Territory Manager

4 weeks ago

Carrollton, United States CareerBuilder Full time

KEY RESPONSIBILITIES

Sales Planning

Create meaningful business relationships deep within the customer's organization with many key decision makers, influencers and stake holders.
Challenge the status quo through value selling activities that provide key insights into their business and markets served that offer value to the customer and position IEWC as the preferred supplier / manufacturer.
Establish themselves and IEWC as trusted advisors through providing differentiated business solutions and best in class service and support.
Develops specific strategies that align specific IEWC solutions to drive down the customer's total cost and establish IEWC as the preferred business partner.
The Territory Manager develops customer loyalty through being an effective teacher to the customer and enhance the customer experience with IEWC.
Offers unique and valuable perspectives on the market.
Helps the customer navigate alternatives,
Helps the customer to avoid potential land mines.
Educates the customer on new issues and outcomes.
Creates and environment that makes us "easy to do business with".
The Territory Manager has widespread support across the organization.

Sales Activities

In collaboration with appropriate Customer Service support, manage their account base to accelerate Gross Profit $ growth. This includes working on bid packages, quotes, product development and training.
Effectively prospect to win new business at the highest margins.
Achieve objectives around customer profitability.
Manage his/her business through the utilization of the IEWC's sales process in order to achieve his/her territory plan - work the plan and plan the work.
Fully leverage the CRM to manage their opportunity pipeline.
Utilize the commercial reports to analyze their accounts with regards to performance and activities. Provides sales forecast.
Provide specific, timely feedback to their direct manager and customer service teams.
Build specific customer roadmaps to establish key decision makers, influencers and stake holders and determine specific selling strategies to optimize growth.
Be an expert in their customer's business by gaining a deep understanding of their internal goals, objectives and processes as well as their external environment including their key markets and customers.
Develop meaningful business relationships with key suppliers to leverage their expertise, gain their support and create mutually beneficial business relationships.
Actively work with all facets of the customer's business to build value.
Create a robust opportunity pipeline, with a focus on increasing the win rate percentage, maximizing the average deal size and increase the velocity within the pipeline (shorten sales cycle).
Continually look to improve themselves through gaining key insights into the markets, products or to develop specific skills to be a more effective seller.

Marketing Support

Provide timely feedback on key market intelligence with regards to competitors, suppliers, products to Marketing and Sales management.
Secure and communicate through the CRM growth opportunities.
Coordinate with Marketing to utilize market knowledge, product data or campaigns to develop business opportunities.

Personal & Team Development

Actively participate in opportunities to improve individual knowledge of the company, products, markets and systems.
Follow a path of continuous improvement, using both internal and external resources to enhance technical knowledge and sales skill levels.
Participate in regional SRM sessions.

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