JOB SUMMARY The Territory Sales Manager is an individual contributor role responsible or generating leads, qualifying prospects, and closing sales in person, over the phone, via email, or through virtual meetings. You will play a key role in driving revenue growth by developing strong customer relationships with both professional concrete cutters, contractors, and distributors. This position drives revenue growth through effective account management, sales strategy implementation, and process optimization without direct reports. Responsibilities include: - Manage all sales activities within designated geographic region, including travel up to 75% of time
- Conduct regular customer visits, job site visits, trade shows, and product demonstrations
- Identify the specific needs of customers and provide recommended products and solutions to ensure the customer’s success in any application
- Provide product descriptions, recommendations, and utilization advisory to add value beyond providing the product
- UNDERSTAND THE JOBS OUR CUSTOMERS ARE WORKING ON!
- Analyze territory performance and competitive landscape to identify growth opportunities
- Assist in developing pricing strategies and negotiate contracts within established guidelines
- Build strong relationships with key decision makers at distributor and contractor accounts
- Provide technical expertise and product training to customers and end-users
- Respond to customer inquiries, resolve issues, and ensure high levels of customer satisfaction
- Maintain CRM data integrity for all assigned accounts, including logging customer meetings/calls, and updating relevant contact information
- Support marketing initiatives including trade shows, product launches, and promotional campaigns
- Maintain comprehensive knowledge of Dixie Diamond product line, applications, and competitive advantages
- Stay current on industry trends, competitive products, and emerging technologies in diamond cutting tools
- Maintain and manage consistent expense report tracking relative to budget in Concur Expense Management System
- Analyze sales data to identify trends and opportunities within assigned territories
- Implement and optimize personal sales processes to improve efficiency
- Participate in regular sales meetings to review performance
- Resolve customer issues effectively and independently
- Monitor competitive landscape and market conditions
- Adapt to new sales technologies and methodologies
- Ensure adherence to company policies and procedures
- Additional items as assigned by manager
PRINCIPAL CONTACTS INSIDE/OUTSIDE THE COMPANY This position interacts with prospective customers, current customers, project managers, inside sales associates, outside sales managers, marketing, supply chain, and manufacturing teams. COMPETENCY OR POSITION REQUIREMENTS - Proven experience in sales in the concrete cutting and/or constructions industries, preferably selling diamond tools and equipment
- Demonstrated skills at determining who are the true decision makers, gatekeepers and champions at existing and prospective customers
- Excellent communication and interpersonal skills
- Strong negotiation and closing abilities
- Self-motivated and goal-oriented
- Comfortable using CRM and ERP systems
- Skills in building and maintaining productive relationships with people in other departments, including those who may have different points of view
- Effective in ensuring proper hand-offs occur from Sales to other functional areas
- Being accessible, positive and open
- Extensive travel within assigned territory (up to 75%)
- Occasional travel for training, trade shows, and company meetings
- Remote-based position with regional territory coverage
- Ability to use technology tools, such as Microsoft products and Epicor CRM, effectively
- All Armor employees are also expected to demonstrate Armor’s core values of being:
- Customer-Focused
- Passionate about Work
- Solution-Oriented
- Driven by Integrity
EDUCATION AND/OR EXPERIENCE - Bachelor’s degree preferred/equivalent relevant experience also acceptable
- 3+ years of experience preferred selling into concrete cutting or construction industries
- Proven track record of meeting or exceeding sales targets
- Strong understanding of sales methodologies and best practices
- Proficiency in CRM systems and sales analytics tools
- Strong problem-solving and decision-making abilities
- Self-motivated with excellent time management skills
EQUIPMENT USED This position will routinely use a cell phone, personal computer, and truck. WORKING AND PHYSICAL CONDITIONS Primary work environment is traveling to customer locations. Ability to lift and carry product samples up to 50 pounds. Capability to work in various industrial and construction environments. Extended periods of driving and walking for customer visits and demonstrations.
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