East Coast Territory Sales Manager

Laborde Products - Norfolk, VA

Full-time - Mid Level

Norfolk, VA

Merchant Wholesalers, Durable Goods

About the position

At Laborde Products, we have a history of developing foreign engine brands in the North American market and are currently looking for an East Coast Territory Sales Manager to facilitate the expansion of our marine business in the Northeast Region of the United States while placing an emphasis on customer experience. In this role, you will work with our existing commercial customers to quote and sell current product offerings. You will be responsible for penetrating all targeted accounts and radiating sales from within the client base. Building and fostering a network of referrals to create new opportunities for revenue growth will be a key part of your responsibilities. You will need to overcome objections of prospective customers while maintaining professionalism, tact, diplomacy, and sensitivity to portray the company in a positive manner. You will plan and allocate time for sales activities with each distributor and major account, focusing on major jobs in your assigned territory based on sales potential. Understanding customer needs and designing technical solutions that work within budget and construction time frames will be essential. You will collaborate with the internal team to develop technical customer proposals and utilize marketing data to maximize sales efficiency and effectiveness. Establishing a front-line assessment of market conditions and advising leadership of your findings will also be part of your role. You will need to build and maintain ongoing awareness of new products and services, competitor activities, and other industry research. Actively managing your call schedule to adequately cover your assigned territory in a time-efficient manner is crucial, as is maintaining accurate records, including sales call reports. You may also perform other duties as required by business needs.

Responsibilities

• Work with existing commercial customers to quote and sell current product offerings.
• Penetrate all targeted accounts and radiate sales from within the client base.
• Build and foster a network of referrals to create new opportunities for revenue growth.
• Overcome objections of prospective customers while maintaining professionalism and tact.
• Plan and allocate time for sales activities with each distributor and major account based on sales potential.
• Understand customer needs and design technical solutions to work within budget and construction time frame.
• Work with internal team to develop technical customer proposals.
• Utilize marketing data to maximize sales efficiency and effectiveness.
• Establish front-line assessment of market conditions and advise leadership of findings.
• Build and maintain ongoing awareness of new products and services, competitor activities, and other industry research.
• Actively manage call schedule to adequately cover assigned territory in a time-efficient manner.
• Maintain accurate records, including sales call reports.
• Perform other duties as required by business needs.

Requirements

• Bachelor's degree is highly preferred, but prior sales experience may be substituted.
• 3+ years of outside sales experience; Marine industry experience preferred.
• Experience with customer relationship management (CRM) software.
• Solid experience in opportunity qualification, pre-visit planning, call control, account development, and time and territory management.
• Demonstrated success in qualifying opportunities involving multiple key decision makers.
• Valid driver's license with clean driving record.

Nice-to-haves

• Strong mechanical aptitude and/or technical skills.
• Professional demeanor, selling style, and appearance.
• Strong problem identification and objection resolution skills.
• Ability to build and maintain lasting relationships with customers.
• Self-motivated, with high energy and an engaging level of enthusiasm.
• Exceptional verbal communication, listening and presentation skills.
• High energy with a positive attitude, integrity and strong work ethic.
• Well-developed interpersonal skills.
• Ability to work well individually and as part of a team with diverse personalities.
• Tactful and mature.
• Strong customer service mentality.

Benefits

• Disability insurance
• Health insurance
• Dental insurance
• Paid time off
• Vision insurance
• 401(k) matching
• Life insurance