TERRITORY MANAGER

Carter Machinery•Rosedale, MD

About The Position

The Territory Manager is responsible for earning business revenue and market share from customers in assigned territories and accounts. The role develops and deploys customer strategies, prospects for new business, and sells machine purchases. It includes managing sales targets and processes, preparing quotes and sales contracts, supporting customer satisfaction, and coordinating with internal revenue, finance, and service teams. Frequent travel to customers is required, including overnight or out-of-town travel by car or airplane. The position is based in Baltimore, Maryland. Compensation consists of base pay plus commissions, with probable income of more than $100,000; final compensation is negotiable based on experience and skills. The role also offers access to training and career development opportunities.

Requirements

Previous outside sales experience.
Self-directed and able to work with limited supervision; able to develop objectives, set priorities, and implement ideas in a timely manner.
Excellent customer satisfaction skills and ability to build and maintain strong internal and external relationships.
Ability to service existing customers through scheduled visits and effectively prospect potential new customers.
Ability to develop and execute effective action plans and handle customer situations to produce results.
Effective negotiation and deal-closing skills.
Valid driver’s license.
Excellent driving record.
Frequent travel, including overnight or out-of-town travel by car or airplane.
Ability to interpret data and make quick decisions; evaluate facts quickly and exercise good judgment.
Active listening and excellent written and verbal communication skills.
Ability to communicate using a telephone and computer.
Ability to handle large volumes of work in a fast-paced environment, organize work, handle several tasks simultaneously, and meet deadlines.
Strong PC skills.
Self-development and adaptability to changing technology.
Ability to promote a positive customer experience and uphold the company’s Core Values of Integrity, Commitment, Excellence, and Teamwork by embracing The Carter Way.
Regular ability to stand, walk, talk, and hear; frequent ability to sit, use hands to finger, handle, or feel, reach with hands and arms, climb or balance, and stoop, kneel, crouch, or crawl; occasional lifting or moving of up to 20 pounds; close and distance vision and ability to adjust focus.

Nice To Haves

Bachelor’s degree in Business, Marketing, Communications, or a related field.

Responsibilities

Gather, design, and deploy information, advice, strategies, and actions to earn business revenue and market share from customers in assigned territories and accounts.
Travel to assigned customers and prospective conquest customers to solicit machine purchases.
Prospect within the assigned territory to earn revenue and increase market share.
Meet or exceed individual targets for units, revenue, and gross profit.
Follow the Sales Management Process, including UCC reconciliation, lost-sale reporting, maintaining the planned activity rate (PAR), and managing the sales funnel.
Provide quotes with credit terms and prepare sales contracts for machine orders.
Submit accurate expense reports and follow company expense policies.
Meet or exceed Customer Quality Index (CQI) criteria for assigned accounts.
Investigate and resolve customer issues in a team environment.
Process machine demonstrations and loaners according to company policies and procedures.
Keep customers informed about new and used machine sale delivery dates and delays, and follow up on deliveries within 15 days to establish customer satisfaction.
Prepare a quarterly territory plan and review it with the Regional Sales Manager.
Ensure accounts are not more than 60 days past due without appropriate action, and work with the Finance Manager to resolve account issues.
Participate as required by management in settling customer disputes within 30 days.
Coordinate with revenue departments on sales of company products, parts, and services to assigned customers.
Work with the team to achieve Continuous Improvement goals and objectives.
Perform other related duties as assigned.