Territory Manager

Carter Machinery Careers•Myersville, MD

21d

About The Position

Carter Machinery is hiring a Territory Manager for its Myersville, Maryland location. This sales role is responsible for generating business revenue and market share in assigned territories and customer accounts. The position involves developing territory strategies, prospecting, meeting with existing and prospective customers, selling machines and related products, and achieving individual sales targets. The role requires frequent travel, including overnight or out-of-town trips by car or airplane. The Territory Manager manages the sales process from prospecting and quoting through contracts, delivery follow-up, customer satisfaction, and account issue resolution. The role works with internal teams, including revenue departments and Finance, and reports territory plans to the Regional Sales Manager. Compensation is base pay plus commissions, with probable income above $100,000; final compensation is negotiable based on experience and skills. Carter Machinery describes its workplace as focused on career growth, learning, advancement, and its Core Values of Integrity, Commitment, Excellence, and Teamwork. The company is an EEO/AA Employer and a drug-free workplace.

Requirements

Previous outside sales experience.
Self-directed and able to work with limited supervision, develop objectives, set priorities, and implement ideas in a timely manner.
Strong customer satisfaction skills and ability to build and maintain internal and external relationships.
Ability to serve existing customers through scheduled visits and prospect effectively for new customers.
Ability to develop and execute 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.
Active listening and excellent written and verbal communication skills.
Ability to interpret data, make quick decisions, evaluate facts, and exercise good judgment.
Ability to handle large volumes of work in a fast-paced environment, organize several tasks simultaneously, and meet deadlines.
Strong PC skills and ability to communicate using a telephone and computer.
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.
Regularly stand, walk, and talk or hear; frequently sit, use hands to handle or feel, reach, climb or balance, and stoop, kneel, crouch, or crawl; occasionally lift or move up to 20 pounds.
Close vision, 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 meet assigned customers and prospective conquest customers and solicit machine purchases.
Prospect for customers in the assigned territory to increase revenue and 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 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 proper action, and work with the Finance Manager to resolve past-due accounts.
Participate as required in resolving 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.