Territory Sales Manager

Benshaw Inc.•Nashville, TN

6d•Remote

About The Position

The Territory Sales Representative executes strategic and tactical selling and demand-generation strategies to accomplish company objectives and support 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 requires a commitment to individual and team competency and organizational development, adherence to company conduct policies, responsible expense and cost management, and personal and business integrity. The position is remote and requires residence in Arkansas, Mississippi, Alabama, Tennessee, or Western Kentucky. It requires travel of 50% or more depending on customer needs, including air and car travel within the territory and occasional travel to Pittsburgh headquarters. Customer visits and plant tours take place in industrial manufacturing environments and may involve extended periods of standing, walking, and balancing. Benshaw designs, develops, and manufactures motor controls and drives. The company offers competitive pay, medical, vision, and dental benefits, a 401(k) with employer match, and additional health and employee benefits. 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 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 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 plant tours in industrial manufacturing environments, including standing, walking, and balancing for extended periods.

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 service, promote post-sale satisfaction, and develop long-term customer relationships and repeat business.
Manage coverage and relationship development for existing customers and new target accounts by implementing Benshaw strategic initiatives, Manufacturer’s 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.
Develop personal competencies and skills in selling, negotiation, and customer engagement.
Carry out Manufacturer’s Representative and authorized Distributor development and performance-management activities in line 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 and provide product and solution training and education to key customers, highlighting product advantages in relation to their needs.