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Territory Sales Manager
2 months ago
Miller Electric Mfg. LLC is a leading manufacturer of arc welding products, committed to setting the standard for reliability, quality, and responsiveness. Our company was founded in 1929 with an innovation that responded to customer needs, and we continue to grow and evolve to meet the demands of the industry.
Job SummaryWe are seeking a highly motivated and experienced Territory Sales Representative to join our team in the Northwestern region. As a key member of our sales team, you will be responsible for building and strengthening relationships with OEM and local upfitter partners, developing and executing targeted account plans, and driving sales growth in the region.
Key Responsibilities- Build and Strengthen Relationships: Foster collaboration with OEM and local upfitter partners to advocate for Work Truck Solutions, promoting growth strategies that benefit both partners and Miller.
- Strategic Account Development: Cultivate inclusivity by developing and executing targeted account plans for both upfitters and end users, ensuring representation from diverse perspectives.
- Sales Growth: Develop and implement territory and account plans with strategic end users and upfitter partners to aggressively grow Work Truck Solution sales and market share, recognizing and valuing diversity in customer needs.
- Product Advocacy: Promote inclusivity through product trials and demonstrations, leveraging technical specialists where needed, to support conversions and cross-sell opportunities for a broad audience.
- Market Understanding: Embrace diversity by understanding and addressing the unique drivers and pain points within target markets, utilizing an evidence-based sales process to drive conversions.
- Training Coordination: Ensure inclusivity in upfitter training needs, including Work Truck product knowledge and service, recognizing and accommodating diverse learning styles.
- Marketing Support: Collaborate with the marketing team to ensure campaigns and promotional planning are inclusive, reflecting a diverse range of perspectives and needs.
- Industry Representation: Act as the face of Miller Work Truck Solutions at national/local industry tradeshows and customer/end user events, fostering connections and relationships with a diverse audience.
- New Product Development Support: Champion inclusivity by serving as a divisional liaison within the territory to assist in new product development, ensuring diverse perspectives are considered.
- Pipeline Management: Effectively manage a continuous pipeline of sales opportunities through prospecting, consistently tracking progress, and updating the company CRM system with a commitment to expand our business relationship matrix.
- Effective Communication: Communicate inclusively at all levels, building strategic relationships internally and externally with an appreciation for diverse perspectives.
- Territory Management: Manage the assigned territory with an inclusive mindset, prioritizing key accounts and activities while leveraging internal and external resources to address diverse needs.
- Minimum of 5 years of related sales experience.
- Bachelor's degree in Technical or Business Discipline required.
- Proven track record of developing positive and inclusive customer relationships.
- Challenger and positive mindset, capable of educating end-users to think differently about their business with sensitivity to diverse perspectives.
- Excellent communication skills and strong interpersonal skills with an appreciation for diversity.
- Disciplined, self-motivated, and a team player in an independent and self-directed environment.
- Extensive travel within the territory required.
- Strong consultative and value-selling skills with the ability to convert new business while considering diverse customer needs.
- Proficient in Microsoft Office and CRM systems.
- Industry knowledge of the construction, heavy equipment, work truck, and/or equipment rental marketplace.
- Good technical aptitude relative to tools and equipment used on a worksite (e.g., generators, welders, air compressors, hydraulics, etc.).
ITW is an equal opportunity employer committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. We value our colleagues' unique perspectives, experiences, and ideas and create workplaces where everyone can develop their careers and perform to their full potential.
