Territory Sales Manager

Carlton Industrial Solutions•Salisbury, MD

4d•$80,000 - $120,000

About The Position

The Territory Sales Manager role is critical in how value is delivered to our Industrial customers who rely upon weighing as a critical control point in their businesses and operations. Our customers rely upon this position as their trusted advisor to support their weighing process and production goals. These include focus areas that center around safety, compliance, productivity, and performance. Additionally, the TSM role advises on critical topics such as preventative maintenance services, calibrations, service and repairs, and installations on industrial scales and other weighing equipment to support their operations. The Territory Sales Manager (TSM) role serves as a key leader within the assigned territory and, together with the Operations Manager, is responsible for sales performance, relationship development, and business growth. The TSM will focus considerable time toward sales of the METTLER TOLEDO industrial weighing solutions portfolio and will also leverage all resources and CIS team members to succeed in cross selling the full CIS portfolio. The TSM will be responsible for the development and execution of a comprehensive business plan to drive business growth in the assigned territory and to support the Carlton Scale Sales Process. This will include a significant focus on proactive territory and account planning and disciplined execution that can be demonstrated through Sales Operations KPIs and CRM analytics. Additionally, this role is responsible for building brand awareness and exposure for CIS, expanding of our database of customer contacts and installed equipment, participating in local and area trade groups and industry forums, and cultivated and developing long-lasting mutually beneficial relationships.

Requirements

Territory sales experience is required; Account Management experience is a plus
Previous Sales experience and/or background in industrial weighing devices or industrial electromechanical equipment preferred
Experience with CRM applications is required
Solid organizational and time management skills required
Excellent verbal, written and listening communication skills
Basic technical understanding of how products and services work in our industry; ability to communicate this information with others
Naturally inquisitive, enjoys learning new things and seeks opportunities for growth
General knowledge of Word, Excel, and Outlook including but not limited to other software to generate quotes and requisitions, adaptable and comfortable learning new applications
Must be highly motivated, a self-starter, assertive, and possess exceptional time management skills
Comfortable in a dynamic, fast paced environment
Must maintain a valid driver’s license with acceptable driving record
2 or 4-year degree or certification program is required
Ability to sit or drive for extended hours with few breaks up to eight hours a day.
Ability to travel across the Mid-Atlantic (and across Carlton’s growing footprint) 25% of the time; travel may be higher or lower based on business need.
Must be able 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.
May need to lift objects weighing 25-35 lbs. at a time. May need to occasionally lift objects up to 45 lbs. at a time.

Nice To Haves

Professional Sales Training certification highly desirable (Sandler, etc.)

Responsibilities

Increase market share, total sales, and profitability through disciplined execution of territory business plan and Carlton Scale Sales Operations process
Closely partner with Operations to ensure a fully unified approach to serving our territories and in growing our business
Fully own the entire sales process for every sale and every engagement; collaborate with Operations to deliver a “Weigh Better” customer experience
Actively focus on selling ongoing service agreements with every equipment sale; understand and be able to effectively communicate the range of value-added services we can provide and why different than the competition; leverage service as an entry point with new customers
Enhance and increase the depth and range of territory database information on new and existing customers
Integrated use of all Mettler-Toledo (MT) Sales & Training tools for maximizing engagement; creatively partner with MT teams to support all sales opportunities (as required)
Proactive and detailed time and schedule management
Prompt, professional, and detailed follow up on all customer engagements
Planned, committed, and proactive cold calling
Focused and planned site visits and on-the-fly check-ins
Effectively plan and lead sales presentations to focus on knowledge of application opportunities, monetized pain points, and consultative solution selling
Prompt and detailed follow up on all leads (target within 24 hours)
Maintain professionalism, diplomacy, sensitivity, and tact to portray the Company in a positive manner, regardless of the situation
Stay of abreast of Industry changes, new products or services by attending training sessions, demonstrations, or other training opportunities
Actively lead efforts to understand competition in assigned territory and to create active strategies that drive actionable insights
Support all CIS order fulfillment and workflow process requirements with a “no excuses” attitude and mindset
Schedule and follow up with Operations, Carlton Industrial Automation, Purchasing, and other Third-Party partners to ensure customer deadlines are met