Job DescriptionTerritory Manager - Greater Houston and Louisiana MarketWe are looking for a talented Territory Sales Manager to join our team specializing in OEM Sales for our business located within the territory of Houston and Louisiana. This role prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners. Develops opportunities to increase sales by identifying, researching and contacting prospective customers. Develops and executes account plans for top prospects and conducts agreed upon face-to-face sales calls. The travel requirement is 40% or more.
Responsibilities- Develops opportunities to increase sales by identifying, researching and contacting prospective customers.
- Develops and executes account plans for top prospects and conducts agreed upon face to face sales calls.
- Develops new customer relationships and strengthens current customer relationships that enable identification of a customer's needs, business model and buying process.
- Uses understanding of customer needs and priorities to identify and offer Atmus solutions. Gains agreement on the differential advantage of Atmus solutions by helping the customer understand and evaluate existing data and information and the value proposition.
- Brings current and emerging needs of the customer and market to their manager/director.
- Conducts negotiations according to company guidelines, including payment terms.
- Assists with collection of accounts receivables when needed.
- Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion.
- Consistently uses the Atmus Sales Process as well as Atmus tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g., Customer Relationship Management and special projects.
- Reports activity via the Customer Relationship Management tool per management direction.
- Produces sales forecasts as directed.
- Provides leadership and mentoring to less experienced account executives.
- Channel management is a major component of the TM workload. The TM is responsible for running their territory consistent with our channel management policies and managing channel conflict as it arises. This sometimes includes on-the-spot decisions and conversations with our customers.
- Create solid 3x3 relationships with key stakeholders within the delivery partners (Sales, Parts, Service, Counter teams) to drive preference and create additional dealer share.
- Create solid relationships with key end-user accounts that fall within the sales territory. Leverage these relationships to drive loyalty and referrals to other accounts.
- Utilize Salesforce to help execute the sales process with key opportunities in the region. Maintain a robust pipeline of new business opportunities.
- Being responsive and collaborative is a critical component of being successful in this role.
QualificationsEducation- Required: College, university, or equivalent degree in Marketing, Sales or a related subject, OR acceptable sales related work experience, or an acceptable combination of education and experience.
- This position may require licensing for compliance with export controls or sanctions regulations.
Experience- Intermediate level of relevant work experience required, at least 8-10 years.
- A large part of the Territory Manager's role is completing fieldwork with delivery partner sales reps and coaching/developing these reps. This includes training on how to sell our product and the overall value package. At least 2 years of training/management experience required.
- Territory is made-up of the greater Houston TX and Louisiana markets. The preferred location for the candidate is Houston, TX but is negotiable with the hiring manager.
- Ability to travel 40% or more is needed.
Base salary range: $92,756.60 -$115,908.00
Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate's qualifications and experience, where appropriate.
Compensation and BenefitsBase salary rate commensurate with experience. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Medical/Dental/Life Insurance, Health Savings Account, other personal and professional benefits.
