Territory Manager

Carter Machinery Careers•Rosedale, MD

21d

About The Position

The Territory Manager is responsible for earning business revenue and market share from customers within assigned territories and accounts. The role involves prospecting, meeting with current and potential customers, soliciting machine purchases, and coordinating sales of company products, parts, and services. The position is based in Baltimore, Maryland, and requires frequent travel, including overnight or out-of-town travel by car or airplane. Compensation includes base pay plus commissions, with probable income of more than $100,000; final compensation is negotiable based on experience and skills. The manager oversees the sales process for new and used machine orders, including quotes, credit terms, contracts, delivery updates, and customer follow-up. The role also involves maintaining sales activity and funnel information, meeting targets, resolving customer concerns and disputes, monitoring overdue accounts, and preparing quarterly territory plans. Success requires strong customer relationships, sound judgment, organization, communication, adaptability, and a commitment to the company’s values of Integrity, Commitment, Excellence, and Teamwork.

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.
Excellent customer satisfaction skills and ability to build and maintain strong internal and external relationships.
Ability to service existing customers through periodic scheduled visits and effectively prospect potential new customers.
Ability to develop and execute effective action plans and handle customer situations to produce results.
Effective negotiating 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 and manage several tasks simultaneously to 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.

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 conquest customers to 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 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 dates and delays for new and used machine deliveries, 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 overdue accounts.
Participate as required by management in settling customer disputes within 30 days.
Work with revenue departments to sell 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.