Territory Sales Manager, CA

Heico Companies - Sacramento, CA

Full-time - Mid Level

Sacramento, CA

Management of Companies and Enterprises

About the position

The Territory Sales Manager at Shred-Tech is a pivotal role that reports directly to the North American Sales Manager. This position is responsible for the development and execution of a strategic plan aimed at achieving the budgeted goals for the Industrial Shredder business within the designated territory, which includes California and surrounding states. The successful candidate will be part of a passionate and driven team of sales leaders, both internal and third-party, dedicated to delivering consistent results. The role requires a proactive approach to customer expansion and rapid growth of the Industrial Shredder product line, thriving in a dynamic and fast-paced environment while maintaining a high level of customer satisfaction and growing market share. Key responsibilities include driving profitable revenue growth, developing new customer relationships through various communication channels, and possessing in-depth knowledge of the Industrial Shredder product line to effectively educate customers on its features and benefits. The Territory Sales Manager will utilize CRM software to maintain accurate sales data and report on daily and weekly activities. Understanding the competitive landscape of Slow Speed Shredders is crucial for maximizing sales opportunities. The role also involves ensuring timely communication with customers, maintaining expertise in competitive products and pricing strategies, and analyzing potential partnerships to enhance offerings. The position requires continuous personal development regarding new products and market trends, leveraging principles of continuous improvement in decision-making, and maintaining a flow of innovative ideas for cost-cutting and sales enhancement. The Territory Sales Manager will also be responsible for recruiting, hiring, and training third-party sales representatives, identifying sales opportunities through data analysis, and attending industry trade shows as necessary. This role demands significant travel, with expectations of overnight trips 3-4 days a week, to maintain direct contact with customers and promote the complete product line effectively.

Responsibilities

• Own and drive profitable revenue growth and increase market share across the complete Industrial Shredder product offering.
• Develop new customers using various forms of communication, networking, and lead generation.
• Possess knowledge of, and be able to speak and teach accurately on, the features and benefits of the entire Industrial Shredder product line.
• Work with CRM software to record all calls, visits, and sales, ensuring all sales data is accurate and up to date.
• Understand the competitive industry environment of Slow Speed Shredders and maximize profitable sales opportunities.
• Ensure timely communication with customers to build and maintain reliable relationships.
• Maintain a high level of expertise in the competitive landscape, including product and pricing strategies.
• Analyze potential partner relationships to enhance current offerings or fill gaps.
• Update personal knowledge of new products, concepts, and enhancements relevant to existing or new markets.
• Leverage continuous improvement principles in product management and decision-making.
• Maintain a consistent flow of new ideas for cost-cutting and improving sales techniques.
• Recruit, hire, and train third-party sales representatives.
• Identify customers and sales opportunities by analyzing sales data and consumer trends.
• Attend essential industry trade shows as needed.
• Travel overnight 3-4 days a week to maintain direct contact with customers.
• Communicate daily to the office with a weekly itinerary and updates on customer interactions.
• Plan and maintain travel schedules and control expenses accordingly.
• Maintain all required reports, including customer sales contact reports and expense reports.
• Provide monthly, quarterly, and yearly forecasts, updated at the beginning of each month.
• Report all lost sales and competitive activity in the assigned territory.
• Submit quarterly evaluations of the territory, including lost sales analysis and competitive profiles.
• Assist in collecting competitive intelligence, prices, quotes, and specifications.
• Advise leadership on tools needed to close deals and coordinate customer visits to Shred-Tech's facility.
• Adhere to safety procedures and maintain knowledge of general safety requirements.

Requirements

• College level graduate or higher in a related technical field and/or engineering, marketing, product management, or sales experience in a manufacturing environment.
• Previous experience selling shredders and related processing systems.
• Demonstrated ability to initiate, cultivate, and maintain relationships with personnel at all levels of end users of shredder equipment.
• Knowledgeable of direct sales practices and proficient in computer skills (MS Office - Outlook, Word, Excel, PowerPoint).
• Ability to work independently and manage a vast sales territory while setting priorities.
• Excellent communication, organizational, and customer service skills.
• Professionalism in building and maintaining business relationships.
• Superior time management skills and strong attention to detail.
• Must hold a valid driver's license and be able to obtain a valid passport.
• In-depth understanding of global OEMs and distribution sales.

Nice-to-haves

• Advanced technical or business-related degree is an advantage.
• Experience selling complete systems designed to process a product or material.
• Passion for technology and innovation.
• Good working understanding of selling and marketing in a global environment.