Territory Manager - Business Development

Under general direction of the Director of Sales & Marketing and in close collaboration with Supply Chain & Logistics, the Territory Manager is responsible for generating new sales opportunities, lead conversion, customer acquisition and growth within the assigned geography and/or vertical markets. The Territory Manager is also responsible for establishing regional sales goals & tracking progress toward those goals. The Territory Manager should become a subject matter expert for external customers, prospects, specifiers, and serve as an antenna for the organization regarding the competitive landscape and opportunities within their region. Managed geographies includes: Georgia, North Carolina, South Carolina, Florida & Eastern Tennessee.

Responsibilities & Duties:
  • Work closely with Sales Management, Marketing, and Supply Chain & Logistics to build a plan to drive sales growth throughout the region, establish regional sales goals, & track progress to goals
  • Create an annual business plan for the assigned region
  • Develop an opportunity pipeline to support regional sales goals for accelerated growth in the south region
  • Consistently prospect, efficiently qualify / disqualify to prioritize the highest potentials for new business
  • Prioritize the best opportunities based on the customer, sales cycle, budget, timeline & business fit
  • Develop a strong network of relationships with every point in the value chain (specifiers, buyers, influencers & decision makers)
  • Identify and develop strategic customer relationships at all levels in the organization
  • Develop pricing and quoting acumen to respond to customer’s needs using a complete market perspective
  • Develop and present compelling business cases based on an in depth understanding of customer requirements and Company’s products
  • Over time, become a subject matter expert on Company’s products to help guide customers to the best solution based on their requirements
  • Attend conferences, tradeshows, industry technical training and industry associations to build knowledge and relationships
  • Monitor competitive activity and gather market intelligence to provide regular updates on opportunities or threats
  • Learn & embrace the Company’s professional selling process
  • Maintain accurate and detailed customer, prospect and opportunity records using the company’s CRM system
  • Generate and maintain accurate 3-month rolling forecasts for the assigned area
  • Provide feedback and recommendations for distribution & supply chain enhancements, product and service requirements to better compete and win
Job Qualifications:
  • Strong networking skills!
  • A Bachelor’s Degree or higher, or commensurate experience, in a technical field will be given strong consideration
  • Ideal candidates will have a minimum of 7 -10 years of business development experience selling technical products / services to technical buyers
  • Proven business development track record
  • Experience in the Construction / Environmental / Geotechnical or Industrial Markets is preferred
  • Proficiency in MS Office including Word, Excel, Power Point and Outlook is required
  • Experience with Salesforce CRM is a plus
  • Passionate about continuous learning & growing the business
  • Excellent written and verbal communication skills
  • Experience preparing proposals
  • Travel 75%+ of time

PLEASE APPLY OR FOR ADDITIONAL INFORMATION PLEASE CONTACT LARRY STAUFFER AT larry@specializedcareersearch.com
Date Posted
3/17/2021
Location
USA
Job Id
1739
Industry
Cement & Lime
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