Territory Manager – B2B – (AZ, NM, Las Vegas, El Paso)

Fortune Brands • Phoenix, AZ

6d • $70,000 - $110,000

About The Position

The Territory Manager is responsible for generating end-user and distributor-partner demand for Master Lock products, software, and services across the designated territory through a consultative sales approach. The role serves as a subject matter expert in portable security, security hardware, safety lockout, and electrical services/arc flash safety, and implements coordinated programs to maximize field marketing and sales efforts with strategic regional distribution accounts in commercial business channels. The position is accountable for sales and profit goals and for increasing market share through aligned commercial distribution channels. It plans and implements field promotions to expand penetration among targeted distribution channels and customers, while maintaining distributor-partner relationships through coordinated joint sales calls. The role may be performed from a home office and requires effective teamwork and strong relationship skills with internal and external partners.

Responsibilities include selling products, software, and services through commercial classes of trade; leading sales meetings and product training; using channel programs, promotions, marketing content, and co-op programs to encourage customer investment; monitoring and reporting market conditions, problems, opportunities, and trends; recording sales activities and forecasts in CRM software; attending relevant conventions, trade shows, and dealer associations; managing territory expenses; preparing budgets and forecasts; and identifying end-user facilities to sell the complete product line.

The role requires a bachelor's degree in business, marketing, or equivalent work experience, at least five years of field sales experience, ability to travel, and a record of successful commercial or industrial sales performance. Security, safety lockout (LOTO), and electrical arc flash safety sales experience is preferred. The role requires strong communication and relationship-building skills, knowledge of the commercial sales market, self-motivation, the ability to work without constant supervision, and a positive attitude toward CRM software.

Requirements

• Bachelor's degree with studies in business or marketing, or equivalent work experience.
• At least 5 years of field sales experience.
• Ability to travel.
• Track record of successful performance in commercial or industrial sales.
• Experience with CRM software and a positive attitude toward using it.
• Excellent verbal and written communication skills.
• Above-average ability to foster mutually beneficial customer relationships.
• Strong understanding of the commercial sales market.
• Ability to continually develop knowledge of the industry and best practices.
• Ability to build and maintain relationships internally and externally.
• Ability to work effectively without constant and direct supervision.
• Self-motivation to achieve or surpass sales plans.

Nice To Haves

• Security, safety lockout (LOTO), and electrical arc flash safety sales experience.

Responsibilities

• Generate end-user and distributor-partner demand for Master Lock products, software, and services in the designated territory using a consultative sales approach.
• Serve as a subject matter expert in portable security, security hardware, safety lockout, and electrical services/arc flash safety.
• Implement coordinated programs to maximize field marketing and sales efforts for strategic regional distribution accounts in commercial business channels.
• Achieve sales and profit goals and increase market share through aligned commercial distribution channels.
• Plan and implement programs and field promotions to expand penetration of targeted distribution channels and customers.
• Maintain distributor-partner relationships through coordinated joint sales calls.
• Sell products, software, and services through all commercial classes of trade in the designated territory.
• Conduct sales meetings and product-knowledge training sessions for distribution partners and end users as needed.
• Use channel programming, promotions, marketing content, and co-op programs to drive customer investment in promoting and advertising Master Lock products.
• Monitor and report operating conditions, problems, opportunities, trends, local market and competitive conditions, end-user attitudes, business trends, and general economic conditions.
• Document sales activities, opportunity forecasts, leads, and contact interactions in CRM software.
• Attend national and regional conventions, trade shows, and dealer associations relevant to business development.
• Manage the territory budget, including travel and entertainment, office supplies, and general administrative expenses.
• Prepare and submit budgets and forecasts as required by management.
• Identify and penetrate end-user facilities in the territory to sell the complete product line, including safety products, software, services, security hardware, and locker locks.

Benefits

• Annual bonus plan based on company and individual performance, or a role-based sales incentive plan.
• Comprehensive health plans.
• 401(k) program with a company contribution.
• Product discounts.
• Flexible time off benefits.
• Adoption benefits.
• Employee Resource Groups (ERGs).

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level