Territory Sales Manager

Benshaw Inc.•Little Rock, AR

6d•Remote

About The Position

The Territory Sales Representative executes strategic and tactical selling and demand-generation strategies to achieve 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 personal and team development, compliance with company policies, responsible expense management, and business and personal integrity. The position covers Arkansas, Mississippi, Alabama, Tennessee, or western Kentucky, and requires the employee to reside within the assigned territory. Travel is 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, which may involve exposure to mechanical, electrical, and powered industrial equipment, as well as extended periods of standing, walking, and balancing. Benshaw designs, develops, and manufactures motor controls and drives. The company describes a workplace founded on mutual respect and dignity, where employees can make a difference. Candidates must be authorized to work in the United States on a full-time, permanent basis without restriction or current or future visa sponsorship.

Requirements

Bachelor’s degree in Electrical Engineering, Business, Marketing, or a related area.
Must reside within the sales territory: 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 with 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 and commercial and legal terms.
Ability to interpret a wide range 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 depending on customer needs, including air and car travel within the territory and travel to Pittsburgh headquarters as needed.
Ability to conduct in-person customer visits and plant tours in industrial manufacturing environments, with extended standing, walking, and balancing; tours may involve proximity to mechanical, electrical, and powered industrial equipment.
Must be authorized to work in the United States on a full-time, permanent basis without restriction and without 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 meet financial objectives.
Maintain customer engagement and service quality, promote post-sales satisfaction, and develop long-term customer relationships and repeat business.
Manage existing-customer coverage and develop relationships with new target accounts by implementing Benshaw strategic initiatives, Manufacturer’s Representative 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 demand for Benshaw products.
Develop personal competency and skills in selling, negotiation, and customer engagement.
Carry out Manufacturer’s Representative and authorized Distributor development and performance-management activities according to 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 for key customers, highlighting product advantages in relation to customer needs.
Meet established success measures, including sales and order volume, price quality, customer net promoter improvement, pipeline levels, customer-facing activity, and opportunity-update and maintenance frequency.
Travel to customer locations and headquarters as needed, conduct customer visits and plant tours, and present information to management, customers, channel partners, and employees.