Territory Manager - Southern California

Job Title: Territory Manager - Southern California

What Timken makes possible begins with you.

Those who came before us helped land a man on the moon, create the world's infrastructure, and introduce renewable energy alternatives. Now you can join the Timken team to write your own unique story and help drive what's next.

A career at Timken means you can have an immediate impact doing Work That Matters to the world— improving the efficiency of today's industrial equipment and preparing for the future of motion on our planet and beyond. New employees can start contributing right away, and there are many opportunities to advance your career at your own pace. Join our global team of 19,000 people in 45 countries, and start helping our customers push the limits of what's possible in their world of motion.

TERRITORY MANAGER – SOUTHERN CALIFORNIA

Purpose

The position of Territory Manager is located remotely in the assigned territory, ideally south/east of LA.

This position is to understand and manage existing business and develop new business by leveraging strong commercial and technical skills and industry experience to recognize customer needs and apply Timken capabilities and technology across the portfolio of Timken products and services using sound sales skills. This position will be responsible for successfully navigating competing channels to market (OEM, Distribution and End User direct relationships) by utilizing a clear understanding of how each channel operates and applying interpersonal skills and strong communication to understand the nuances of each transaction.

• Understands and leverages the Timken value proposition, which includes providing value through engineering solutions, to maximize price and sales to grow and protect business.
• Assessing and communicating the Timken value proposition considering what is driving the customer buying behavior to manage objections and win orders.
• Demonstrates leadership skills by influencing, driving for results, and resource commitment.
• Successfully leading customer negotiations, developing pricing strategies, and managing a portfolio of business accounts.
• Ownership of the technical and commercial relationship with customers within the assigned territory by providing timely, consistent and expert technical support, across the Timken portfolio of products and services.
  
  

Responsibilities

• Professionally manages sales process for assigned customer accounts and customer questions in the territory.
• Makes the agreed number of visits on assigned customers with a strategy to defend and grow Timken business using defined goals and tactics.
• Identifies customer’s needs, responds quickly. Initiates communication with appropriate individuals.
• Delivers high-impact customer presentations that focus on Timken capabilities, solutions, and value proposition.
• Works with Customer Engineering on complex system analyses, including bearing selection on non-standard part number or types. Appropriately articulates the features and benefits of Timken products vs our competitors.
• Utilizes CRM to develop customer-based sales plan including sales, won/lost business, plans to maximize pricing, new business attainment, and opportunity pipeline. Logs and CRM task are kept up to date weekly.
• Supplies information to Management on industries, customers and competitors in the territory. Provides useful recommended solutions to customer problems.
• Professionally and respectfully works with other Timken associates in every communication.
• Writes professional concise emails and updates.
• Effectively use rebates to position Timken at price levels that maintain current business and grow new business. Reviews updated data monthly to catch, understand and manage changes.
• Develops and delivers effective technical and commercial training for internal and external audiences that range from individual contributors in a shop floor environment to executive level leaders in corporate offices.
• Is respected by each distributor Branch Manager, Account Manager and inside Customer Service person.
• Demonstrates leadership skills effectively. Controls discussion. Influences decisions.
  
  

Qualifications

• Bachelor’s degree in engineering or related fields is preferred; a bachelor’s degree in business or related fields will be considered.
• In lieu of bachelor’s degree, a high school diploma/GED with at least 10 years of experience working with customers and developing long-term customer relationships and partnerships in technical sales of mechanical power transmission market with a reputation for selling value.
• Minimum of 4 years of experience working with customers and developing long-term customer relationships and partnerships in technical sales in the mechanical power transmission market.
• Experience with mechanical equipment and industrial processes is strongly desired.
• Position level will be dependent upon years of qualified, relevant experience and education.
  
  

All qualified applicants shall be treated equally according to their individual qualifications, abilities, experiences and other employment standards. There will be no discrimination due to gender or gender identity, race, religion, color, national origin, ancestry, age, disability, sexual orientation, veteran/military status or any other basis protected by applicable law.