Territory Sales Manager

VIKING GROUP•Phoenix, AZ

14d

About The Position

Responsible for sales-related duties for the customer base within an assigned territory. The role involves calling on existing, newly acquired, and prospective customers; participating in industry associations and engaging with the engineering community and local authorities having jurisdiction; and maintaining administrative records, customer data, and pricing information. The Territory Sales Manager is accountable for assigned accounts’ financial performance, territory market-share increases, and overall sales growth. Significant overnight travel may be required. The position requires a four-year degree, preferably in a job-related discipline, and at least two years of sales experience. The successful candidate must be willing to learn the fire-protection industry and the company’s products and services, and demonstrate strong communication, computer, organization, coordination, adaptability, and decision-making skills. This is an independent-contributor role. The work environment is subject to frequent interruptions, and errors may result in significant monetary or customer-relations losses.

Requirements

Four-year degree, preferably in a job-related discipline.
At least two years of sales experience.
Ability and willingness to learn the fire-protection industry and the company’s products and services.
Assertive personality and dedication to continuous self-improvement.
Excellent written and oral communication skills.
Computer competence, including data-entry skills and working knowledge of Microsoft Office; Word, Excel, and PowerPoint skills are necessary.
Ability to analyze tasks and organize personal and subordinate work schedules.
Steady work habits and ability to adapt to change.
Ability to coordinate across departments and departmental functions.
Ability to make sound decisions based on known facts.
Tact and discretion in contacts requiring cooperation, with some persuasiveness to obtain action, consent, agreement, or approval.
Willingness to undertake significant overnight travel as required.

Responsibilities

Establish and maintain professional business relationships with existing customers.
Identify customers’ key decision-makers and develop and maintain relationships with them.
Present detailed information about the company’s products and services on an ongoing basis.
Target and prospect new customers according to regional goals.
Participate actively in industry associations, including local AFSA, NFSA, and SFPE chapters.
Build and maintain relationships with engineering firms that influence fire-sprinkler specifications.
Prepare and submit weekly sales-call reports and expense reports.
Manage the annual expense budget established by the Regional Sales Manager.
Prepare and analyze concise sales-tracking reports.
Create, update, and maintain customer files, including pricing and key contact information.
Coordinate an efficient travel and work schedule to maximize time with customers.
Develop and maintain proficiency with company software.
Compile information and prepare an annual business plan focused on regional sales and gross-profit goals.
Compile and track periodic account financial data against the annual business plan.