Territory Sales Manager- Upper Midwest at CMI Terex Corporation in East Moline, IL

The Territory Sales Manager (TSM) will be responsible for specific Investor Owned Utility (IOU) key accounts in the upper Midwest of the United States in order to develop and execute both long and short term strategies required to achieve revenue, profit, and market share goals.

This position will be a significant contributor to our overall business strategy and will play a significant role in providing the voice of the customer to the organization. To be successful in this position, the TSM must develop a unique understanding of the target customers, how their business operates and how Terex Utilities can best support their needs. The TSM will be involved in all aspects of account management including account and relationship development, problem solving, communication, training and product demonstrations.

The TSM will act as a primary representative of the company to their accounts and must be knowledgeable on the company, our industry, our products, and how to foster lasting relationships where our customers see and use us as a strategic resource. Individual must be comfortable and proficient at public speaking and have excellent communication skills.

Responsibilities:

Use the Terex Proven Sales Process (TPSP) to develop robust sales strategies that drive profitable revenue and leading market share

Develop customer business fits that will help drive sales, improve market share, and balance inventories

Provide pricing guidance to ensure we are quoting market competitive pricing

Provide forward looking perspective to help manufacturing, engineering, supply chain, and finance teams to anticipate business needs and trends

Partner with product management to assist with NPD and sales promotions

Partner with marketing to support marketing initiatives

Partner with Terex Financial Services to develop financial solutions that give us a competitive advantage

Assist with coordination of index pricing & annual purchase agreements

Basic Qualifications:

A Bachelor’s Degree or 5+ years of utility equipment industry experience

3+ years of experience in commercial sales

Needs to be able to travel an estimated 50-60%

Preferred Qualifications:

CDL License

5+ years of experience in the principles and practices involved in new business development, product marketing and sales

5+ years of experience in initiating sales contacts and completing sales contracts

Previous sales experience specifically with utility and/or tree products

Proven experience in the manufacturing of heavy equipment, or in a related industry

5+ years of experience in heavy construction equipment sales

Demonstrated ability to build strong business relationships

Basic understanding of Equipment purchase financing

Proficient in MS Office, MS Outlook and Excel. Knowledge of PowerPoint, Salesforce or other CRM System

Ability to climb and lift 30 lbs

Skills:

The candidate should be a proven change agent, who has high intellect, is results-oriented and leads an organization through his/her own inspiration and example. In addition, the candidate must create a very open and transparent environment. Key skills include:

Transparency

Integrity and trust

Leadership

Operational expertise

Business acumen including financial awareness

Listening

Influencing; internal and external

Negotiation

Process development and management