Territory Sales Manager

Benshaw Inc.•Jackson, MS

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 financial targets. The role manages coverage of existing customer accounts and identifies and develops new potential customers through direct account coverage and coordination with Benshaw-contracted Manufacturer’s Representatives and authorized distribution partners. It also requires commitment to personal and team development, adherence to company conduct policies, responsible expense management, and business and personal integrity. The position is remote and requires residence in Arkansas, Mississippi, Alabama, Tennessee, or Western Kentucky. It involves at least 50% travel, depending on customer needs, including air and car travel within the territory and travel to Pittsburgh headquarters as needed. Customer visits may include tours of industrial manufacturing environments with mechanical, electrical, and powered industrial equipment, and may require extended periods of standing, walking, or balancing. Benshaw designs, develops, and manufactures motor controls and drives. The company describes its workplace as one where employees treat one another with mutual respect and dignity and can make a difference. Candidates must be authorized to work in the United States on a full-time, permanent basis without current or future visa sponsorship. Benshaw states that it offers competitive pay and a range of health and employee benefits.

Requirements

Bachelor’s degree in Electrical Engineering, Business, Marketing, or a related area.
Must reside in 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 and 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 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 participate in plant tours, including extended periods of standing, walking, and balancing in industrial manufacturing environments.

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 customer engagement and service, support post-sales satisfaction, and build long-term relationships that encourage repeat business.
Cover existing customers and new target accounts and develop relationships through Benshaw strategic initiatives, Manufacturer’s Representative programs, and channel programs.
Use the company’s 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 selling, negotiation, and customer-engagement skills and competencies.
Execute Manufacturer’s Representative and authorized Distributor development and performance-management activities 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 in relation to customer needs.
Meet established measures for sales volume, bookings, price quality, customer net promoter improvement, opportunity and target-account pipeline, customer-facing activity, and opportunity updates and maintenance.