will translate customer needs into clearly defined products and services that will retain existing business and provide growth opportunities aligned with Certified Power business goals within their defined geographic territory, to increase sales of large and mid-sized accounts via face-to-face interaction. This role includes managing both existing customer relationships through account penetration and acquiring new accounts for further growth.

Responsibilities

• The TSM position is responsible for driving business results in the designated territory.
• Travels regularly within a region, making face-to-face sales calls at strategic accounts and prospects while enhancing overall sales opportunities.
• Builds senior-level relationships with key customers in the region and enhances sales opportunities through the identification of various projects, distribution requirements, service and repair needs, and hose & fittings opportunities.
• Performs consultative selling efforts to target accounts to earn their business.
• Manages, executes, and delivers on marketing and sales strategies, revenue expectations, and improved time management for respective accounts.
• Implements and manages an intermediate level of sales analysis within the area of territory responsibility.
• Plans to sell accounts in the territory a combination of Systems, Assemblies, Components, Parts, Hose & Fittings, and other related equipment.
• Conduct consultative face-to-face selling at customer’s place of business.
• Research accounts, identify key players and generate interest to do business.
• Utilize selling skills to monetize and deliver targeted opportunities through key component brands.
• Target and convert sales opportunities through relationship building with each account and understanding where system or component sales opportunities reside.
• Close sales of outlined and committed opportunities choosing the best supplier partners to meet specifications.
• Develop senior level relationships with principal owners.
• Conduct account sales analysis through a basic to intermediate comfort level with technology.
• Manage multiple priorities that involve key account needs ranging from production to procurement.
• Promote effective communication with customers, both internally and externally related to quotes, competitive information, trade shows, threats, opportunities, and follow-up.
• Source sales opportunities from the existing customer database and from new leads.
• Understand customer applications to help size and design hydraulic systems and electronic control solutions.
• Manage qualified opportunities and act on them appropriately.
• Maintain and expand a database of prospects within an assigned territory utilizing Salesforce®.
• Gain a working knowledge of Salesforce® to assist in managing, prospecting, and closing sales opportunities.
• Team with key stakeholders (other salespeople, trade publications, suppliers) to build an opportunity pipeline.
• Embrace the company-endorsed sales program, Action Selling® to help manage customers and close business.
• Provide quotes as requested by customers.
• Assist customers in resolving technical and logistical questions and problems.
• Answer technical and applications questions on product lines CPS carries; forwards complex problems or system design issues to the engineering department while working with them daily.
• Maintain in-depth knowledge of product lines sold by CPS and have general knowledge about competing lines.
• Develop positive working relationships with customers in person, via phone, and on joint calls.
• Manage customer issues as they arise such as RGA’s, warranties, repairs.
• Work with vendors to acquire special pricing and technical information as needed.
• File customer purchase orders and other correspondence to maintain appropriate records.

Qualifications

Engineering Degree preferred

Fluid Power experience preferred

Must be 21 years of age or older

An individual in this position must be able to successfully perform the essential duties and responsibilities listed above. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.