Territory Manager II

Lubrication Technologies   •  

La Crosse, WI

Industry: Energy & Utilities


Less than 5 years

Posted 168 days ago

This job is no longer available.


The Territory Manager II is responsible for retaining/servicing existing accounts, developing share of wallet within existing accounts and prospecting new opportunities through targeted prospecting, lead generation and scheduled appointment setting. The role is 50% account retention/service/share of wallet and 50% new business development. The role will be measured primarily on account retention, new accounts sold and territory growth vs plan. Leading indicators will include existing account appointments, new business appointments, new account proposals and pipeline health. As part of maximizing the territory planning process, the TM II will prioritize leads, actively manage call activity, optimize CRM (Salesforce) activity and implement gap-to-goal strategies. The TM II will work to enroll Supplier support; when required. The TM II requires a strong skill-set related to servicing accounts, identifying prospect pain-points, effectively articulating solution-based proposals, communicating value and winning prospect acceptance. Within this role, the TM II will generate win/win outcomes where Customer and LT&P feel jointly rewarded.


  • Consistent routine entailing the right quantity of calls, timely follow-up and good organizational skills
  • Connects fast and well with a very diverse set of people
  • Ability to get at root causes of problems, develop solutions and brings to resolution
  • Demonstrate ability to consistently exceed annual sales objectives
  • Ability to influence decision-makers
  • Willingness to embrace unique challenges
  • Ability to overcome objectives
  • Effectively communicate differentiating value and TCO (total cost of ownership)
  • Proactively provide industry trends to the Prospects/Customers at a macro level
  • Evaluate pipeline “health” using G2G calculator
  • Actively integrate CRM (Salesforce) into all sales-related activities
  • Demonstrates ability to implement and execute a strong professional sales process
  • Demonstrate a high-level of data analysis
  • Collaborate and communicate well with all LT&P internal departments
  • Promote e-Commerce and digital Marketing platform(s)
  • Actively evaluate and communicate competitive market-related trends to Marketing
  • Exhibit strong written and verbal communication skills
  • Develop professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks and participating in professional associations
  • Contribute to overall Enterprise objectives as a “valued team member”
  • Active participant in Company functions and events


Education:Bachelor or technical degree; Business, Engineering, Communications

Experience and/or Training:

  • 3-5 years of sales and/or service-related experience
  • Lubricant coursework and/or certifications preferred; Training on industry and technical skills will be provided
  • Strong communication skills, strong organizational skills
  • TERRI01386