Territory Sales Manager

Murphy Tractor & Equipment•Kansas City, MO

About The Position

Responsible for selling, renting, and leasing new and used construction equipment and attachments. The role meets customer needs and grows market share while maintaining acceptable gross profit and achieving sales unit targets. The Territory Sales Manager works in an assigned territory calling on customers, with work also performed in an office setting and occasional travel.

Requirements

Heavy equipment sales experience or equivalent experience.
Excellent teamwork, interpersonal, self-motivation, and communication skills.
Advanced computer and application systems skills.
Ability to perform the primary duties through an equivalent combination of education, experience, skills, and abilities.

Nice To Haves

College degree preferred, with undergraduate coursework in business, marketing, finance, or a related field.

Responsibilities

Plan and organize a sales strategy, including individual account plans, to meet or exceed company targets for units, dollars, and gross profit; report progress to the sales manager.
Demonstrate and operate heavy construction equipment for customers.
Establish relationships with new customers to increase equipment, parts, and service sales, rentals, and leases, and to grow customer loyalty, market awareness, and market share.
Maintain relationships with current customers to support equipment, parts, and service sales, rentals, and leases, and to grow customer loyalty, market awareness, and market share.
Listen to customer problems, identify opportunities and unmet needs, document concerns, respond promptly with solutions, keep customers informed, and provide feedback on actions taken.
Work with current and potential customers to understand their needs, preferences, concerns, satisfaction, and expectations.
Develop value-based professional proposals suited to customer needs; quote and negotiate prices and credit terms; prepare contracts; record and close orders; provide trade information; and manage rental conversions.
Maintain a contact-management database for the assigned territory, including accurate and current call logs, prospect lists, and mileage information.
Manage and control sales-related expenses to maintain appropriate margins and expense control.
Submit periodic reports on lost sales activities and evaluate their results.
Make it easier for customers to do business.
Operate the company vehicle.
Perform other duties assigned and directed by corporate management within the company's objectives.