Territory Sales Manager - Heavy Equipment

Unclassified - Detroit, MI

Full-time

Detroit, MI

About the position

The Territory Sales Manager - Heavy Equipment will be responsible for the sale of new and used refuse, sewer, recycling, hydro-excavation, and street sweepers within the Southeast Michigan territory, specifically focusing on Oakland, Wayne, and Macomb Counties. This position is crucial as it involves achieving agreed-upon sales results in alignment with established goals and performance expectations. The territory is recognized as high-profile with significant growth potential, making it an exciting opportunity for the right candidate. In this role, the Territory Sales Manager will be expected to obtain, maintain, and optimize customer relations through planned and regular sales visits and communications. The individual will plan and execute travel throughout the assigned territory to engage with customers effectively. Utilizing demonstration equipment will be a key part of the role, and the candidate must have the ability to obtain a CDL if not already possessed, to move large trucks and equipment between customer sites. The successful candidate will utilize the Customer Relationship Management (CRM) tool in compliance with current company policies, identify target prospects, and create and implement strategic action plans to develop these accounts into customers. Following the prescribed sales process from discovery to closing is essential, as is participating in inspecting and preparing condition reports and taking prescribed photographs of trade-in units. The role also involves following up on all customer leads from both external and internal sources, participating in product promotions, and managing quotations and orders in accordance with company policy. Additionally, the Territory Sales Manager will resolve customer issues, support account terms, assist in account collection if required, and enhance vendor relations by supporting programs and working with their representatives. Participation in company and vendor-sponsored training sessions for enhancing selling skills and technical knowledge is also expected. The individual will produce plans of action, summaries, and other reports as required by management, pursue increasing knowledge of the territory, markets, and competitors, and participate in local industry trade association events and meetings.

Responsibilities

• Obtain, maintain, and optimize customer relations through planned and regular sales visits and communications.
• Plan and execute travel throughout the assigned territory to engage with customers.
• Use demonstration equipment as often as practical and when available in the assigned territory, with the ability to obtain a CDL to move large trucks and equipment between customer sites.
• Utilize the Customer Relationship Management tool in compliance with current company policies.
• Identify target prospects and create/implement strategic action plans to develop the accounts as customers.
• Follow the prescribed sales process in managing an opportunity from discovery to closing.
• Participate in inspecting and preparing condition reports and taking prescribed photographs of trade-in units.
• Follow up on all customer leads from external and internal sources.
• Participate in product promotions from external and internal sources.
• Initiate, maintain, manage, and process quotations and orders in accordance with company policy, procedures, and requirements.
• Resolve any customer issues, problems, or complaints to satisfy the customer.
• Support account terms and assist in account collection if required.
• Participate in determining any appropriate credits and/or returns.
• Enhance vendor relations by supporting programs and working with their representatives.
• Participate in company and vendor-sponsored training sessions for enhancing selling skills and technical knowledge.
• Produce plans of action, summaries, and other reports or lists as required by management.
• Pursue increasing knowledge of the territory, markets, and competitors.
• Participate in local industry trade association events and meetings.

Requirements

• Valid driver's license
• Valid CDL Class B license or the ability to obtain one in state of residence (necessary for pulling and driving equipment)
• Industrial sales experience required
• Experience in industrial Refuse, Sewer, Recycling or Sweeping equipment sales preferred
• Strong mechanical aptitude and attention to detail
• Proficient computer skills with Microsoft Office including Outlook, Excel, Word, PowerPoint, web searches, etc.
• Comply with company policies and procedures on operation, care and custody of company owned vehicle.