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Territory Sales Manager

1 month ago

Ohio City, United States Dana Incorporated Full time

Dana is a global leader in the supply of highly engineered driveline, sealing, and thermal-management technologies that improve the efficiency and performance of vehicles with both conventional and alternative-energy powertrains. Serving three primary markets - passenger vehicle, commercial truck, and off-highway equipment - Dana provides the world's original-equipment manufacturers and the aftermarket with local product and service support through a network of nearly 100 engineering, manufacturing, and distribution facilities.

Location: Mid-South USA - TX, NM, CO, KS, AR, OK, LA.

Position Overview

The Territory Sales Manager (TSM) is accountable for achieving the regional sales and profitability objectives. This role will pursue growth in Dana's industrial business within the regional geography. Candidates for this position must be located near major industrial target city (Preference for Houston, TX) and open to frequent travel to customers in the region and Dana facilities.

Essential Duties and Responsibilities:

  • Provides leadership for Dana's internal and external customers in all assigned tasks, while always upholding Dana's core values.
  • Achieve the region's revenue and profitability plan for Dana Industrial business. Establish an environment and foundation for sustainable future sales growth. Sells and teaches others how to sell the Dana value proposition to Dana's valued customers.
  • Direct the selling activities within the region, inclusive of resource deployment and customer interactions. Prioritizes Dana resources effectively and in accordance with Dana's corporate objectives.
  • Efficiently manages Dana's distributor relationships. Works in conjunction with the territory development and key account teams to ensure growth in defined key account segments.
  • Responsible for the region's forecasting and sales tracking requirements in a timely and defined manner.
  • Sets strategic vision for the region; develops and adheres to the approved business plan; and, accomplishes the growth initiatives that have been established in Dana's annual budget process.
  • Evaluates market trends and gathers competitive information, identifies trends that can affect current and future growth of regional sales and profitability.
  • Special projects as assigned.
  • Ability to travel as required to accomplish the objectives and requirements of the territory.
  • Be willing to and skilled in prospecting for new projects and customer opportunities.
Qualification/Competencies/Position Requirements:
  • Track record of growing territory sales and overcoming customer objections.
  • Ability to evaluate a sales territory, develop a territory roadmap and a desire to pursue new customer interactions. Be comfortable engaging with customers and prospects by telephone and online as needed.
  • Accountable with a sense of curiosity towards the unknown.
  • Working knowledge of the Stationary Industrial Market, Gear Reducer and Power Transmission Industry. (DANA Brevini product knowledge preferred)
  • Record of individual and TEAM achievements in prior sales positions.
  • Strong negotiating skills. Formal sales training courses a plus.
  • Oversee accounts receivable activity, escalating and resolving customer payment issues.
  • Strong interpersonal skills, Oral, written, telephone and presentation skills.
  • Ability to learn and retain product specific information and utilize to position the features and benefits to customers' needs.
  • Computer literate with knowledge of Microsoft Office applications, Microsoft BI, and CRM system Salesforce.com.
Education and Experience:
  • Bachelor's and/or Master's Degree in Engineering preferred
  • Industry experience of three to five years' in field sales will also be considered.
  • Preference given for direct experience with Industrial customers in stationary application of Power Transmission and Gear Reducer engineering and/or sales.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.

Unsolicited Resumes from Third-Party Recruiters

Please note that as per Dana policy, we do not accept unsolicited resumes from third-party recruiters unless such recruiters were engaged to provide candidates for a specified opening. Any employment agency, person or entity that submits an unsolicited resume does so with the understanding that Dana will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person or entity.

Join our team of 40,000 problem solvers who are fostering a culture of innovation by leveraging the diverse perspectives of our global team. We believe in facing challenges head-on by finding opportunity and uncovering possibility, where roadblocks and barriers become targets instead of obstacles. We are One Dana with limitless opportunity.

Our Values
  • Value Others
  • Inspire Innovation
  • Grow Responsibly
  • Win Together