Territory Manager

The Territory Manager (TM) is responsible for meeting sales quotas in designated territories, developing ongoing, profitable relationships with customers and continually maintaining a professional image of the company. It will be the main goal of the TM to retain and grow established accounts as well as develop and close new business. Initially, the focus will be maintaining existing customers, building credibility, trust, and strong relationships. As those relationships develop and stabilize, there will be more time to grow new business. The ideal candidate will have the ability to recognize and develop new customer opportunities and the perseverance and tenacity to increase revenue and market share while meeting or exceeding the goals set by the company. This position will involve significant travel, covering their territory and all of the accounts that make up their total revenue and potential opportunities for growth as well as advanced negotiating, organizational and communication skills while maintaining a strong attention to detail. Location of the role will be in Ohio, covering the Mid-West/Great Lake Region. The TM will report directly to the Sales Manager.

Kay Duties & Responsibilities

• Work directly with the customer to communicate and drive Worthington's strategy, pricing, product offering, etc.
• Collect, interpret and communicate market Intelligence.
• Enter and update customer opportunities within Salesforce to help track Win/Loss data and drive Growth of EVA and allow for the proper allocation of company assets to support these efforts
• Develop and communicate monthly and quarterly forecasts and maintain this information within Kinaxis.
• Identifying NPD initiatives and working closely with the NPD team to support this development
• Demonstrates technical selling skills and product knowledge in all areas that allows TM to give effective sales presentation of Worthington's product offering.
• Product Development: Identify and prioritize future product-development requirements based on unmet customer needs as well as assist in new product launches by directly supporting the commercialization efforts for successful implementation.
• Work directly with the assigned customers to determine accurate forecasts and maintain this information with Kinaxis to allow for transparent communication within Worthington to promote efficient planning at our production facilities which result in our continuing ability to service our customers while providing for efficient execution within our production facilities
• Relationships: Strengthen all current and potential customer relationships in the assigned areas of responsibility by building trust, valuing and collaborating with others and demonstrating the highest integrity in balancing the support of customer needs with what is best for the business
• Marketing Analysis: Maintain accurate records of all sales and prospecting activities within Salesforce for the assigned territory
• Proactively establish and maintain effective, professional working team relationships with all support departments
• Strategic Planning: Develop annual business plans in conjunction with the National Sales Director detailing activities to follow during the fiscal year which focus on exceeding sales goal objectives
• Voice of Customer: Demonstrate the ability to gather and submit detailed business information and problem solving specific to pricing and market conditions relative to our customers current and future needs
  
  

Desired Experience

• Bachelor's Degree from four-year College or University, preferably with a focus on Sales/Marketing with 2-3 years work experience, preferably in an industrial sales/marketing position
• Strong planning and communication skills
• Strong negotiation skills as well as the ability to gain trust of key decision makers and influencers
• Efficient computer skills in MS Office, Word, Excel and PowerPoint
• Strong understanding of customer and market dynamics and requirements
• Good attitude and team player a must
• Previous voice of customer experience a plus
• Must be a self-starter, strong work ethic, organized and disciplined
• Proven ability to achieve sales goals