Job Objective: Territory Sales Manager will be responsible for successful daily management execution and generation of leads to grow (organically/inorganically) the team. The successful candidate will need to interact with leadership at all levels and sales personnel to delight the customer, as well as build a continuous improvement culture.
Essential Duties and Responsibilities: In addition to the essential job functions described below, all associates will perform duties as requested by management. Assigned responsibilities and duties may vary based upon location size and operation.
- Use your professional sales management skills to deliver team success:
- Achieve bookings, sales, and margin objectives
- Drive Value Selling and other continuous improvement tools to improve sales team effectiveness
- Develop and implement marketing programs to enhance sales
- Establish metrics to drive positive sales team performance, including lead tracking and sales pipeline tools
- Effectively utilize internet-based proposal generation
- Write Project Summary Reports and Proof of Performance documentation and
- Generate 'Total Cost of Ownership' savings for customers.
- Expediently respond to customer requests for sales quotations providing price and performance specifications to meet customer requirements and maximize profit; draw a balance between customer needs and operational objectives; follow-up on customer inquiries and expedite when necessary.
- Thrill the customer understand the needs of customers by working with key customer personnel to provide high quality service; communicate clearly and professionally; perform with courtesy and politeness reflecting a positive company image.
- Understand customer orders documenting customer requirements such as specifications for timing and job scope.
- Expeditiously manage assigned sales territories using good organizational and time management skills including judiciously managing travel and other sales expenditures.
- Respond to customer complaints providing expedient resolutions to ensure customer satisfaction; display effective problem-solving techniques to determine problem definition and root cause; interface with other employees for problem resolution; communicate resolutions and obtain consensus where needed.
- Develop and nurture relationships with customers; develop new business opportunities.
- Create a positive work climate characterized by high morale, productivity and open communications; involve others in decisions and communicate effectively.
- Maintain communications with all departments to stay abreast of events and keep upper management informed of activities, significant problems, and accomplishments.
Knowledge Skills & Abilities Requirements
Candidates must be able to pass the background check that enables entry into the customer sites (including, but not limited to: Refineries, Power Plants, and Chemical Refineries). In addition, candidates must submit to periodic drug, alcohol, and hair follicle testing.
- Bachelor's degree in business or engineering. 5+ years of total experience in industrial service management or sales will be considered commensurate experience in lieu of a degree
- Minimum of 3 years' relevant experience in management across multiple service locations
- Previous commercial experience is highly preferred
- Proven ability to relate and communicate well to stakeholders at all levels, whether field technicians or executive leadership
- Valid driver's license required
- Previous track record of three to five years Selling in various industrial settings such as power plants, refineries, chemical plants, paper mills, steel plants and other industrial or manufacturing facilities.
- Strong knowledge of modern chemical cleaning procedures, equipment requirements, chemicals and metallurgy.
- Ability to develop chemical cleaning procedures for the operations team and customers.
- Demonstrated ability to read and mark-up piping and instrumentation diagrams, and isometric drawings.
- Flexible and able to adapt to changing environments.
- Existing knowledge of lubrication systems a plus.
- Willingness to travel approximately 25%
- Sales Target Range $3.0M) Already Established
- Geography: Phoenix or South California
Physical Requirements:
- Vision: minimum vision required to prevent injury from oneself and others
- Hearing: perceiving the nature of sounds with or without correction
- Talking: expressing or exchanging ideas by means of the spoken word
- Lifting small weighed objects constantly; 20-pound objects frequently and 25-50-pound objects occasionally
- Climbing ladders, stairs and ramps
- Balancing, pushing and pulling
- Crouching, kneeling, reaching and grasping objects
- Walking: move about inside the office and/or branch facilities as well as airport/travel needs
- Sit/Stand: Must be able to remain in a stationary position 50 percent of the time
- Capable of traveling as required