Territory Sales Manager

4 weeks ago

Tampa, Florida, United States The Heico Companies Full time
Job Summary

We are seeking a highly motivated and experienced Territory Sales Manager to join our team at The Heico Companies. As a key member of our sales team, you will be responsible for developing and executing a strategy to drive revenue growth and increase market share across our Industrial Shredder product line.

Key Responsibilities
  • Own and drive profitable revenue growth and increase market share across the complete Industrial Shredder product offering.
  • Develop new customers using various forms of communication, networking, and lead generation.
  • Possess knowledge of, and be able to speak and teach accurately on, the features and benefits of the entire Industrial Shredder product line.
  • Work with our CRM software to record all calls, visits, and sales, and ensure all sales data is accurate and up to date as well as report daily and weekly activities.
  • Understand the competitive industry environment of Slow Speed Shredders and use that knowledge to maximize profitable sales opportunities.
  • Ensure that all inquiries and communications from customers regardless of day or time of day within reason to build and maintain a relationship with customers built on reliability.
  • Maintain a high level of expertise in the competitive landscape including competitive product and pricing strategy.
  • Analyze potential partner relationships that can either enhance current offerings or fill necessary gaps in offerings.
  • Continually update personal knowledge of new products, new concepts, product enhancements, and how they may apply to existing or new markets.
  • Leverage 80/20 and continuous improvement principles in all aspects of product management, decision making and actively participate in on-going project teams that maximize overall organizational effectiveness and efficiency.
  • Maintain a consistent flow of new ideas, especially for cost cutting and improving sales techniques.
  • Recruit, hire, and train third-party sales representatives
  • Identify customers and sales opportunities by analyzing sales data and consumer trends.
  • Attend essential industry trade shows as needed.
  • Be able to travel overnight 3-4 days a week. Travel a defined sales territory and maintain direct contact with and educate existing and potential customers on the complete manufactured product line e.g. features, benefits, options, competition, etc., analyzing customer equipment needs and job conditions while promoting interest in our products.
  • Communicate daily to the office providing a weekly itinerary and updated as changes occur; daily customer contact with respective equipment interest; where applicable, third-party sales rep contact; and reports to the office and North America Sales Manager. Plan and maintain travel schedule and mode of transportation congruent with territorial requirements and ensure that expenses are controlled commensurate with responsibilities.
  • Maintain all required reports to include customer sales contact reports, monthly review reports, expense reports, etc. Provide a monthly, quarterly, and yearly forecast; updated the first of every month. Report all lost sales and competitive activity in assigned territory. Submit quarterly evaluation/summary of territory to include lost sales and why, position in marketplace, competition profiles to include who-what-where & how, third party sales rep evaluation where applicable and suggested changes, product evaluation and recommendations; overview of problems and needed changes. Assist in collecting competitive intelligence, prices, quotes, specifications, etc.
  • Make it easier for customers to do business with The Heico Companies.
  • Advise The Heico Companies leadership of any assistance or tools needed to close a deal.
  • Coordinate and assist in customer visits to The Heico Companies' facility as necessary.
  • Maintain knowledge of general safety requirements and adhere to safety procedures; protective safety equipment may be required.
  • Live by The Heico Companies' core values.
Requirements
  • College level grad or higher in a related technical field and/or engineering as well as marketing, product management and/or sales experience in a manufacturing company environment. Advanced technical or business-related degree is an advantage.
  • Previous experience selling shredders and related processing systems
  • Experience selling shredders and complete systems designed to process a product or material preferred.
  • Demonstrated ability to initiate, cultivate and maintain relationships with personnel at all levels of end users of shredder equipment similar in scope to our products manufactured.
  • Knowledgeable of direct sales practices
  • Proficient computer skills (MS Office- Outlook, Word, Excel and PowerPoint)
  • Ability to work independently.
  • Ability to manage a vast sales territory and set priorities.
  • Ability to read, write and utilize mathematical skills.
  • Excellent communication, organizational and customer service skills
  • Professionalism in all aspects of building and maintaining business relationships.
  • Superior time management skills and strong attention to detail
  • Provide input into trade show selection and other marketing initiatives.
  • Prepare cost estimates, proposals, and sales presentations.
  • Cultivate, manage, and develop customer relationships.
  • Provide technical support.
  • Coordinate product testing
  • Must hold a valid driver's license.
  • Must hold or be able to obtain a valid passport.
  • Must have an in-depth understanding of, or experience in, highly concentrated global OEMs, and Distribution sales.
  • Understand customers' buying cycle and decision-making process.
  • Must have a passion for technology and innovation.
  • Must have a good working understanding of selling and marketing in a global environment.
  • Strong attention to detail and organizational skills with the ability to manage multiple priorities independently.
  • TRAVEL
  • Must be able to travel up to 50% of the time.
About The Heico Companies

The Heico Companies is a leading manufacturer of shredding systems serving customers throughout the world. We are an equal opportunity and affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex/gender, sexual orientation, gender identity, age, ancestry, national origin, marital status, citizenship status (unless required by the applicable law or government contract), disability or protected veteran status or any other status or characteristic protected by law. The Heico Companies is committed to a diverse and inclusive workforce. Accommodation is available during all stages of the recruitment process in accordance with the Human Rights Code.

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