Territory Manager - Southern California and Hawaii

A.Y. McDonald Mfg. Co.•Dubuque, IA

21h•Remote

About The Position

A.Y. McDonald Mfg. Co. is a family-owned and operated manufacturer seeking a Territory Manager for Southern California and Hawaii. This position requires a People First approach, finding success through collaboration. The role involves professionally managing multiple product line sales representations within a designated territory, understanding the philosophy of “The Customer is the Boss,” and making decisions in the long-term interest of the customer, territory, and the company.

Requirements

Perform sales calls on all existing and potential customers in assigned territory for assigned product lines; tag calendar through Customer Relationship Management software (CRM) with any necessary follow up dates.
Sets up all customers, non-customers and opportunities in CRM and enters daily customer interactions.
Approach each sales call with a plan to use all the AY tools available and appropriate for the sales call; including Power BI reports, introduction of AY social media, AY website & portal, literature and other tools necessary.
Develop an annual territory sales plan providing a SWOT of your sales territory.
Understand the market dynamics in your territory and identify market-related opportunities to drive additional sales within your territory and appropriately tag these opportunities in CRM, as defined by the Territory Manager handbook.
Develop and maintain a distributor analysis within your territory.
Assure that you are aligned with the top distributors in your market to maximize sales opportunities and customer relationships within the territory.
Regularly perform end-user specification, pre-sale education, and sales calls as required for all assigned product lines on a regular basis to promote the acceptance and use of A.Y. McDonald products.
Work with municipalities and distributors to get A.Y. McDonald products specified in all water work districts in your territory.
Attend local, state, and regional trade association shows to promote assigned A.Y. McDonald Mfg. Co. product lines and A.Y. McDonald Industries product lines (as assigned by the Regional Sales Manager) that are an effective use of the Territory Manager’s time and resources.
Review Territory Manager handbook for departmental guidelines and general information.
Submit expense reports on Concur weekly and in accordance with the accounting guidelines.
Assist with quotation process by providing feedback regarding market pricing, competition, and bid tabs for your customers.
Maximize the opportunity and profitability of all accounts.
Attend Regional and National Sales Meetings as requested.
Effectively prospect the territory for new accounts and opportunities.
Coordinates return goods process (RMA’s – Return Material Authorizations) between customers and Customer Service Department.
Utilize a demonstration truck properly to achieve maximum exposure and maximum return on investment.
Regularly review customers for potential VIP tour candidates; submit VIP requests through the office for approval.
If approved, follow Territory Manager VIP trip responsibilities checklist and promptly provide supporting details.
Work with the assigned representative (as directed by the Regional Sales Manager) on Promotional Activity Requests and Sales Programs.
Submit requests 30 days in advance with support documents and details for processing.
Expose all customers to the benefits of using the AY website portal and web-based marketing tools: AY University Social Media AY Alerts Product literature Promotional items Videos AY Sales Portal
A.Y. requires Territory Managers to take and stay current on all AYU Courses (including any applicable A.Y. Industries courses as assigned by the Regional Sales Manager) and complete all new courses as they are added.
Provide feedback on potential new products in a timely manner as assigned.
Check into factory on regular basis via phone and/or computer.
Maintain both print and digital catalogs and marketing materials to all customers.
Effectively promote all product specials to the customer.
Effectively communicate with all managers, directors, or executives as needed to complete necessary duties.
Maintain integrity of discount structure for all assigned product lines (including A.Y. Industries product lines as assigned by the Regional Sales Manager).
Maximize selling time in front of customer during traditional selling hours.
Have vehicle prepared at all times with a full complement of current literature, bulletins, and samples relevant to the lines sold in the territory.
Manage yourself with the highest level of professionalism when representing A.Y. McDonald Mfg. Co.
Manage territory in the best interests of A.Y. McDonald Mfg. Co.
Comply with all company policies.
Associate's degree (A.A.) or equivalent from two-year College or technical school; or six months to one year related experience and/or training; or equivalent combination of education and experience.
It is preferred that the candidate reside in or be willing to relocate to the sales territory.

Nice To Haves

Candidate resides in or is willing to relocate to the sales territory.

Responsibilities

Perform sales calls on all existing and potential customers in assigned territory for assigned product lines; tag calendar through Customer Relationship Management software (CRM) with any necessary follow up dates.
Set up all customers, non-customers and opportunities in CRM and enter daily customer interactions.
Approach each sales call with a plan to use all the AY tools available and appropriate for the sales call; including Power BI reports, introduction of AY social media, AY website & portal, literature and other tools necessary.
Develop an annual territory sales plan providing a SWOT of your sales territory.
Understand the market dynamics in your territory and identify market-related opportunities to drive additional sales within your territory and appropriately tag these opportunities in CRM.
Develop and maintain a distributor analysis within your territory.
Assure that you are aligned with the top distributors in your market to maximize sales opportunities and customer relationships within the territory.
Regularly perform end-user specification, pre-sale education, and sales calls as required for all assigned product lines on a regular basis to promote the acceptance and use of A.Y. McDonald products.
Work with municipalities and distributors to get A.Y. McDonald products specified in all water work districts in your territory.
Attend local, state, and regional trade association shows to promote assigned A.Y. McDonald Mfg. Co. product lines and A.Y. McDonald Industries product lines.
Submit expense reports on Concur weekly and in accordance with the accounting guidelines.
Assist with quotation process by providing feedback regarding market pricing, competition, and bid tabs for your customers.
Maximize the opportunity and profitability of all accounts.
Attend Regional and National Sales Meetings as requested.
Effectively prospect the territory for new accounts and opportunities.
Coordinates return goods process (RMA’s – Return Material Authorizations) between customers and Customer Service Department.
Utilize a demonstration truck properly to achieve maximum exposure and maximum return on investment.
Regularly review customers for potential VIP tour candidates; submit VIP requests through the office for approval.
Work with the assigned representative on Promotional Activity Requests and Sales Programs.
Expose all customers to the benefits of using the AY website portal and web-based marketing tools: AY University, Social Media, AY Alerts, Product literature, Promotional items, Videos, AY Sales Portal.
Take and stay current on all AYU Courses (including any applicable A.Y. Industries courses).
Provide feedback on potential new products in a timely manner as assigned.
Check into factory on regular basis via phone and/or computer.
Maintain both print and digital catalogs and marketing materials to all customers.
Effectively promote all product specials to the customer.
Effectively communicate with all managers, directors, or executives as needed to complete necessary duties.
Maintain integrity of discount structure for all assigned product lines.
Maximize selling time in front of customer during traditional selling hours.
Have vehicle prepared at all times with a full complement of current literature, bulletins, and samples relevant to the lines sold in the territory.
Manage yourself with the highest level of professionalism when representing A.Y. McDonald Mfg. Co.
Manage territory in the best interests of A.Y. McDonald Mfg. Co.
Comply with all company policies.
Other duties as may be required.