Territory Manager

2 months ago

Springfield, United States ENTEC Services, Inc. Full time

Ensure the growth of ENTEC through recurring revenue streams by researching and prospecting new customers and securing mechanical project work. Develop the prospective database within Salesforce CRM software by finding opportunities for business through phone calls, referrals, networking, past ENTEC projects etc. Leverage Salesforce and Subject Matter Experts to transition prospects into ENTEC customers with TSP's and Extra work. Maintain customer base through quarterly call plan to ensure client satisfaction and respond to changing needs.Responsibilities include but are not limited to:Ability to qualify prospects, verify opportunity, make effective sales presentations, answer questions and objections in proficient and responsible manner using the SECorps Sales Process. Aggressively manage proposals to close sales.Identify prospects in assigned market, promptly follow-up on leads and referrals. Maintain an active backlog of proposals to assure booking goal is consistently met. Establish customer rapport and identify needs. Know the customer and understand the market forces to effectively sell price escalations. Promptly respond to notices of cancellation with a well-researched salvage plan.Understand the prospect's organization and decision-making process. Anticipate and answer objections. Commit the prospect to a decision-making timeline.Engage and coordinate ENTEC resources, such as Subject Matter Experts, Service Project Specialists, Project Managers, System Specialists, Service General Manager, Mechanical Service Technicians and Executives, as required, to ensure ENTEC delivers the outcomes the customer needs for their success.Maintain a timely, accurate and thorough record of interaction with the customer's key stakeholders in Salesforce.com, including but not limited to phone calls, e-mails, personal interactions, proposals and bookings.Complete required training and development objectives within the assigned time frame. Keep self-informed on policy and procedure changes and technical improvements relating to ENTEC's products, processes, systems and services.Understand the relationship between performance, customer satisfaction and new business. Participate in the sales process as required to meet the needs of clients. Manage ENTEC resources to ensure reports and proposals address the customer's priorities. Encourage customers to use all services available from Entec. Understand how to move ENTEC Key Performance Indicators that ensure achievement of objectives.Ability to increase customer's perception and use of ENTEC's services. Using ENTEC's technical resources, provide prompt, cost effective solutions to customer's problems. Provide engineered solutions to help customers operate consistent with their mission and purpose. Build customer confidence.Keeping abreast of current developments in procurement strategies, efficient systems and best practices. RequirementsQualifications and CapabilitiesRequired:Outside sales experience with a strong emphasis on prospecting.A strong work ethic with a burning desire to succeed.Desired:Industry experience is a plus but will train the right person.Four year degree in Business, Marketing or Mechanical EngineeringSkills, Knowledge and AbilitiesExcellent verbal and written communications skillsExceptional negotiation and persuasion skillsMust project a professional imageMust possess the desire and capabilities to effectively make "cold calls"Must be a self-starter, with ability to work well as part of a team and independentlyAbility to use time productively, maximize efficiency, and meet challenging work goalsAble to demonstrate a commitment to accuracy and quality while meeting goals or deadlinesMust possess and maintain an exceptional work ethic, uphold company values, and demand the highest standard of conduct from self and othersFluent in Microsoft applications and customer relationship management software. Salesforce experience is a plus.About ENTEC ServicesENTEC Services, Inc. fields a best-in-class team of professional engineers, mechanical service technicians,building automation experts, and sales and administrative professionals whose unique interaction andcollaboration get to the root cause of the issues building owners face.ENTEC provides an unmatched level of accountability and expertise in troubleshooting, problem solving,verifiable preventive maintenance, and energy services. Our passion to serve clients is driven by the corevalues of Integrity, Service, Excellence, and People that govern our decisions.

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