Territory Manager

This position plays an integral role as a dedicated member of the Teknor Apex Commercial Team. This position reports to our Value Chain Sales Manager and is responsible for managing an assigned territory or group of customers, and conducting sales development work such that our customer base grows in scope and profitability. The successful candidate will have experience working in a fast-paced business environment where collaboration with various internal and external contacts is essential to professional success. The successful candidate must further demonstrate keen interest and skills necessary for success in B2B sales. This position will work collaboratively across functional areas to achieve successful outcomes for the business and our customers, thereby growing our business and burnishing Teknor Apex as a valued supplier partner of choice.

Responsibilities:

• Manage our business and relationships with assigned customers and business space, working with management to review, establish, and maintain pricing and profitability.
• Identifies and qualifies new business opportunities through collaboration and referral work, research of current data, growing knowledge of our customer business, and awareness of available business in the assigned space.
• Develops, nurtures, and maintains strong relationships across the breadth and depth of the customer organization to include procurement / supply chain, engineering, manufacturing, executive, and commercial level key contacts.  Responsible for ensuring similar exposure of key Teknor colleagues into the customer organization.  Builds trust. 
• Develop and maintain Key Account and Prospect Plans to include strategic and tactical actions to drive growth and deliver value to Teknor Apex and our customers.
• Collaborate with Teknor management to solve complex customer problems, suggest new strategic direction through innovative programs and or products to benefit customers and enhance their profitability.
• Effectively deliver sales and technical presentations to educate and close the customer.
• Communicates regularly with customers to explore needs, drive growth plans, resolve open issues, and to provide administrative support as needed.
• Works with manager to create and implement vendor managed programs and other customer value-oriented programs as needed.
• Gather and communicate competitive intelligence, including but not limited to products, pricing, market initiatives and other competitive threats and weaknesses. 
• Works with manager to develop sales plans, business reviews, and product line reviews relative to assigned space.
• Represents Teknor Apex at trade shows, industry events, and customer events.
• Participates in regional and national company events such as sales meetings, training seminars, customer events, etc.
• Comfortable with face-to-face negotiations, understanding complex situations, and various other social situations.
• Performs additional duties and responsibilities as assigned.

Education / Work Experience / Key Traits Requirements:

• Bachelor’s degree or equivalent experience required. Materials Industry experience a plus.
• 2 years business related employment or equivalent Sales experience and demonstrated/effective sales growth in a B2B role is a plus.  Additionally, experience in plastics, chemicals, or other materials industry will be helpful to candidates.
• Knowledge/understanding of polymer compounding and extrusion and injection molding processing is an advantage.
• Working knowledge of the assigned sales territory in industries served is an advantage.
• Ability to assimilate and apply solutions selling techniques emphasizing features and benefits of various products.  Understanding of value-in-use / value-based selling techniques.
• Strong organizational, planning and time management skills.
• Travel via air travel and/or driving is predominantly within the established sales territory on a routine basis; valid driver’s license required.
• Use of Microsoft Suite, including PowerPoint and Excel.  User aptitude with enterprise information systems and sales and account management tools.
• Strong communication skills; oral and written proficiency in the English Language; additional languages may be advantageous.
• Requires self-motivation, accountability, and effective use of time for a highly independent role.
• Client Focus – must be a reliable and trustworthy representative of the needs of both internal and external stakeholders, going out of their way to ensure that the customer is satisfied.
• Collaborative – able to collaborate across functional areas to leverage internal and external expertise to ensure successful outcomes.
• Team Player – Must be responsive and demonstrate the ability to build and maintain effective relationships both internal and external.
• Resilient – must be focused and persistent in the pursuit of new sales and opportunities.  Outcome oriented.
• Inherently curious.
• Communication – Must be able to listen well and articulate a clear message of technical/product information / customer and project needs using different communication mediums.
• Track record of reliability and good performance metrics.

Physical Requirements:

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards.
• Must be able to lift and carry up to 15 lbs.
• Must be able to talk, listen and speak clearly on telephone and virtual media.