Territory Sales Manager - Central Region (Indiana, Ohio, Missouri)

Allison Transmission•Headquarters, KY

5d•Hybrid

About The Position

Primary Purpose of Role The Territory Sales Manager (TSM) is accountable for achieving the regional sales and profitability objectives. This role will pursue growth in Off Highway’s industrial business within the regional geography. Candidates for this position must be located near a major industrial target city (ideally Chicago or Milwaukee area) and open to frequent travel to customers in the region and Off Highway facilities. Key Responsibilities Provides leadership for Off Highway’s internal and external customers in all assigned tasks, while always upholding Off Highway’s core values. Achieve the region’s revenue and profitability plan for Off Highway Industrial business. Establish an environment and foundation for sustainable future sales growth. Sells and teaches others how to sell the Off Highway value proposition to Off Highway’s valued customers. Direct the selling activities within the region, inclusive of resource deployment and customer interactions. Prioritizes Off Highway resources effectively and in accordance with Off Highway’s corporate objectives. Efficiently manages Off Highway’s distributor relationships. Works in conjunction with the territory development and key account teams to ensure growth in defined key account segments. Responsible for the region’s forecasting and sales tracking requirements in a timely and defined manner. Sets strategic vision for the region; develops and adheres to the approved business plan; and, accomplishes the growth initiatives that have been established in Off Highway’s annual budget process. Evaluates market trends and gathers competitive information, identifies trends that can affect current and future growth of regional sales and profitability. Special projects as assigned. Ability to travel as required to accomplish the objectives and requirements of the territory. Be willing to and skilled in prospecting for new projects and customer opportunities.

Requirements

Languages – English is mandatory; other languages are preferred.
Strong technical knowledge and hands on experience on Off Highway products.
Knowledge of failure modes analysis (what failed and why).
Strong 8D discipline and basic RED X knowledge.
Strong computer skills.
High computer’s skills in Microsoft & internet; Off Highway systems is an advantage.
High verbal and written communication skills (Face to face, Phone & e-mail).
Strong process and teaming skills as this position involves a great deal of interaction with Leadership, Service Centers, and Customers.
Must be self-starter and able to work towards department goals with minimal supervision.
Bachelor’s degree in Engineering is preferred.
Industry experience of three to five years in field sales will also be considered.
Preference given for direct experience with Industrial customers in stationary applications in Power Transmission and Gear Reducer engineering and or sales.
Track record of growing territory sales and overcoming customer objections.
Ability to evaluate a sales territory, develop a territory roadmap and a desire to pursue new customer interactions.
Be comfortable engaging with customers and prospects by telephone and online as needed.
Accountable with a sense of curiosity towards the unknown.
Working knowledge of the Stationary Industrial Market, Gear Reducer and Power Transmission Industry. (F Brevini product knowledge preferred)
Record of individual and TEAM achievements in prior sales positions.
Strong negotiating skills.
Formal sales training courses a plus.
Oversee accounts receivable activity, escalating and resolving customer payment issues.
Strong interpersonal skills, Oral, written, telephone and presentation skills.
Ability to learn and retain product specific information and utilize to position the features and benefits to customers’ needs.
Computer literate with knowledge of Microsoft Office applications, Microsoft BI, and CRM system Salesforce.com.

Nice To Haves

Candidates for this position must be located near a major industrial target city (ideally Chicago or Milwaukee area) and open to frequent travel to customers in the region and Off Highway facilities.
Ability to travel (approx. 50% of time, mostly in North America)

Responsibilities

Provides leadership for Off Highway’s internal and external customers in all assigned tasks, while always upholding Off Highway’s core values.
Achieve the region’s revenue and profitability plan for Off Highway Industrial business.
Establish an environment and foundation for sustainable future sales growth.
Sells and teaches others how to sell the Off Highway value proposition to Off Highway’s valued customers.
Direct the selling activities within the region, inclusive of resource deployment and customer interactions.
Prioritizes Off Highway resources effectively and in accordance with Off Highway’s corporate objectives.
Efficiently manages Off Highway’s distributor relationships.
Works in conjunction with the territory development and key account teams to ensure growth in defined key account segments.
Responsible for the region’s forecasting and sales tracking requirements in a timely and defined manner.
Sets strategic vision for the region; develops and adheres to the approved business plan; and, accomplishes the growth initiatives that have been established in Off Highway’s annual budget process.
Evaluates market trends and gathers competitive information, identifies trends that can affect current and future growth of regional sales and profitability.
Special projects as assigned.
Ability to travel as required to accomplish the objectives and requirements of the territory.
Be willing to and skilled in prospecting for new projects and customer opportunities.