Territory Sales Manager

Heico Companies - Sarasota, FL

Full-time - Mid Level

Sarasota, FL

Management of Companies and Enterprises

About the position

CM Shredders specializes in the manufacturing of advanced industrial shredding systems for comprehensive size reduction and recycling applications. In response to the increasing demand for our high-quality products, we are seeking to expand our team with a Territory Sales Manager. This position reports to the Sales & Marketing Director and is responsible for the development and execution of a strategy that will enable the business territory to achieve its budgeted goals. The Territory Sales Manager will be part of a passionate, dependable, and driven team of Sales leaders, both internal and third-party, that will deliver consistent results. This role thrives in a dynamic, fast-paced environment and is driven to excel and perform at their highest potential. The Territory Sales Manager will also be responsible for driving activities and decisions focused on maintaining a high level of customer satisfaction and growing market share. Close collaboration with multiple teams and business leaders is essential for success in this position.

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 our CRM software to record all calls, visits, and sales, ensuring all sales data is accurate and up to date, as well as report daily and weekly activities.
• Understand the competitive industry environment of shredders and use that knowledge to maximize profitable sales opportunities.
• Ensure that all inquiries and communications from customers are addressed promptly to build and maintain a reliable relationship.
• Maintain a high level of expertise in the competitive landscape including competitive product and pricing strategy.
• Analyze potential partner relationships that can enhance current offerings or fill necessary gaps in offerings.
• Continually update personal knowledge of new products, new concepts, product enhancements, and how they may apply to existing or new markets.
• Leverage 80/20 and continuous improvement principles in all aspects of product management and decision making.
• Maintain a consistent flow of new ideas, especially 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 up to 3-4 days a week to maintain direct contact with customers and educate them on the complete manufactured product line.
• Communicate daily to the office providing a weekly itinerary and updates as changes occur; maintain daily customer contact and report to the office and Sales & Marketing Director.
• Plan and maintain travel schedule and mode of transportation congruent with territorial requirements and ensure that expenses are controlled.
• Maintain all required reports including customer sales contact reports, monthly review reports, and expense reports.
• Provide monthly, quarterly, and yearly forecasts; update the first of every month.
• Report all lost sales and competitive activity in assigned territory.
• Submit quarterly evaluation/summary of territory including lost sales, position in marketplace, competition profiles, and suggested changes.
• Assist in collecting competitive intelligence, prices, quotes, specifications, etc.
• Make it easier for customers to do business with CM Shredders.
• Advise CM Shredders leadership of any assistance or tools needed to close a deal.
• Coordinate and assist in customer visits to CM Shredders facility as necessary.
• Maintain knowledge of general safety requirements and adhere to safety procedures.

Requirements

• College level grad or higher in a related technical field and/or engineering as well as marketing, product management and/or sales experience in a manufacturing company environment.
• Previous experience selling shredders and related processing systems.
• Experience selling shredders and complete systems designed to process a product or material preferred.
• Demonstrated ability to initiate, cultivate and maintain relationships with personnel at all levels of end users of shredder equipment similar in scope to our products manufactured.
• Knowledgeable of direct sales practices.
• Proficient computer skills (MS Office - Outlook, Word, Excel, and PowerPoint).
• Ability to work independently and manage a vast sales territory while setting priorities.
• Ability to read, write and utilize mathematical skills.
• Excellent communication, organizational, and customer service skills.
• Professionalism in all aspects of building and maintaining business relationships.
• Superior time management skills and strong attention to detail.
• Provide input into trade show selection and other marketing initiatives.
• Prepare cost estimates, proposals, and sales presentations.
• Cultivate, manage, and develop customer relationships.
• Provide technical support and coordinate product testing.
• Must hold a valid driver's license and be able to obtain a valid passport.
• Must have an in-depth understanding of, or experience in, highly concentrated global OEMs, and Distribution sales.
• Understand customers' buying cycle and decision-making process.
• Must have a passion for technology and innovation.

Nice-to-haves

• Advanced technical or business-related degree is an advantage.

Benefits

• Medical/Dental/Vision - with HSA (company provides yearly funding).
• Individual or Family Plans are available at affordable bi-weekly rates.
• Company paid long & short-term disability.
• 401K with competitive company match.
• PTO.
• Company Paid Life Insurance.