Job Summary:The Territory Manager (TM) is responsible for driving territory revenue and market share growth through commercially lead, team-based solution selling focused on new customer acquisition and strategic growth of existing accounts. TM will proactively identify customer applications and business opportunities, uncover unmet customer needs, and collaborate with Bal Seal's technical and inside sales teams to develop and deliver compelling solutions for our customers.
Essential Duties and Responsibilities:New Business Development & Territory Growth- Develop and execute territory-specific new business plans focused on targeted customers, applications, and industries.
- Identify emerging market opportunities, applications, and industry trends that can generate incremental territory growth.
- Prospect, qualify, and engage new customers through direct outreach, networking, referrals, trade shows, digital marketing, and other targeted demand-generation activities.
- Build and maintain a healthy pipeline of qualified opportunities sufficient to achieve or exceed territory revenue and growth targets.
Solution Selling & Opportunity Conversion- Apply consultative and solution-selling techniques to uncover customer needs, business drivers, technical challenges, and application requirements.
- Commercially lead qualified opportunities from initial discovery through technical evaluation, solution development, quotation, negotiation, design win, and commercialization.
- Collaborate with Applications Engineering and other technical resources to develop differentiated solutions and value propositions that address customer requirements.
- Coordinate customer opportunities cross-functionally with Engineering, Marketing, Quality, Production, and other internal teams as necessary.
Strategic Account Development- Develop and execute account growth plans for key and strategic customers within the territory.
- Identify and pursue new applications, programs, and business opportunities within existing customers to increase share of wallet.
- Build relationships across customer organizations, including Engineering, Procurement, Operations, and executive stakeholders, to strengthen Bal Seal's position and identify future growth opportunities.
Territory Execution & Accountability- Attain or surpass territory revenue targets and core KPIs, contributing to overall regional growth.
- Maintain accurate and timely opportunity, pipeline, customer activity, and forecast information within the CRM.
- Maintain high levels of communication, execution discipline, and accountability.
- Develop strong working relationships with Applications Engineering, Inside Sales, and other Bal Seal departments to effectively execute the team-based selling model.
- Perform other related duties as assigned.
Education: - Bachelor's degree in Engineering, Business Administration, or equivalent
Experience: - Minimum 5 years' experience in B2B technical field sales with a demonstrated track record of new customer acquisition, solution-based selling and winning component-level design opportunities involving multi-faceted, 1-3 year sales cycles.
- Minimum 5 years' experience of account management and new business acquisition experience in manufacturing environment of high-profile programs tied to mission critical industries; preferably within Medical, Aerospace and Defense or Diversified Industrial
Knowledge, Skills and Abilities:- Technical field sales skills supported by your career body of work
- Relationship building skills and demonstrated track record of account development
- Strong technical aptitude
- Ability to travel up to +/- 50% within territory
- Ability to network and build your personal brand across Bal Seal departments
Physical Requirements:- This position is mainly sedentary; Therefore, required to sit
- Prolonged periods of sitting at a desk and working on a computer
- While performing the duties of this job, the employee is occasionally required to walk throughout the facility
- Frequent lifting and/or moving up to 10 pounds and occasionally lifting and/or move up to 25 pounds
- Occasionally will need to bend, stoop and squat
- Ability to travel daily and spend most of the day in a vehicle
- Valid drivers license
Work Environment:- The work environment conditions are typical of a manufacturing environment. Reasonable accommodations may be made to enable individuals with disabilities to perform the basic functions. The noise level in the work environment ranges from quiet to moderate, however, hearing protection may be required if employee enters high noise areas as a part of their normal job duties.
Benefits:
At Bal Seal Engineering (BSE) we recognize how important your career and benefits are to you and your family. We offer a full suite of benefits, including medical, dental, vision, short and long-term disability coverage, accident insurance, critical illness insurance, basic and supplemental life insurance, employee assistance plan, retirement savings and matching, and other developmental opportunities. We are committed to supporting the way you live and work.
