The Blueprint (Role Profile)
Reporting to the Regional Sales Director, the Territory Sales Manager (TSM) is responsible for developing, cultivating and driving strong sales partnerships with Distributors and End Users in our Central region. End-User business typically requires an increased hands-on approach to meet the customer demands and best local competition.
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The Build (Responsibilities)
- Establish, develop, and maintain business relationships with current customers and prospective customers in assigned territory to generate new business to achieve or exceed sales goals.
- Leverage value selling techniques to listen and understand customer needs, and demonstrate the ability to identify viable solutions and business opportunities.
- Develop “pull through” sales & marketing campaigns for Key Distributors.
- Obtain and maintain excellent product knowledge in order to present entire product line, demonstrating technical knowledge regarding function and application.
- Develop an end-user funnel to target large scale conversion to Apex Tool Group brands.
- Identifies opportunities for sales process improvements based on territory feedback and competitive actions.
- Works closely with internal support functions (marketing, product development, operations, customer service, etc.) to drive metrics and maintain strong relations.
The Toolbox (Qualifications)
- Demonstrated successful track record of achieving or exceeding sales goals in an industrial or manufacturing environment and/or working in industrial/OEM markets.
- Knowledge and experience in demand creation processes at end user level, ability to leverage to drive sales
- BS in Business, Marketing, or related field; may consider 5+ years related outside sales experience in lieu of degree
- Experience using value based selling to drive sales and customer relationships.
- Strong written, verbal, presentation, PC, and communication skills; ability to build trust and credibility
- Ability to work independently and handle multiple projects simultaneously
- Flexible and adaptable to change and ability to work in a fast paced environment
- Ability to influence and drive approval from various stakeholders at all levels
- Prior CRM usage and experience, SalesForce.com
Originally posted on Himalayas
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