Regional Sales Manager - TN/MS

Territory - Central Tennessee/North Mississippi

Backed by over 98 years of experience, Taylor Machine Works has become a worldwide operation with sales driven by the professional and aggressive activities of a vast domestic dealer sales, direct sales, and international sales organization. TMW designs, engineers, and manufactures more than one hundred models of industrial lift equipment with lift capacities from 4,000 lbs. to 125,000 lbs. At the very center of this success has been an unwavering commitment to the key concepts of Faith-Vision-Work by the members of the Taylor family and employees who collectively form The Big Red Team! Taylor Machine Works, Inc. is a subsidiary of the Taylor Group of Companies, a third-generation family-owned business based in Louisville, MS since 1927.

Basic Purpose:

This position is to represent designated Taylor product lines in an assigned territory; to meet or exceed the sales volume objective; to achieve an acceptable profit margin; and to create and maintain a favorable corporate image.

Nature and Scope:

This position reports to the East Region Sales Manager and has full accountability in his/her respective territory for meeting a number of cold calls and other goals assigned by the East Region Sales Manager.  He/she is limited in accountability only by company policies and guidelines in the performance of these duties. The incumbent may be called upon to make recommendations regarding sales policies such as commission structures, pricing, discount, etc. by the Sales Management Group.

The incumbent promotes and develops the territory as he/she sees fit, arranging own itinerary and appointment schedule.  Keeps the East Region Sales Manager informed of location, activity, and progress.

The incumbent develops a personal relationship with the customer, analyzes their needs, and convinces the customer of the superiority of TMW equipment.  The Sales Manager keeps the necessary records and submits the necessary information for the processing of sales orders.  He/she assists in arranging financial terms and reconciles accounts, if necessary.  Works closely with field service personnel in their maintenance and repair activities in the assigned territory.  The incumbent calls upon the Manager of Used Equipment to determine trade-in values.  May request Engineering assistance on special applications or modifications.

The Sales Manager refers to Sales Management, information on market potential, competitive strength, new products and general needs in the field.  He/she contributes data for forecasts – short-term and long-range.  Also helps to recruit and train new salespeople as requested by the East Region Sales Manager.

The Regional Sales Manager – Direct Territory must be thoroughly knowledgeable of the TMW product line and its applicable, as well as the pricing structure and how it relates to the general market conditions.  He/she must be fully competent in sales techniques, which require intimate knowledge of competitive equipment and insight into overall material-handling problems and needs.  A natural ability to communicate and considerable experience in the industry are prerequisites for this position.

Principal Accountabilities:

• Conducts effective sales effort, operating under existing company policies.  Recommend Sales policies as requested by the East Region Sales Manager.
• Initiates sales order.  Cooperate with sales personnel to process.
• Keeps record of activity.  Submit reports as requested.
• Contributes to corporate promotional activities.  Attends trade shows; furnishes field research data; serves as public relations representative.
• Cooperates with other departments of TMW to correlate customer needs with company service.
• Keep informed on TMW and competitive equipment.
• Maintains excellent personal and corporate image.
• Evaluates effectiveness of sales effort.  Strives to upgrade abilities.
• Utilizes CRM system to assist in management of territory plans.

Educational and Skill Requirements:

• Degree in marketing preferred or eight years’ experience selling, preferably in the material handling industry.
• Experience with Taylor products would be preferable.
• Competence in sales techniques and an intimate knowledge of competitive equipment to include material handling problems and needs.
• Excellent communication skills and presentable appearance are a must.
• Must be able to travel in the territory on an almost daily basis.
• Computer literacy and attention to detail required.

• Benefits:

• Medical/Prescription
• Dental
• Vision
• Vacation
• 10 Holidays
• 401K
• Life Insurance