Territory Manager

Territory Manager

The Territory Manager (TM) is responsible to achieve the profit potential in one's assigned territory, while conducting oneself only within the highest standards of business and personal ethics. The Territory Manager shall continuously develop one's skills in the art and science of sales and application of all product lines offered.

Compensation:

This is a full commission-based role with unlimited earning potential and uncapped commissions. A base salary compensation plan, up to $150,000 depending on experience, is initially provided until commissions exceed that level. For someone who knows how to grow relationships, expand accounts, and develop new business, there is meaningful upside beyond $250,000 annually. An already established book of business accelerates your earnings growth.

Specific responsibilities include:

• Conduct personal sales call visits to customers. This is a primary requirement for job retention. Telephone calls and electronic communication do not eliminate this requirement.
• Develop and maintain relationships with our customer's Engineering, Purchasing and Management personnel.
• Record sales visits in the Customer Relationship Management (CRM) system.
• Identify a list of potential Key Accounts within the assigned territory.
• Identify Territory Accounts that will receive personal visits during the fiscal year to determine/develop further sales data for possible upgrading to the Key Account category.
• Fulfill all requirements of the Key Account business plan including semi-annual review by and with the Vice President of Sales (VP of Sales) or Executive Vice President (Executive VP).
• Promptly respond to customer requests, whether they are direct to the Territory Manager or through someone else in the company or a principal's company.
• Receive all sales leads for his/her territory and take action as required by the company's sales lead policy. Record lead follow-up results in the CRM system.
• Draft e-mails, letters and other written communications to customers that promote our company and its products.
• Understand the principals of fluid power and/or electronic motion and controls and achieve certification from an Industry-recognized source. Our goal is qualification of each TM as a Certified Fluid Power Specialist by the Fluid Power Society within three years of his/her employment date.
• Size, select and specify components suitable for our customers' requirements.
• Demonstrate products using samples, communicating benefits and problem-solving advantages over alternative approaches.
• Arrange "Lunch-and-Learns" and other customer training.
• Create Kits and Bills of Material (BOMs) to capture business requiring this value-added service.
• Create quotes using company-established guidelines. Copies of quotes must be sent to the Tampa office for filing in the quote folder. Communicate accurate lead times in quotes.
• Assist customers with start-ups of our systems and products.
• The TM will maintain territory records and all required documentation in an up-to-date condition for review by the VP of Sales or Executive VP from time to time. This includes project files, customer part numbers and competitive part numbers and usage.
• Conduct joint sales calls with our principal's representatives. A Visitor Sales Call Planner form must be sent in advance to the Tampa office for planning purposes.
• Maintain a professional image. This includes the requirement that the TM observe a dress code that includes clean clothes in good repair, a collared dress shirt and good personal hygiene.
• Work with the Customer Service team to enter orders, expedite orders and remove stumbling blocks frequently encountered in day-to-day business transactions.
• Request special stock using the authorization form to support Accounts.
• Attend company Sales Meetings.
• Support and participate in the organization's continual improvement program to conform to ISO 9001 requirements by complying with the Quality Policy and procedures and meeting QMS objectives.
• Support and participate in the organization's continual improvement program, to conform to ISO 9001 requirements and understand the implications of not conforming with the Quality Management System.
• Ensure processes are delivering their intended outputs.
• Ensure the promotion of customer focus throughout the organization.
• Demonstrate leadership and commitment with respect to the quality management system by:
• a) taking accountability for the effectiveness of the quality management system;
• b) ensuring that the quality policy and quality objectives are established for the quality management system and are compatible with the context and strategic direction of the organization;
• c) ensuring the integration of the quality management system requirements into the organization's business processes;
• d) promoting the use of the process approach and risk-based thinking;
• e) ensuring that the resources needed for the quality management system are available;
• f) communicating the importance of effective quality management and of conforming to the quality management system requirements;
• g) ensuring that the quality management system achieves its intended results;
• h) engaging, directing and supporting persons to contribute to the effectiveness of the quality management system;
• i) promoting improvement;
• j) supporting other relevant management roles to demonstrate their leadership as it applies to their areas of responsibility.
• Other duties as assigned.

Requirements

Education and Training

• Bachelor's degree in a technical or business field, or five to seven years related experience and/or training; or equivalent combination of education and experience.
• Certification as a Fluid Power Specialist from the IFPS within 3 years of hire date.

Experience

• Five (5) years of experience in fluid power or motion technology sales, is preferred.
• Experience working in an ISO 9001 environment a plus.

Knowledge and Skills

• Excellent oral and written communication skills.
• Excellent organizational skills. Must be able to manage priorities.
• Strong computer skills in Microsoft spreadsheet and word-processing software.
• CAD proficiency a plus.
• Programming experience with machine PLC and/or PC platforms a plus.
• Ability to read and create electrical and/or fluid power schematics.
• Motion controls industry certification a plus.

Physical and Safety Requirements

• Must have a good driving record and comply with EOHI-PPH-012 – Policy and Procedures for Using Vehicles for Company Business.
• Must have a reasonably late model automobile, kept clean and well-maintained, suitable for transporting customer and principal representatives when necessary. Automobile usage is reimbursed at the current IRS mileage allowance.
• Overnight travel approximately 20% of the time.
• Occasional exposure to machinery and production environments.
• Must comply with any safety or PPE requirements.

Other

• Is deadline-oriented.
• Will commit the time necessary to insure success in achieving sales growth.

Equal Employment Opportunity Statement

GCC is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, genetic information, or any other characteristic protected by applicable federal, state, or local law.