Territory Sales Manager Industrial Automation

Summary:  Responsible for the selling of all industrial products within an assigned geographic territory.  Directly manage and coordinate activities of direct customers, assigned distributors, and indirect manufacturer representatives in such a way to meet planned goals and objectives. The territory is the southeastern United States. Candidate must reside in the territory. 

RESPONSIBILITIES

• Understand the company products, solutions, history, and capabilities.
• Meet with and identify customers’ requirements to consultive sell Cattron solutions that meet their needs and demonstrate an ROI or value to the customer.
• Develop new business relationships to drive specification by personally presenting to major accounts within assigned territory a description of the company, its products, and its capabilities.
• Develop and maintain sales by exploring and qualifying existing accounts as well as following up on leads resulting from marketing prospecting efforts.
• Instruct and train, distributors, and Manufactures Representatives in the selling of products and services.
• Maintain a professional business rapport with accounts even under less-than-desirable conditions.
• Maintain accurate up to date records and files on all major accounts including sales data, quote records, leads, and customer contacts in a timely manner and be able to report the status of each opportunity when requested.
• Schedule monthly meetings with your MR force to go through their pipeline in CRM to gather up-to-date information and determine what actions to take to close business.
• Provide accurate feedback to management on market conditions, missed quotes, and future trends.
• Coordinate activities with Inside Sales Teams to maximize our ability to close on new business opportunities.
• Represent the company at various trade shows.
• Provide assurance to management that all policies are carried out accurately.
• Perform other duties as assigned or necessary to meet business objectives.
• Adheres to quality and safety systems or maintenance of quality and safety standards.
• Ability to travel 50%-60%

 

REQUIREMENTS

• Accelerated experience with Microsoft Office Software including Outlook, Word, Excel, and PowerPoint.
• Experience in using CRM and its use to track, progress, and provide timely updates on the opportunities within the pipeline
• A track record of success against quota
• Strong understanding of sales cycles and procurement processes associated with the industrial automation market.
• Knowledge of principles and methods for demonstrating, promoting, and selling products or services.
• Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
• Knowledge of the business behavior, customs, and tradition in the industry
• Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

 

EDUCATION / EXPERIENCE

• BA or higher degree or prior work experience in lieu of formal education.
• Minimum 5 years of combined experience in sales in the material handling industry and/or electronics