Territory Sales Manager - GA, NC, SC, VA, Eastern TN

Ashcroft Inc.•, SC

5d•$110,000 - $125,000•Remote

About The Position

The Territory Sales Manager supports existing sales and develops new business through distributors in an assigned territory covering Georgia, North Carolina, South Carolina, Virginia, and Eastern Tennessee. The ideal candidate resides in the region from Greensboro, North Carolina, to Greenville, South Carolina. The role evaluates non-Ashcroft distributors for fit, commitment to the target market and product focus, and regional market opportunity, working with management on appropriate actions. The position develops and executes annual account plans, assesses distributor effectiveness and growth, manages leads, provides product and application training, and communicates market and operational information across the organization. It also works through the sales process with users, distributors, and manufacturers; promotes product specifications aligned with company strengths; supports profit margins; and pursues new-product sales objectives. The position requires remote work, prospecting, and travel as needed to achieve sales goals.

Requirements

Bachelor of Science degree in Marketing, Business, or Engineering, or an equivalent combination of education and experience.
At least 5 years of proven success in a technical sales role, meeting and exceeding booking or sales-plan targets and relating Ashcroft's capabilities to customer applications and requirements.
Proven success and experience in distributor sales, distributor management, and channel sales development.
Thorough knowledge of the company's products, applications, features, benefits, and the market segments in which they are applied and sold.
Ability to coordinate and conduct instructional and promotional training and seminars on the technical aspects and applications of company products.
Ability to communicate ideas and information clearly using Microsoft Office suite platforms.
Experience using CRM; Salesforce is preferred.
Ability to multitask, manage, and prioritize activities related to maintaining and adding customers, including email, phone calls, proposals, and project activity.
High energy level and ability to work productively in a remote office setting.
Self-motivation, a professional and upbeat attitude, and ability to work remotely while maintaining a team mindset.
Persistence and willingness to spend 30% of the time prospecting.
Ability to inspire others to achieve desired goals.
Ability and willingness to travel as necessary to accomplish sales goals.
Must be a U.S. citizen, permanent legal resident, or have granted asylee or refugee status under the Immigration and Nationality Act.

Nice To Haves

Experience using Salesforce.

Responsibilities

Prepare and execute a coordinated annual sales plan in December, documenting assigned accounts and new opportunities in alignment with local, regional, and national sales objectives.
Conduct formal annual reviews with each assigned distributor, assessing effectiveness, profitability to Ashcroft, and growth expectations.
Set targets, goals, and objectives with progressing distributors and recommend actions for underperformers.
Develop and maintain working relationships with key distributor personnel, including executive management.
Prioritize lead reviews with the corresponding Direct TM, assign and pursue leads with distributors, follow up, and report progress regularly.
Provide product and application training for distributors and end customers when a measurable return is expected.
Communicate important target successes, operations performance, market conditions, competitive activity, new product opportunities, support requirements, and distributor requirements to Sales Management, Marketing, Engineering, and other organizational groups.
Work through the sales process at all levels and with users, distributors, and manufacturers to obtain results.
Influence product specifications toward the company's product strengths.
Support Ashcroft's profit margins.
Maintain the annual percentage of sales from new products designated in the annual review and sales plan.
Manage time to increase actual selling time and reduce administrative and non-productive time, in line with targets set during the annual review.