Purpose of Role

As a Territory Sales Manager you will be responsible for driving sales growth within your assigned territory. You will develop strategic sales plans, foster new customer relationships, and build a robust opportunity pipeline. Your role is pivotal in demonstrating our value engagement sales process and ensuring all activities are meticulously documented in Salesforce.

Areas of Accountabilities:

• Planning & Execution:
  • Develop a comprehensive territory sales plan that aligns with the company's strategic goals.
  • Build and maintain an opportunity pipeline by leveraging market analysis and identifying key areas for growth.
  • Stay current with industry trends, competitive landscape, and product knowledge.
  • Meet or exceed sales targets by executing the territory sales plan effectively.
  • Perform cost-benefit and needs analysis of existing/potential customers to meet their needs.
  • Reach out to customer leads through cold calling.
  • Expedite the resolution of customer problems and complaints to maximize satisfaction.
  • Utilize selling tools such as Salesforce, LinkedIn, and ZoomInfo

• Customer Engagement:
  • Cultivate new and maintain existing customer relationships by identifying potential clients and conducting outreach to demonstrate our products/services through value engagement selling.
  • Demonstrate the value engagement sales process to customers through execution of pre-meeting plans, high-impact presentations, and negotiations.
  • Partner with Customer Service Account Specialists to support customer needs and challenges including forecasts and pricing updates.
  • Develop and sustain sales relationships with key decision makers and influencers at all levels of the organization.

• Salesforce Execution:
  • Document all sales activity in Salesforce with precision, ensuring data integrity for reporting and analysis.
  • Leverage Salesforce CRM to improve time management, travel planning, pipeline prioritization, and execution.

• Cross Functional Collaboration:
  • Collaborate with the sales team to share best practices and support the achievement of collective goals.
  • Collaborate with Sales, Engineering & Design, Sales Ops, and Marketing for insights to support and grow opportunity pipeline.
  • Provide feedback from the field to Sales Leadership for new product opportunities.

• Training & Development:
  • Actively participate in company sponsored training and events.
  • Learn and demonstrate proficiency in value engagement and high-impact presentation process.
  • Undertake self-development activities, seek increased responsibilities, offers help when needed, and volunteer readily.
  • Partner with National Sales Manager to develop a career development plan.

Knowledge, Skills, and Experience

• Must be located within the Territory (FL, GA, AL, MS, LA)
• BA / BS degree required.
• Proven work experience as a sales representative.
• Familiarity with BRM and CRM practices along with ability to build productive business professional relationships.
• Highly motivated and target driven with a proven track record in sales.
• Excellent selling, communication and negotiation skills.
• Time management and organizational skills.
• Ability to create and deliver presentations tailored to the audience needs.
• Self-awareness, relationship management skills, and openness to feedback.
• Experience using Salesforce preferred.
• 2 to 3 years of business-to-business field sales experience required; 3 years preferred.
• Consultative selling, retail, manufacturing, supply chain or B2B experience preferred.
• Acceptable motor vehicle report due to the operation of a company vehicle.
• Excellent knowledge of MS Office (Excel, Word, PowerPoint, Outlook)

Other Requirements:

• Minimum 50% of time spent traveling by airplane.
• Job may require physical lifting of product. (Samples of crates, trays, pallets, etc.)