TERRITORY MANAGER

Carter Machinery•Myersville, MD

About The Position

Carter Machinery is hiring a Territory Manager based in Myersville, Maryland. This outside sales role is responsible for generating revenue and market share in assigned territories and customer accounts by developing and carrying out sales strategies, prospecting for new customers, and soliciting machine purchases. The position includes frequent travel, including overnight or out-of-town travel by car or airplane. The Territory Manager manages sales opportunities and customer relationships from prospecting and quoting through delivery and follow-up. The role also coordinates with internal teams on customer issues, collections, disputes, sales of company products and services, and continuous improvement. Compensation includes base pay plus commissions, with probable income of more than $100,000; final compensation is negotiable based on experience and skills.

Requirements

Previous outside sales experience is required.
Be self-directed and able to work with limited supervision, develop objectives, set priorities, and implement ideas in a timely manner.
Have excellent customer satisfaction skills and the ability to build and maintain strong internal and external relationships.
Be able to service existing customers through periodic scheduled visits and effectively prospect potential new customers.
Be able to develop and execute effective action plans and handle customer situations to produce results.
Have effective negotiation and deal-closing skills.
Have a valid driver's license and an excellent driving record.
Be able to travel frequently, including overnight or out-of-town travel by car or airplane.
Be able to interpret data, make quick decisions, evaluate facts, and exercise good judgment.
Have active listening skills and excellent written and verbal communication skills.
Be able to communicate using a telephone and computer.
Be able to handle large volumes of work in a fast-paced environment, organize work, manage several tasks simultaneously, and meet deadlines.
Have strong PC skills.
Be adaptable to changing technology and committed to self-development.
Promote a positive customer experience and uphold the Core Values of Integrity, Commitment, Excellence, and Teamwork by embracing The Carter Way.

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 and prospective customers to solicit machine purchases.
Prospect for customers in the assigned territory to generate 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 established 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 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 past-due accounts.
Participate as required by management in settling customer disputes within 30 days.
Work with revenue departments on sales of company products, parts, and services to assigned customers.
Coordinate with the team to achieve Continuous Improvement goals and objectives.
Perform other related duties as assigned.