Territory Sales Manager

Employment Type

: Full-Time

Industry

: Sales



Overview:

To establish Edwards as the preferred supplier of vacuum components and systems to Industrial & Process market sectors customers in the Mid-Atlantic US area. Achieve revenue and contribution growth objectives and build strong relationships with customers and maximize Edwards visibility and increase sales to the sector.

The Territory Manager, Industrial Vacuum will be responsible for supporting existing customers, and pursuing new sales opportunities in the Mid-Atlantic region, US directly or through existing and new distributor organizations. The Territory Manager is responsible for identifying decision makers in the customer organizations, building strong relationships and leveraging the Edwards support organization to deliver best in class support and position Edwards as supplier of choice.

Broad Activities:


1. Achieve orders, sales and contribution budgets as agreed for each year, while also maintaining and building our long term relationship as preferred vendor.
2. Manage and hire distributors and sales representatives as required to meet growth objectives.
3. Optimize Edwards route to market/customer through management of existing distributor organizations and hiring of new direct or indirect sales channels.
4. Proactively utilize the company CRM system.
5. Develop expert understanding of product applications in the Industrial & Process sectors and communicates this information to the Edwards organization.
6. Design and implement key account penetration plans. Identifies key new opportunities in each sector and works with sales/marketing team to break into those opportunities.
7. Work closely with Product Manager and Business Development Manager to optimize Edwards position and visibility in the Mid-AtlanticTerritory
8. Provide vacuum systems engineering expertise while within designated accounts working closely with all Edwards Internal support teams to deliver highest quality solutions to our customers.
9. Provide problem resolution support coordinating with Product, Aftermarket and Applications support groups.
10. Develop an understanding of key customer requirements and establish product benefits over the competition, to lead in the development of markets and growth of profitable sales. Leads with the focus on optimal competitive winning solution best suited to key customers unique set of decision criteria.
11. Actively pursues and participates in monitoring of financial position of customers. Support credit manager and credit specialist to ensure cash collection targets are achieved.
12. Ensures proper communication with other departments including manufacturing, R&D, credit and aftermarket in order to resolve problems associated with product line.
13. Provide forecast of both product units and revenue. Provides longer term trends or forecasts (part of account profiles) as required by Sales Management.
14. Maintains awareness of competitive products, pricing, market statistics and trends. Works closely with Regional Market Sector Manager to ensure consistent strategy from both ends.
15. In conjunction with VST, drive the formulation and implementation of after-sales support policy and services, including local authorized service centers
16. Through observation of work area(s), is alert to and avoids unsafe behaviours and conditions or other hazards. Reports any observed hazards to supervisor. Participates in corrective measures when appropriate or authorized. Maintains personal area in an orderly fashion, free of hazards. Operates vehicle to highest safety levels and report for driver training as required.
17. Reports all injuries and/or near misses to supervisor immediately. Participates in and cooperates with accident investigations.
18. Fully participates in assigned training programs. Attempts to perform only those tasks for which proper training has been received. Notifies supervisor if faced with a task which is potentially hazardous to self or co-workers due to inadequate training.
19. Becomes familiar with and practices all safety procedures. Seeks clarification or additional information when required.
20. Other tasks as delegated by the Sales Manager.


Skills:


1. Must be highly motivated to establish and achieve orders, sales and contribution budgets as agreed for each year, while also maintaining and building our long term relationship as preferred vendor.
2. Demonstrated ability to hire and manage a sales channel team consisting of distributors, reps and direct sales engineers.
3. Proactively utilizes the company CRM system
agreed for each year, while also maintaining and building our long term relationship as preferred vendor.
4. Proactively utilizes the company CRM system.
5. Develop expert understanding of product applications in the Industrial sector and communicates this information to the Edwards organization.
6. Design and implement key account penetration plans. Identifies key new opportunities in Industrial sector and works with sales/marketing team to break into those opportunities.
7. Work closely with Product Manager and Business Development Managers to optimize Edwards position and visibility.
. Provide vacuum systems engineering expertise while within designated accounts working closely with all Edwards Internal support teams to deliver highest quality solutions to our customers.
8. Provide problem resolution support coordinating with Product, Aftermarket and Applications support groups.
9. Develop an understanding of key customer requirements and establish product benefits over the competition, to lead in the development of markets and growth of profitable sales. Leads with the focus on optimal competitive winning solution best suited to key customers unique set of decision criteria.
10. Actively pursues and participates in monitoring of financial position of customers. Support credit manager and credit specialist to ensure cash collection targets are achieved.
11. Ensures proper communication with other departments including manufacturing, R&D, credit and aftermarket in order to resolve problems associated with product line.
12. Provide rolling three month forecast of both product units and revenue. Provides longer term trends or forecasts (part of account profiles) as required by Sales Management.
13. Maintains awareness of competitive products, pricing, market statistics and trends. Works closely with Regional Market Sector Manager to ensure consistent strategy from both ends.

Qualifications/Education/Certifications:

Bachelor of Science in Engineering or technical discipline preferred.

Experience:

  • (5) Five years sales management experience in the Industrial and/or Chemical processing industry or related area.
  • Must have demonstrated ability to hire and manage distributors, representatives and direct sales engineers.
  • Must demonstrate sound technical and commercial skills and be able to work effectively in empowered team framework.
  • Strong written, oral and presentation skills required.
  • Ability to develop customer relationships quickly with a clear focus on customer service.
  • Knowledge of Edwards General Vacuum products and services preferred. Must be willing to travel up to 60% of the time in the territory and potentially work from home.
  • A Must possess strong written and presentation skills. PC literacy in Microsoft Word, Excel, Outlook, and Power Point are required.
  • Where will your passion take you?
    At Atlas Copco we believe in challenging the status quo, always looking for a better way. Our leading-edge technology and close customer collaboration enable us to innovate for a sustainable future. We believe that passionate people make it happen. With us, you have the authority to act and many opportunities to create lasting results.
    We offer a wide range of interesting job roles and many opportunities to grow. This is where it begins – Join us at the Home of Industrial Ideas.

    * The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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