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Manager, Territory Sales

2 months ago

Charlotte, United States Global Industrial Full time
Global Industrial

Corporate Overview

For over 70 years Global Industrial has been an industry leader providing private label and brand name industrial equipment and supplies to businesses throughout North America.

We carry over one million industrial, material handling and business products that are sold through our website, corporate sales people and full color catalogs. We are constantly increasing our product offerings to meet the diverse and changing needs of our customers. Our customers include small to large corporations, institutions, government agencies and consumers across North America.

Key Responsibilities
  • sell to customers in a zip code defined territory supporting face-face sales with inside outbound managed accounts as well as prospect and develop high potential non-managed accounts
  • Call on all accounts in territory including Inside Outbound Managed Accounts, excluding outside managed accounts
  • Partner with Inside Outbound Account Managers to identify contacts for face-to-face meetings focused on solution selling
  • Continue to prospect high potential non-managed accounts in territory
  • Dedicated AMA to coordinate scheduling, process orders and quotes, manage bids with the Deal Desk, support customer service requests, align with SMEs and provide administrative support
Competencies and skills
  • TSM Solution Training and Carew training (holding a Carew Session for New Hires in January)
  • Sales VPs and Outside CSM will share new role with Brach CSMs (communication schedule; bill to build)
  • Outside CSM will review in territory accounts with Branch CSMs to determine the first set of accounts to arrange F2F meetings
  • Sales VP and CSM will develop script for AMs to introduce this new role to the customer
  • CSM and ASM will train AMs to identify the right moment in the selling process to offer a F2F engagement
  • AMs will begin to identify customer gaps that require F2F alignment
  • These opportunities will be logged in pipeline and reviewed by Outside and Outbound CSMs
  • CSMs will prioritize opportunities and pass them to the TSM assistant for scheduling
  • For new or reactivated accounts the TSM will only use the price contracts matrix for discounting (Assistant will manage)
  • Adjust PCS territory report to include outbound managed accounts and exclude Outside Managed accounts
EEO/AA Statement

Global Industrial provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.