GENERAL PURPOSE OF JOB:The Territory Sales Manager (TSM) manages a defined sales region and monitors/directs the sales efforts, representative activities, competitive activities and customer activities in that region. Develops strategies for the region with the goal of meeting or exceeding budgeted sales expectations. Actively monitors and communicates activities in the region to SCS personnel.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:- Responsible for sales forecasts, budgets and expenses.
- Responsible for meeting or exceeding sales budgets for a specified geographical location.
- Responsible for utilizing efficient time management skills and planning as it relates to his/her customers.
- Provides timely and accurate reporting on customer and competitive activities.
- Seeks market opportunities and tenaciously pursues transitioning those into new sales.
- Develops strategies for the improvement of current products.
- Develops relationships with those at the customer locations who have significant influence on purchasing decisions.
- Develops strong partnership with marketing for understanding customer needs and defining product/service offering.
- Mobilizes necessary resources (materials, resources, etc.) as required to maximize chances of successful new business qualification trials.
- Executes pricing decisions/negotiations based on guidance provided by national sales leadership.
- Professionally represents SCS values, products, services and capabilities. Manages business interactions using ethical business practices.
- Follows the pricing policies and ensures that SCS obtains the highest margins.
- Maintains active knowledge of customers, contacts and the status in the sales cycle.
ADDITIONAL FUNCTIONS AND RESPONSIBILITIES:- Adheres to plant and corporate safety policies.
- Follows guidelines in Company Vehicle Use Policy.
- Responsible for reports, business correspondence and sales presentations/updates to executive staff.
- May assist in other areas or perform other duties as required by fluctuating business needs.
EDUCATION, CERTIFICATES, LICENSES, REGISTRATIONS AND/OR EXPERIENCE: Bachelor's degree, technical major preferred, with five or more years sales experience; without a degree, 10+ years experience in medical, electronics or defense industry with applications development experience.
Maintain a valid vehicle driver's license in U.S. May need to obtain and maintain a valid U.S. passport if international travel is required.
BASIC SKILLS:- Possesses well-developed communication, organizational and interpersonal skills.
- Knowledge/experience in new product application development.
- Manages resources and multiple priorities efficiently.
- Ability to speak, read and write English.
- Ability to interact professionally with customers.
- Must be able to work independently with minimal supervision.
- Must have a thorough knowledge of SCS products and services.
- Must be able to field any customer questions and serve as a customer liaison.
- Ability to effectively present information and respond to questions from groups of managers, clients, customers and the general public.
- Requires proficiency in Microsoft Excel®, Power Point® and Word® software.
