Territory Sales Manager

Carlton Industrial Solutions•Essex, MD

7d•$80,000 - $120,000•Onsite

About The Position

The Territory Sales Manager (TSM) 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. The TSM will be trusted upon by customers to identify automation opportunities that include and extend beyond weighing. 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 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 for this specific sales role will focus considerable energy toward sales of multiple brands of industrial weighing equipment including, but not limited to METTLER TOLEDO. This specific role represents a new approach that supports our recent acquisition of Superior Scales, Inc. (SSI), which will enable sales beyond the traditional METTLER TOLEDO product portfolio. This role 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 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 developing long-lasting mutually beneficial relationships.

Requirements

Territory sales experience is required
Previous Sales experience and/or background in industrial weighing devices or industrial electromechanical equipment preferred
Hands-on service and maintenance experience within the industry is highly desirable
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
Takes direction well and can be counted up on to execute – “time is of the essence”
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

Account Management experience is a plus
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 Sales Operations process; primary areas of focus are Industrial Weighing & Automation solution offerings
Cross-selling across the full CIS portfolio is essential
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
Ensure consistent delivery of commitments for monthly new orders and execution of backlog to support all financial targets
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
Be able to present an overview of Who is CIS in an authentic, compelling, and memorable way; ensure this can be done in from of any audience type, at any time
Enhance and increase the depth and range of territory database information on new and existing customers
Integrated use of all OEM Sales & Training tools for maximizing engagement; creatively partner with OEM Marketing, Sales, & Support teams to execute 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
Work cross-functionally within CIS and with all external third-party vendor partners to ensure all customer deadlines and commitments are successfully achieved
Fully understand and support all CIS Safety Policies & Procedures; commit to timely and complete support of all Safety initiatives and programs
Fully understand and commit to application of the Hierarchy of Controls model to identify, manage, and remove/mitigate all job hazards for every job, every time
“Science of Weighing:” Demonstrate knowledge of and competence with Weighing Quality Management and be able to effectively communicate with various customer stakeholders
Meet and exceed all territory Sales performance targets and commitments
Responsible for customer retention, penetration, and risk mitigation in territory
Someone who can be trusted and counted on to follow through in service to our customers and CIS
Ensure all administrative and workflow requirements are fully supported on all orders
Stay aware of technology developments, competitive positioning, and industry trends
Answer the Bell; meet all deadlines
Demonstrate professional attitude, appearance, and communication at all times
Follow all company procedures, rules and regulations outlined in the Employee Handbook and Policy & Procedure Manual; “Details Matter”
Ensure vehicle service and maintenance requirements are met and notify supervisor of needed repairs as they arise.
Always be aware of the impact of your decisions as seen through the eyes of the customer and as seen through CIS
Always consider the value created by CIS and how that is perceived by the customer