Southwest Territory Sales Manager

Job Details
Level:    Experienced
Job Location:    Austin, TX
Position Type:    Full Time
Education Level:    4 Year Degree
Salary Range:    $ $ Base+Commission/year
Job Shift:    Any

Territory Sales Manager (Southwest Region)

Territory: Texas, New Mexico, Arizona, and California

This position is responsible for managing and growing sales within the Southwest territory, including key accounts and new business development opportunities across Texas, New Mexico, Arizona, and California. The role requires extensive travel—approximately 60–70% of the time—to effectively cover the territory, meet with customers, and support regional business needs.

Merritt Trailers, Inc. is family owned/operated and professionally managed. Merritt isn't just a place to work; it's a place to contribute your talents and take pride in a job well done With more than 70 years of representing the quality standard by which all livestock semi-trailers are judged, we know how to value each and every associate, empowering them to create and innovate solutions for our customers and community.

Benefits Package:

• 401(k) with company match

• Seven paid holidays, and one reserved holiday yearly

• Medical, dental, and vision insurance

• Health Savings Account option

• Company paid life insurance

• Voluntary short term and long-term disability

• Vacation and sick time that begins accruing upon hire

• Access to our Employee Referral Bonus Program

• Wellness Program- we want our employee to live healthy lifestyle and provide an annual health fair screening

The primary focus of this role is to drive sales growth and market share within an assigned territory by managing the complete sales pipeline for Merritt Trailer's livestock and gooseneck product lines. This includes direct sales efforts for livestock trailers and managing a dealer network for gooseneck trailers. The Territory Sales Manager is responsible for prospecting, lead generation, account management, dealer relationship building, and converting deals to achieve revenue targets, independently managing customer and dealer relationships within the assigned territory.

Key Responsibilities

Strategic Sales Planning 25%

• Develop and implement a comprehensive sales plan tailored to the assigned territory.

• Set realistic and challenging sales targets that align with corporate objectives.

• Execute direct and dealer sales strategies to maximize lead conversion and revenue generation.

• Assess sales metrics quarterly, identifying trends, opportunities, and areas for improvement.

• Review quarterly sales and marketing outcomes, addressing challenges and leveraging effective strategies to enhance both direct and dealer-driven sales.

• Analyze the sales pipeline and backlog for both direct and dealer channels to identify key opportunities and address bottlenecks.

Dealer Network Development 25%

• Proactively identify and onboard dealers, providing ongoing support and training.

• Foster strong, trust-based relationships with dealer partners to enhance brand representation.

• Engage key accounts and dealer partners through regular communication, relationship-building activities, and joint calls with the National Sales Manager as needed.

• Address client or dealer inquiries or escalations promptly, collaborating with relevant departments to maintain high satisfaction levels.

Communication and Collaboration 10%

• Communicate regularly with key accounts, dealers, and internal stakeholders.

• Collaborate with marketing and operational teams to align on sales initiatives.

• Provide training, product updates, and sales support to dealers to enhance their sales effectiveness and product knowledge for gooseneck trailers.

• Represent Merritt Trailer at regional trade shows, conferences, and dealer events to enhance brand awareness, generate leads, and support dealer network expansion.

Sales Management 40%

• Assess quarterly sales metrics, including lead count, quote count, conversion rates, SRP percentage to plan, and dealer performance metrics, reporting progress to the National Sales Manager.

• Maintain accurate records in CRM, ensuring transparency in pipeline development and tracking.

• Submit and review call reports, opportunity trackers, dealer activity logs, and monthly metrics with the National Sales Manager to ensure alignment with targets

• Submit accurate monthly expense reports, ensuring effective resource allocation for dealer and customer engagement activities.

 
Qualifications

Sales Experience:

• Proven experience in B2B sales, ideally within the trailer, agriculture, or transportation industries, with a focus on both direct sales and dealer network management.
• Demonstrated ability to manage a complete sales cycle, from lead generation to deal closure, independently.

Dealer Network Development:

• Experience building and managing a dealer network, with skills in relationship building, onboarding, and ongoing dealer support to enhance territory coverage and gooseneck trailer sales.

Technical Knowledge:

• Familiarity with industry products and specifications, particularly livestock and gooseneck trailers, to communicate product value to customers and dealers effectively.

CRM Proficiency:

• Proficiency in CRM systems for logging sales activities and managing the sales pipeline. Experience with Pipedrive is preferred.

Time Management and Organization:

• Strong organizational skills, with the ability to manage multiple accounts and dealer relationships, and prioritize tasks effectively within the territory.

Travel Requirements:

• Willingness and availability for overnight travel within the territory (up to 40-60%), including occasional weekend or evening duties.

Communication and Relationship Building:

• Excellent communication skills with a focus on relationship building and active listening to engage customers and promote Merritt Trailer's value proposition.

Education

• Bachelor's degree in Business, Marketing, Sales, or a related field preferred.
• Equivalent industry experience may supersede formal education requirements.

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