Industry 1: Renewables & Environment Industry 2: Telecommunications Industry 3: Mechanical or Industrial Engineering
Job ID: EB-2436542878 Category: Sales and Marketing Location: New Berline, WI
The Territory Manager for Infrastructure will focus purely on establishing new business relationships with non-client organizations within targeted Infrastructure markets and is responsible and highly focused in developing and delivering the territory sales strategy to accelerate gross profit $ growth. The primary determinants of success include capturing new accounts and achieving gross profit $ growth taking competitor share (displacement strategies) and new product introduction and development. The Territory Manager has territory ownership and work closely and collaboratively with Customer Service and Engineering.
Create meaningful business relationships deep within the customer’s organization with many key decision makers, influencers and stake holders.
Challenge the status quo through value selling activities that provide key insights into their business and markets served that offer value to the customer and position the company as the preferred supplier / manufacturer.
Establish themselves as trusted advisors through providing differentiated business solutions and best in class service and support.
Develops specific strategies that align specific company solutions to drive down the customer’s total cost and establish our client as the preferred business partner.
The Territory Manager develops customer loyalty through being an effective teacher to the customer and enhance the customer experience
Offers unique and valuable perspectives on the market.
Helps the customer navigate alternatives,
Helps the customer to avoid potential land mines.
Educates the customer on new issues and outcomes.
Creates and environment that makes us “easy to do business with”.
The Territory Manager has widespread support across the organization.
In collaboration with appropriate Customer Service support, manage their account base to accelerate Gross Profit $ growth. This includes working on bid packages, quotes, product development and training.
Effectively prospect to win new business at the highest margins.
Achieve objectives around customer profitability.
Manage his/her business through the utilization of sales process in order to achieve his/her territory plan – work the plan and plan the work.
Fully leverage the CRM to manage their opportunity pipeline.
Utilize the commercial reports to analyze their accounts with regards to performance and activities. Provides sales forecast.
Provide specific, timely feedback to their direct manager and customer service teams.
Build specific customer roadmaps to establish key decision makers, influencers and stake holders and determine specific selling strategies to optimize growth.
Be an expert in their customer’s business by gaining a deep understanding of their internal goals, objectives and processes as well as their external environment including their key markets and customers.
Develop meaningful business relationships with key suppliers to leverage their expertise, gain their support and create mutually beneficial business relationships.
Actively work with all facets of the customer’s business to build value.
Create a robust opportunity pipeline, with a focus on increasing the win rate percentage, maximizing the average deal size and increase the velocity within the pipeline (shorten sales cycle).
Continually look to improve themselves through gaining key insights into the markets, products or to develop specific skills to be a more effective seller.
Provide timely feedback on key market intelligence with regards to competitors, suppliers, products to Marketing and Sales management.
Secure and communicate through the CRM growth opportunities.
Coordinate with Marketing to utilize market knowledge, product data or campaigns to develop business opportunities.
Personal & Team Development
Actively participate in opportunities to improve individual knowledge of the company, products, markets and systems.
Follow a path of continuous improvement, using both internal and external resources to enhance technical knowledge and sales skill levels.
Participate in regional SRM sessions.
The values, competencies, technical skills and physical demands enumerated below are representative of those required while taking action to successfully fulfill the key responsibilities of the position.
VALUES AND COMPETENCIES
Support the company’s commitment to its vision, values and purpose.
Education and/or Experience: A Bachelor’s degree and 3+ years or more of related experience; or a combination of education and experience.
Certificates, Licenses, and/or Registrations: A valid driver’s license.
Sales and Marketing Knowledge: Knowledge of principles and methods for showing, promoting and selling products and services. This includes marketing strategy and tactics, product demonstration, sales techniques and sales control systems.
Sales Ability: Ability to engage in active listening, data collection, complex problem solving, and critical thinking. Ability to interpret an extensive variety of technical and business information and deal with several abstract and concrete variables. Ability to use persuasion and negotiation skills to develop win-win opportunities.
Computer Applications Skills: Ability to work with Microsoft, Salesforce, SAP and all standard current computer applications.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Movement: Frequently required to use hands to finger, handle or feel. Regularly required to sit and talk or hear. Occasionally required to stand and walk. Occasionally required to reach above shoulders, stoop, kneel or crouch. Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus. Occasionally required to lift and/or move up to 25 pounds. Vision: Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus.
Work Environment: Occasionally is exposed to a Distribution Center or manufacturing environment and outside weather conditions. Occasionally is exposed to fumes and airborne particles. Occasionally is exposed to a noise level ranging from moderate to high. Occasionally is exposed to risk of electrical shock.
Travel: Frequently required to perform work related travel, 80% or more time spent in the field calling on customers.
Reasonable accommodation: Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
The above statements reflect the general framework of the position and are not to be construed as a detailed statement of all the requirements that may be inherent in the position. Details may be added or subtracted from time to time. As needed, the manager will review this position description with the employee and determine appropriate modifications.
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