Territory Sales Manager
SUPERIOR SCALE INC · MD- American Scale, Baltimore, Maryland, United States
The Territory Sales Manager role is critical in how value is delivered to our Industrial customers who rely upon weighing as a critical control point in their businesses and operations. The TSM will be trusted upon by customers to identify automation opportunities that include and extend beyond weighing. Our customers rely upon this position as their trusted advisor to support their weighing process and production goals. These include focus areas that center around safety, compliance, productivity, and performance. Additionally, the TSM role advises on critical topics such as preventative maintenance services, calibrations, service and repairs, and installations on industrial scales and other weighing equipment to support their operations.
The Territory Sales Manager (TSM) role serves as a key leader within the assigned territory and, together with the Operations Manager, is responsible for sales performance, relationship development, and business growth. The TSM for this specific sales role will focus considerable energy toward sales of multiple brands of industrial weighing equipment including, but not limited to METTLER TOLEDO. This specific role represents a new approach that supports our recent acquisition of Superior Scales, Inc. (SSI), which will enable sales beyond the traditional METTLER TOLEDO product portfolio. This role will also leverage all resources and CIS team members to succeed in cross selling the full CIS portfolio.
The TSM will be responsible for the development and execution of a comprehensive business plan to drive business growth in the assigned territory and to support the Carlton Sales Process. This will include a significant focus on proactive territory and account planning and disciplined execution that can be demonstrated through Sales Operations KPIs and CRM analytics. Additionally, this role is responsible for building brand awareness and exposure for CIS, expanding of our database of customer contacts and installed equipment, participating in local and area trade groups and industry forums, and developing long-lasting mutually beneficial relationships.
Essential Job Functions:
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Increase market share, total sales, and profitability through disciplined execution of territory business plan and Carlton Sales Operations process; primary areas of focus are Industrial Weighing & Automation solution offerings
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Cross-selling across the full CIS portfolio is essential
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Closely partner with Operations to ensure a fully unified approach to serving our territories and in growing our business
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Fully own the entire sales process for every sale and every engagement; collaborate with Operations to deliver a “Weigh Better” customer experience
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Ensure consistent delivery of commitments for monthly new orders and execution of backlog to support all financial targets
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Actively focus on selling ongoing service agreements with every equipment sale; understand and be able to effectively communicate the range of value-added services we can provide and why different than the competition;
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Be able to present an overview of Who is CIS in an authentic, compelling, and memorable way; ensure this can be done in from of any audience type, at any time
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Enhance and increase the depth and range of territory database information on new and existing customers
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Integrated use of all OEM Sales & Training tools for maximizing engagement; creatively partner with OEM Marketing, Sales, & Support teams to execute all sales opportunities (as required)
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Proactive and detailed time and schedule management
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Prompt, professional, and detailed follow up on all customer engagements
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Planned, committed, and proactive cold calling
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Focused and planned site visits and on-the-fly check-ins
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Effectively plan and lead sales presentations to focus on knowledge of application opportunities, monetized pain points, and consultative solution selling
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Prompt and detailed follow up on all leads (target within 24 hours)
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Maintain professionalism, diplomacy, sensitivity, and tact to portray the Company in a positive manner, regardless of the situation
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Stay of abreast of Industry changes, new products or services by attending training sessions, demonstrations, or other training opportunities
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Actively lead efforts to understand competition in assigned territory and to create active strategies that drive actionable insights
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Support all CIS order fulfillment and workflow process requirements with a “no excuses” attitude and mindset
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Work cross-functionally within CIS and with all external third-party vendor partners to ensure all customer deadlines and commitments are successfully achieved
Accountability
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Fully understand and support all CIS Safety Policies & Procedures; commit to timely and complete support of all Safety initiatives and programs
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Fully understand and commit to application of the Hierarchy of Controls model to identify, manage, and remove/mitigate all job hazards for every job, every time
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“Science of Weighing:” Demonstrate knowledge of and competence with Weighing Quality Management and be able to effectively communicate with various customer stakeholders
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Meet and exceed all territory Sales performance targets and commitments
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Responsible for customer retention, penetration, and risk mitigation in territory
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Someone who can be trusted and counted on to follow through in service to our customers and CIS
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Ensure all administrative and workflow requirements are fully supported on all orders
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Stay aware of technology developments, competitive positioning, and industry trends
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Time is of the essence, for Customers and CIS
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Answer the Bell; meet all deadlines
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Demonstrate professional attitude, appearance, and communication at all times
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Follow all company procedures, rules and regulations outlined in the Employee Handbook and Policy & Procedure Manual; “Details Matter”
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Ensure vehicle service and maintenance requirements are met and notify supervisor of needed repairs as they arise.
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Always be aware of the impact of your decisions as seen through the eyes of the customer and as seen through CIS
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Always consider the value created by CIS and how that is perceived by the customer