Sales Territory Manager - Central

Edwards Vacuum Limited - Shakopee, MN

Full-time - Mid Level

Remote - Shakopee, MN

1,001-5,000 employees

Management of Companies and Enterprises

About the position

The Sales Territory Manager is responsible for supporting existing customers and pursuing new sales opportunities across multiple states, including ND, SD, MN, WI, NE, IA, IL, KS, MO, TX, OK, AR, and LA. This role involves building relationships with decision-makers, managing distributor organizations, and establishing Edwards as the preferred supplier of vacuum components and systems in the industrial market. The position requires achieving revenue and contribution growth goals while providing engineering expertise and problem resolution support to customers.

Responsibilities

• Achieve orders, sales and contribution budgets as agreed for each year, while also maintaining and building long-term relationships as a preferred vendor.
• Manage and hire distributors and sales representatives to meet growth goals.
• Increase Edwards route to market/customer through management of existing distributor organizations and hiring of new direct or indirect sales channels.
• Develop expert understanding of product applications in the Industrial sectors and communicate this information to the Edwards organization.
• Design and implement key account reach plans, identifying important new opportunities in each sector and working with the sales/marketing team to break into those opportunities.
• Work with Product Manager and Business Development Manager to increase Edwards position and visibility in the territory.
• Provide vacuum systems engineering expertise while within designated accounts, working with all Edwards Internal support teams to provide the highest quality solutions to customers.
• Provide problem resolution support coordinating with Product, Aftermarket and Applications support groups.
• Develop an understanding of important customer requirements and establish product benefits over the competition to lead in the development of markets and growth of profitable sales.
• Pursue and participate in monitoring the financial position of customers, supporting credit manager and credit specialist to ensure cash collection targets are achieved.
• Communicate with other departments including manufacturing, R&D, credit, and aftermarket to resolve problems associated with the product line.
• Provide forecast of both product units and revenue, including longer-term trends or forecasts as part of account profiles.
• Maintain awareness of competitive products, pricing, market statistics, and trends, working with the Regional Market Sector Manager to ensure strategy alignment.
• Promote the formulation and implementation of after-sales support policy and services, including local authorized service centers.
• Perform other tasks as delegated by the Sales Manager.

Requirements

• Bachelor of Science in Engineering or technical discipline preferred, but not necessary.
• Five or more years of sales management experience in the Industrial and/or Chemical processing industry or related area.
• Demonstrated ability to hire and manage distributors, representatives, and direct sales engineers.
• Sound technical and commercial skills with the ability to work in an empowered team framework.
• Experience responding to prospect emails, phone calls, and other requests.
• Experience establishing communication and engagement with prospects quickly with a clear focus on customer service.
• Willingness to travel up to 60% of the time in the territory and potentially work from home.
• Proficiency in Microsoft products and experience working with and managing a CRM, such as SalesForce, C4C, or Microsoft Dynamics/360.

Benefits

• Health, vision, and dental coverage for individuals or families
• 401k plus match
• Family leave
• Disability insurance
• Life insurance options
• Training and development programs
• Internal job market opportunities within the Atlas Copco Group