Territory Sales Manager

Benshaw Inc.•Memphis, TN

6d•Remote

About The Position

The Territory Sales Representative executes strategic and tactical selling and demand-generation strategies to meet company objectives and sales, order, and price-quality targets. The role manages existing customer account coverage and identifies and develops new customer opportunities through direct account coverage and coordination with Benshaw contracted Manufacturer’s Representatives and authorized Distribution partners. It also requires a commitment to individual and team competency development, compliance with company conduct policies, responsible expense and cost management, and business and personal integrity. The representative develops profitable growth for Benshaw products in the assigned territory, builds and maintains customer relationships, supports customer satisfaction and repeat business, and implements company, manufacturer, and channel programs. The role uses CRM tools, promotes products, develops sales partners, collaborates with internal teams, monitors market and competitor trends, and provides product and solution training to customers. This is a remote position. The employee must reside in Arkansas, Mississippi, Alabama, Tennessee, or Western Kentucky and must be able to travel 50% or more depending on customer needs, including air and car travel within the territory and travel to Pittsburgh headquarters as needed. The role includes in-person customer visits and plant tours in industrial manufacturing environments, with periods of standing, walking, and balancing.

Requirements

Bachelor’s degree in Electrical Engineering, Business, Marketing, or a related area.
Must reside within Arkansas, Mississippi, Alabama, Tennessee, or Western Kentucky.
At least 5 years of experience in engineering, sales, marketing, and/or product marketing in a related industry selling technology-based products, including demonstrated success in strategic and solution selling.
Demonstrated applications and/or commercial experience with Medium Voltage Drives, Medium Voltage Soft Starters, and Full Voltage Controls.
Ability to influence and negotiate, and to understand large-project and repeat-business opportunities involving technical requirements as well as commercial and legal terms.
Ability to interpret a wide variety of technical instructions in mathematical or diagram form and work with abstract and concrete variables.
Ability to read, analyze, and interpret technical journals, financial reports, and legal documents.
Ability to present information effectively to top management, customers, channel partners, and other employees.
Ability to work independently and consistently meet deadlines.
Strong commitment to customer service and teamwork.
Ability to travel 50% or more, including air and car travel, typically within the territory and to Pittsburgh headquarters as needed.
Ability to conduct in-person customer visits and participate in plant tours involving extended periods of standing, walking, and balancing in industrial manufacturing environments.
Must be authorized to work in the United States on a full-time, permanent basis without restriction or the need for current or future visa sponsorship.

Responsibilities

Establish and deploy sales and business development strategies and tactics to grow Benshaw products profitably in the assigned territory and attain financial objectives.
Maintain strong customer engagement and provide excellent service, supporting post-sales satisfaction, long-term relationships, and repeat business.
Manage existing customer and new target account coverage and relationship development through Benshaw strategic initiatives, manufacturer programs, and channel programs.
Use company Customer Relationship Management tools to improve sales and sales-management efficiency and meet customer-engagement KPIs.
Implement demand-generation and product-promotion programs to increase and sustain demand for Benshaw products.
Maintain personal competency and skills development in selling, negotiation, and customer engagement.
Execute development and performance-management activities for Manufacturer’s Representatives and authorized Distributors in accordance with program requirements.
Partner with internal functions to support net promoter score, margin, and market-share objectives.
Monitor and document customer, industry, competitor, and market trends and changing requirements to inform strategic, commercial, and product-roadmap development.
Coordinate or provide product and solution training and education to key customers, highlighting product advantages and addressing customer needs.
Meet sales volume, order volume, price-quality, customer net promoter, opportunity pipeline, customer-facing activity, and opportunity-update targets.