Territory Sales Manager

1 week ago

Lubbock, Texas, United States TrueNorth Steel Full time
TrueNorth Steel - Lubbock
401 N Loop 289
Lubbock, TX 79403, USA

Description

PAY RATE:
$85K+DOE w/Incentive Program + Full Benefits Package

LOCATION:
Remote in Texas

SUMMARY OF RESPONSIBILITIES
This position requires the knowledge of principles and practices for promoting and selling our
modular vehicular bridges, pedestrian bridges and other bridge related products. This includes
understanding and implementing market strategies and tactics, maintaining extensive product
knowledge and skills, sales techniques, and pricing strategies. This position requires customer
needs assessment, meeting their requirement standards for product and services and ensuring we meet
the customer's goals/objectives. The Territory Sales Manager (TSM) works and travels within a given
geographic region.

ESSENTIAL POSITION RESPONSIBILITIES

  • Promoting the company and its strengths, sell our products to consulting civil engineering firms,
county engineers, Federal and State D.O.T. engineers, townships, municipalities, State and Federal
agencies, and contractors within the territory. Sales strategy includes the utilization of TNS
Bridge Engineer and Director of Sales as required.

  • Compile lists of current/prospective customers for use as sales leads, based on information from
the web, newspapers, business directories, and other sources. Maintain a current customer list for
the Bridge Inside Sales Team, Estimators, and management in TrueNorth Steel's CRM platform.

  • TSM will place special emphasis upon the promotion and sale of Modular Vehicular and Pedestrian
Truss bridges by calling on potential specifiers, project owners and contractors. TSM will
coordinate efforts with the TrueNorth Steel Bridge Inside Sales Team.

  • Travel throughout your assigned territory; calling on existing and prospective customers to
follow up on orders, develop a strong relationship and inquire about future projects.

  • Emphasis on explaining our products; using skills developed in the field and through training,
emphasizing their features and benefits to the customer as a solution to their project.

  • Prepare bids with Bridge Estimating and pricing strategy with the Director of Bridge Sales;
ensuring we are bidding with the expectation of winning the project. Knowledge of the project
specifics and pricing protocol is critical.

  • Maintain and have a full and current understanding of market pricing.
  • Determine price competition (market) and recommend pricing based on research.
  • Gather competitor pricing information from contractors at bid time to assist with TNS bids.
  • Negotiate sales with customers after the bid by adjusting prices where necessary to gain the
sale.

  • Gather competitor pricing information from contractors after a bid to help provide market pricing
intelligence.

  • Monitor customer projects/product preferences to determine focus of our sales efforts.
  • Attend sales meetings as required.
  • Explain and implement our Terms & Conditions to customers and potential prospects. Negotiate a
signed TNS quote including the TNS Terms & Conditions vs customer P.O. or contract.

  • Negotiate an estimated date of delivery with the customer, based on the customer expectations and
TrueNorth Steel's production and delivery schedules.

  • Assist TrueNorth Steel's accounts receivable with payment collections as needed.
  • This position interacts and cooperates with all segments of the sale and sales support;
specifically with the Sales team, Estimators, Engineers, Director of Sales, production/operations,
logistics, accounting, and executive management. Sound judgment is required to balance customer's requirements
with our Company goals and objectives (Mission Statement).

  • Attend regular weekly meetings with Inside Sales and Estimator teams as required.
  • Travel to training seminars for product education and/or personal sales development are required.
  • Attend and participate in local and regional tradeshows/conferences; working in conjunction with
the Director of Sales and the Bridge Engineer to ensure adequate coverage (personnel) and booth
set- up, booth attendees and tear-down are accomplished.

  • Resolve customer complaints/concerns with the appropriate staff. Note and report in the Non-Conformance/ Corrective Action program.
  • Willing to work flexible hours when necessary.
  • Prompt and dependable attendance.
  • Other duties as assigned.
KNOWLEDGE, SKILLS AND QUALITIES

  • Strong knowledge of Microsoft Office.
  • Exceptional communication skills. Able to interface professionally with customers and Inside
Sales team.

  • Knowledge and/or certification in continuous improvement and quality control.
  • Ability to accurately read and understand detailed civil construction plans and specifications
and understand accepted industry installation procedures.

  • Effective at multi-tasking/time management.
  • Driven personality, with a strong desire to succeed in the workplace.
  • Ability to effectively build relationships with customers and co-workers.
  • Ability to take care of the customers' needs while following company procedures.
  • Ability to communicate effectively with others using the spoken word.
  • Ability to be truthful and be seen as credible in the workplace.
  • Ability to get along well with a variety of personalities and individuals.

EDUCATION AND WORK EXPERIENCE

  • High School Diploma or GED required.
  • Bachelor's degree in Business/Sales/Marketing or related field.
  • Professional sales experience or consultative experience in a similar field preferred.
Qualifications

Skills

Required

Computer Skills

Advanced
Communication

Advanced
Advanced
Relationship Building

Advanced
Integrity

Advanced
Advanced
Experience

Preferred

5-8 years:

5-8 years:

Professional Sales or Consulting
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.

However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.

41 CFR c)

#J-18808-Ljbffr

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