Territory Sales Manager

Carlton Industrial Solutions•Salisbury, MD

7d•$80,000 - $120,000

About The Position

The Territory Sales Manager (TSM) serves industrial customers who rely on weighing as a critical control point, acting as a trusted advisor on safety, compliance, productivity, and performance. The role advises customers on preventative maintenance, calibrations, service and repairs, and installations for industrial scales and other weighing equipment. As a key leader in the assigned territory, the TSM partners with the Operations Manager to drive sales performance, develop customer relationships, and grow the business. The position focuses on selling METTLER TOLEDO industrial weighing solutions while leveraging CIS resources and team members to cross-sell the broader portfolio. The TSM develops and executes a comprehensive territory business plan using proactive territory and account planning, the Carlton Scale Sales Process, Sales Operations KPIs, and CRM analytics. The role also builds CIS brand awareness, expands customer and installed-equipment information, participates in local and area trade groups and industry forums, and cultivates long-term, mutually beneficial relationships. Travel across the Mid-Atlantic and Carlton’s growing footprint is required, typically 25% of the time, with the amount varying according to business needs.

Requirements

Territory sales experience is required.
Experience with CRM applications is required.
A two- or four-year degree or certification program is required.
Must maintain a valid driver’s license with an acceptable driving record.
Solid organizational and time-management skills.
Excellent verbal, written, and listening communication skills.
Basic technical understanding of industry products and services and the ability to communicate that information.
General knowledge of Word, Excel, and Outlook, as well as adaptability with software used to generate quotes and requisitions and with new applications.
High motivation, self-starting initiative, assertiveness, and strong time-management skills.
Comfort working in a dynamic, fast-paced environment.
Ability to sit or drive for extended periods with few breaks, up to eight hours a day.
Ability to travel across the Mid-Atlantic and Carlton’s growing footprint; travel is typically 25% and may vary with business needs.
Ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
Ability to stand or walk for long periods during customer visits and presentations.
Ability to lift objects weighing 25–35 pounds and occasionally up to 45 pounds.

Nice To Haves

Account management experience.
Previous sales experience and/or a background in industrial weighing devices or industrial electromechanical equipment.
Professional Sales Training certification, such as Sandler.

Responsibilities

Increase market share, total sales, and profitability through disciplined execution of the territory business plan and Carlton Scale Sales Operations process.
Partner closely with Operations to unify service to the territory and grow the business.
Own the sales process for each sale and customer engagement, collaborating with Operations to deliver a “Weigh Better” customer experience.
Promote ongoing service agreements with equipment sales and explain the value of available services; use service as an entry point with new customers.
Improve the depth and range of database information on new and existing territory customers.
Use Mettler-Toledo sales and training tools and partner with its teams to support sales opportunities as needed.
Manage time and schedules proactively and in detail; follow up promptly and professionally on customer engagements.
Conduct planned and proactive cold calling, focused site visits, and check-ins.
Plan and lead sales presentations centered on application opportunities, monetized customer pain points, and consultative solution selling.
Follow up promptly and in detail on leads, targeting follow-up within 24 hours.
Represent the company professionally, with diplomacy, sensitivity, and tact.
Stay current on industry changes, products, and services by attending training and demonstrations.
Understand competition in the territory and develop strategies that turn competitive insights into action.
Support CIS order fulfillment and workflow processes, and coordinate with Operations, Carlton Industrial Automation, Purchasing, and third-party partners to meet customer deadlines.
Understand and support CIS safety policies and procedures, and apply the Hierarchy of Controls to identify, manage, and mitigate job hazards.
Understand METTLER TOLEDO Good Weighing Practices and use Weighing Quality Management to communicate the company's competitive advantage.
Meet and exceed territory sales targets and support customer retention, account penetration, and risk mitigation.
Complete administrative and workflow requirements for orders and meet deadlines.
Maintain awareness of technology developments, competitive positioning, and industry trends.
Follow company procedures and policies and maintain a professional attitude, appearance, and communication.
Ensure vehicle service and maintenance requirements are met and notify a supervisor when repairs are needed.
Consider the customer’s perspective and the value CIS creates when making decisions.