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Territory Development Manager

Job Description

The Territory Development Manager is a field role that grows and manages a book of business with the customers of Sure Controls. The Territory Development Manager is both Sure Controls ambassador to our customers and voice of our customers with our associates. This position will be focused on Distribution and Service opportunities (including Repairs, Calibrations, Panel Build only) within existing accounts and be responsible for developing NEW customer accounts (a combined 90% of the time). Integration leads will be passed along (as required) to the Integration Account Management Team. The Territory Development Manager will succeed by developing relationships/driving revenue at new customers (hunting 75% of the time) while cultivating relations at existing customers (farming 25% of the time).

Essential Duties and Responsibilities

This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.

 

  • Achieve individual sales revenue and margin goals.
  • Achieve target Customer Satisfaction (CSAT) measures.
  • Strategically Grow Distribution Sales with NEW customer acquisition:
  • Establish target accounts (by supply line) with sales management, customer experience, marketing and key suppliers.
  • JMI (Joint Managed Inventory) deployment growth
  • Generate value-add sales opportunities to create stickiness within the supply chain. 
  • Follow up on Marketing Leads and Lead creation via all prospecting avenues (Cold Calling, Networking, Referrals, Social Media, etc)
  • The successful candidate will become the product expert for all supply lines on the Sure Controls Line Card and focus on continuous personal growth – product, customer’s business and production process knowledge.
  • Demonstrate products and assist prospective customers to select those that best suits their needs.
  • Demonstrate and familiarize established customers with new products (services) and developments.
  • Prepare formal presentations to customers on proposed products.
  • Keep the company informed on competitive products, promotional matter, sales techniques, pricing and market policies.
  • Follow-up on open quotations with customers to expedite conversion to sales orders.
  • Adhere to all best practices to be the best possible internal customer to your internal suppliers.
  • Actively participate in Performance Management Plan and Individual Development Plan processes.
  • Acquire, grow and maintain customer (account and contact) relationships.
  • Promptly respond to customer needs with value-added solutions that enable customer success.
  • Provide leadership for company initiatives, new markets, and products.
  • Act as a listening post for customer, competitor and technology insights sharing as appropriate.
  • Keep Microsoft CRM current for all relevant work.
  • Execute all administrative reporting on time .
  • Other duties as assigned.

*An individual in this position must be able to successfully perform the essential duties and responsibilities listed above. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

Competencies

Cognitive Skills:

  • Interpretation of Written Information
  • Working Memory – Ability to recall stored, visual images or verbal information.
  • Decision Making – Gathering facts, analysis and producing a final choice.
  • Problem Solving – Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully, develops alternative solutions and works well individually and in group problem solving situations.


Business Acumen:

  • Basic Financial Knowledge and Mathematical Abilities (Markup, Margin, Discounts)
  • Manufacturing Finance (Levers of profit and loss)
  • Writing Skills (E-mail, etc.)


Leadership:

  • Foster Open Communications
  • Meet Customer Needs
  • Promote Teamwork
  • Think Creatively
  • Show Drive and Initiative
  • Excellent Time Management Skills
  • Emotional Intelligence


Functional Technical Skills:

  • Possesses the technical product knowledge of Sure Controls products and services and customer processes of industrial automation, motion, thermal process and process performance management.
  • Sales process competence.
  • Customer, market, and competitor insights.
  • Customer dialog skills (listening questioning and responding).
  • Ability to apply solutions to customer problems (application).
  • Mechanical aptitude.
  • Time and territory management.
  • Planning skills (account planning).
  • Business analysis skills (ability to determine value of a solution).
  • Computing (software and hardware skills) (Microsoft).
  • Keyboarding skills.
  • Information / telecommunication technology competence.


Minimum Qualifications:

Education: High school diploma, some college in Engineering or related field.

 

Experience and/or Training: 3 years related technical experience and/or training; or equivalent combination of education and experience. Sales experience in distribution or manufacturing required, as well as core technical competence for our products and services and how they can be applied to benefit our customers. Strong Communication skills (listening, questioning, speaking), Time Management skills. Presentation skills, Hunter Approach, ability to deliver results on a timely and consistent basis, proven track record of success, and ability to identify customer pain points (issues) and match them to a service (solution). Financial knowledge (P/L, ROI, Payback) and ability to analyze competition/market and use that information to differentiate Sure Controls.

 

Licenses/Certificates: A valid driver’s license, insurance and a reliable automobile are requirements of this role.

 

Technology/Equipment: Computing/Software Skills including Microsoft Great Plains Dynamics and Microsoft Office Suite, Social Media Platforms.

Preferred Qualifications:

Education Associates or BA/BS Degree in Engineering or related field.

 

Experience and/or Training 5 years related technical experience and/or training; or equivalent combination of education and experience. Sales experience in distribution or manufacturing required, as well as robotics knowledge and their place in automation. Strong Communication skills (listening, questioning, speaking), Time Management skills. Presentation skills, Hunter Approach, ability to deliver results on a timely and consistent basis, proven track record of success, and ability to identify customer pain points (issues) and match them to a service (solution). Financial knowledge (P/L, ROI, Payback) and ability to analyze competition/market and use that information to differentiate Sure Controls.

 

Licenses/Certificates: A valid driver’s license, insurance and a reliable automobile are requirements of this role.

 

Technology/Equipment: Computing/Software Skills including Microsoft Great Plains Dynamics and Microsoft Office Suite, and Social Media Platforms.

Physical and Mental Demands

Sit or stand for extended periods of time.

Speak and hear communications.

Occasionally lift or move up to 50 pounds.

Travel Requirements: Services Northeast Wisconsin territory daily. Less than 20% travel annually outside of such territory

Working Environment

The noise level in the work environment is from moderate to loud. Travel, approximately 60% (local mostly). Remote work is available for this position. 

How to Apply

Email your resume to [email protected]

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