Territory Sales Manager

Benshaw Inc.•Birmingham, AL

6d•Remote

About The Position

The Territory Sales Representative is responsible for executing strategic and tactical selling and demand-generation strategies to achieve company objectives and sales, order, and price-quality financial targets. The role manages coverage of existing customer accounts and identifies and develops new customer opportunities through direct account coverage and coordination with Benshaw contracted Manufacturer’s Representatives and authorized Distribution partners. The position supports profitable growth of Benshaw products in an assigned territory by maintaining customer engagement, developing customer and channel relationships, implementing promotional programs, and delivering product and solution training. It uses company CRM tools and collaborates with internal functions to support customer satisfaction, margin, and market-share objectives. The role also monitors customer, industry, competitor, and market trends to inform strategic, commercial, and product-roadmap development. This is a remote position. The employee must reside in Arkansas, Mississippi, Alabama, Tennessee, or western Kentucky and must be authorized to work in the United States on a full-time, permanent basis without current or future visa sponsorship. 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 position includes in-person customer visits and plant tours in industrial manufacturing environments, with extended periods of standing and walking.

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 varied technical instructions in mathematical or diagram form and handle 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 as customer needs require, 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 in industrial manufacturing environments, including extended periods of standing, walking, and balancing.
Must be authorized to work in the United States on a full-time, permanent basis without restriction or 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 customer engagement and service quality, support post-sales satisfaction, and develop positive long-term relationships that encourage repeat business.
Manage coverage and relationship development for existing customers and new target accounts through Benshaw strategic initiatives and Manufacturer’s Representative 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 establish and sustain increased demand for Benshaw products.
Develop personal selling, negotiation, and customer-engagement skills and competencies.
Carry out 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 for key customers, highlighting product advantages in relation to customer needs.