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Territory Manager

4 months ago

Toledo, United States Industrial Tube & Steel Corporation Full time

Role and Responsibilities


Primary responsibility is growing topline revenue, pounds and gross profit through new account acquisition and growing existing customers product mix in the Greater Toledo, Ohio marketplace. Key job responsibilities will include, but are not limited to:

  •  Develop and execute a territory sales plan for review with Director of Sales.
  •  Developing a territory growth strategy.
  • Prospecting and developing new customers.
  •  Growing existing customers.
  •  Continually learning product and positioning.
  •  Listening to customer needs and making sure customer issues are addressed and resolved.
  •  Initiate internal meetings with management and account managers to collaborate on any customers’ special projects or large opportunities.
  •  Awareness of competitor strategies and pricing.
  •  Become involved in your local trade organizations.
  •  Own your territory. Marketing, Sales Strategy and Networking are all part of this ownership.
  •  Must always have a minimum of 5 target accounts.
  •  Work in a team selling environment with internal resources such as Account Managers, Ops and Mgmt. 
  •  Exhibit effective communication skills, drive and self-motivation.
  •  A full and accurate pipeline must be maintained within the CRM (Microsoft Dynamics 365). The CRM is a tool to help each individual and the team to reach their goals. If it’s not in the CRM, it didn’t happen. 
  •  Maintain an accurate shared calendar.
  •  Provide ongoing customer service to existing customers.
  •  Be prepared and participate in weekly remote team huddles.
  •  Must be in the office minimum of 2 half Mondays per month to participate in sales huddles, meetings, etc.
  •  Be prepared for monthly individual meetings.
  •  Prospecting for new business which offers the greatest potential for long-term, sustainable relationships. Goal of 5 new appointments per week.
  •  Encouraging customers to develop a long-term, sustainable relationship with I.T.S. through cross-selling, parallel selling, value added services, and inventory management plans.  
  •  Assessing the profit potential and credit worthiness of all accounts- existing and prospective.
  •  Assessing your accounts and determining which require your attention and which can be serviced by our account managers.  
  •  Represents Industrial Tube & Steel with integrity, professionalism, and honesty.  
  •  Meet or exceed specific KPI’s.


Key KPI's

  • Gross profit increase.
  • New accounts opened per month.
  •  Existing account growth.
  •  Increase overall pounds/customer.
  •  Pounds growth.
  •  New business growth.