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Territory Manager
2 months ago
Job Description
Join our Sales team as a Territory Manager. The Territory Manager (TM) is responsible for meeting sales quotas in designated territories, developing ongoing, profitable relationships with customers and continually maintaining a professional image of the company. It will be the main goal of the TM to retain and grow established accounts as well as develop and close new business. Initially, the focus will be maintaining existing customers, building credibility, trust, and strong relationships. As those relationships develop and stabilize, there will be more time to grow new business. The ideal candidate will have the ability to recognize and develop new customer opportunities and the perseverance and tenacity to increase revenue and market share while meeting or exceeding the goals set by the company. This position must live in their territory and will involve significant travel, covering their territory and all of the accounts that make up their total revenue and potential opportunities for growth as well as advanced negotiating, organizational and communication skills while maintaining a strong attention to detail.
Key Position Results
Work directly with the customer to communicate and drive Worthington's strategy, pricing, product offering, etc.
Collect, interpret and communicate market intelligence
Maintaining Win/Loss data to help drive profitable growth and allow for the proper allocation of company resources to support these efforts
Identifying NPD initiatives and working closely with the product management team to support this development
Key Duties & Responsibilities
Demonstrates technical selling skills and product knowledge in all areas
Travel scheduled a month in advance to ensure appropriate travel and office time.
Product Development: Identify and prioritize future product-development requirements based on unmet customer needs as well as assist in new product launches by directly supporting the commercialization efforts for successful implementation.
Conduct quarterly reviews with Sales Manager to review sales expectations, performance, contractor and customer sales visits with key accounts and key performance indicators
Attend key account managers meetings quarterly with customers
Work directly with the assigned customers, and inside sales to obtain accurate information to support forecasting initiatives.
Relationships: Strengthen all current and potential customer relationships in the assigned areas of responsibility by building trust and collaborating with others. Demonstrates the highest integrity in balancing the support of customer needs with what is best for the business
Marketing Analysis: Maintain accurate records of all sales and prospecting activities for assigned territories
Proactively establish and maintain effective working team relationships with all support departments
Voice of Customer: Demonstrate the ability to gather and submit detailed business information and problem solving specific to pricing and market conditions relative to our customers current and future needs
Maintain professional internal and external relationships that meet company core values
Critical Skills, Knowledge and Abilities
Strong planning and communication skills
Strong negotiation skills as well as the ability to gain trust of key decision makers and influencers
Efficient computer skills in MS Office, Word, Excel and PowerPoint
Strong understanding of customer and market dynamics and requirements
Effectively interpret and make business decisions using financial information
Good attitude and team player a must
Previous voice of customer experience a plus
Must be a self-starter
Proven ability to achieve sales goals
Education / Training Required
3-5 years work experience, preferably in an industrial sales/marketing position
About Us
Worthington Enterprises (NYSE: WOR) is a designer and manufacturer of market-leading brands that help enable people to live safer, healthier and more expressive lives. Worthington Enterprises operates with three segments: Building Products, Consumer Products and Sustainable Energy Solutions. Worthington's emphasis on innovation and transformation extends to building products including water systems, heating and cooling solutions, architectural and acoustical grid ceilings and metal framing and accessories, and consumer products in tools, outdoor living and celebrations categories sold under brand names Coleman, Bernzomatic, Balloon Time, Level5 Tools, Mag Torch, Well-X-Trol, General, Garden-Weasel, Pactool International, HALO and Hawkeye. Worthington Enterprises also serves the growing global hydrogen ecosystem through on-board fueling systems and gas containment solutions.
Founded in 1955 as Worthington Industries, Worthington Enterprises follows a people-first Philosophy with earning money for its shareholders as its first corporate goal. Headquartered in Columbus, Ohio, Worthington Enterprises employs approximately 5,000 people throughout North America and Europe.
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