Territory Sales Manager

Certified Power•Perrysburg, OH

About The Position

At Certified Power Solutions, our Territory Sales Managers (TSM) fulfill the critical role of interface between the requirements of the customer and the capabilities and business goals of our organization. Meeting with customers to discuss their current and evolving needs relating to their satisfaction with CPS products and services is a fundamental requirement. Successful Territory Managers will translate customer needs into clearly defined products and services that will retain existing business and provide growth opportunities aligned with Certified Power business goals within their defined geographic territory, to increase sales of large and mid-sized accounts via face-to-face interaction. This role includes managing both existing customer relationships through account penetration and acquiring new accounts for further growth.?

Requirements

Excellent verbal and written communication skills
Strong organizational skills
Self-direction to work independently or within a team environment.
Build and maintain strong relationships across all levels of the organization.
Ability to meet project deadlines with a focus on details.
Work well with fellow associates to better serve customers’ needs.
Act as active participant as part of cross-functional teams
Continuously work to improve the quality and performance of existing products we build.
Earn the respect of peers and customers.
Hard working, persistent, and dependable
Knowledgeable in fluid power systems and electronic controls
Proven outside sales experience; within the fluid power industry a plus
Track record of over-achieving quota
Familiarity with data analysis and reporting
Strong personal presence and comfortable presenting to others
Experience working with Salesforce® or similar CRM
Strong listening and presentation skills
Ability to multi-task, prioritize, and manage time effectively.
Ability to oversee orders from initial entry to customer delivery.
Must be 21 years of age or older

Nice To Haves

Engineering Degree preferred
Fluid power experience preferred

Responsibilities

Drives business results in the designated territory.
Travels regularly within a region, making face-to-face sales calls at strategic accounts and prospects while enhancing overall sales opportunities.
Builds senior-level relationships with key customers in the region and enhances sales opportunities through the identification of various projects, distribution requirements, service and repair needs, and hose & fittings opportunities.
Performs consultative selling efforts to target accounts to earn their business.
Manages, executes, and delivers on marketing and sales strategies, revenue expectations, and improved time management for respective accounts.
Implements and manages an intermediate level of sales analysis within the area of territory responsibility.
Works to develop relationships to help solve the customer's problems.
Plans to sell accounts in the territory a combination of Systems, Assemblies, Components, Parts, Hose & Fittings, and other related equipment.
Conducts consultative face-to-face selling at customer’s place of business.
Researches accounts, identify key players and generate interest to do business.
Utilizes selling skills to monetize and deliver targeted opportunities through key component brands.
Targets and convert sales opportunities through relationship building with each account and understanding where system or component sales opportunities reside.
Closes sales of outlined and committed opportunities choosing the best supplier partners to meet specifications.
Develops senior level relationships with principal owners.
Conducts account sales analysis through a basic to intermediate comfort level with technology.
Manages multiple priorities that involve key account needs ranging from production to procurement.
Promotes effective communication with customers, both internally and externally related to quotes, competitive information, trade shows, threats, opportunities, and follow-up.
Sources sales opportunities from the existing customer database and from new leads
Understands customer applications to help size and design hydraulic systems and electronic control solutions.
Manages qualified opportunities and act on them appropriately.
Maintains and expands a database of prospects within an assigned territory utilizing Salesforce®
Gains a working knowledge of Salesforce® to assist in managing, prospecting, and closing sales opportunities.
Teams with key stakeholders (other salespeople, trade publications, suppliers) to build an opportunity pipeline.
Embraces the company-endorsed sales program, Action Selling® to help manage customers and close business.
Provides quotes as requested by customers.
Assists customers in resolving technical and logistical questions and problems.
Answers technical and applications questions on product lines CPS carries; forwards complex problems or system design issues to the engineering department while working with them daily.
Maintains in-depth knowledge of product lines sold by CPS and have general knowledge about competing lines.
Develops positive working relationships with customers in person, via phone, and on joint calls.
Manages customer issues as they arise such as RGA’s, warranties, repairs.
Works with vendors to acquire special pricing and technical information as needed.
Files customer purchase orders and other correspondence to maintain appropriate records.