Territory Sales Manager

Heico Companies - Harrisburg, PA

Full-time - Mid Level

Harrisburg, PA

Management of Companies and Enterprises

About the position

The Territory Sales Manager at Shred-Tech is responsible for developing and executing strategies to achieve budgeted goals for the Industrial Shredder business in the North East states. This role involves driving revenue growth, expanding customer relationships, and ensuring high levels of customer satisfaction while collaborating with various teams. The position requires a dynamic individual who thrives in a fast-paced environment and is committed to delivering results.

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 all inquiries and communications from customers are handled promptly to build and maintain reliable relationships.
• Maintain a high level of expertise in the competitive landscape including competitive product and pricing strategy.
• Analyze potential partner relationships to enhance current offerings or fill necessary gaps.
• Update personal knowledge of new products, concepts, and enhancements relevant to existing or new markets.
• Leverage 80/20 and 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 and educate them on the product line.
• Communicate daily to the office with a weekly itinerary and updates on customer contacts and sales activities.
• Plan and maintain travel schedule and control expenses according to responsibilities.
• Maintain required reports including customer sales contact reports and monthly review 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, market position, and competition profiles.
• Assist in collecting competitive intelligence, prices, quotes, and specifications.
• Advise Shred-Tech leadership on tools needed to close deals.
• Coordinate customer visits to Shred-Tech's facility as necessary.
• Adhere to safety procedures and maintain knowledge of general safety requirements.

Requirements

• College level graduate or higher in a related technical field or engineering, along with marketing, product management, and/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.
• Proficient computer skills (MS Office - Outlook, Word, Excel, PowerPoint).
• Ability to work independently and manage a vast sales territory.
• Excellent communication, organizational, and customer service skills.
• Professionalism in building and maintaining business relationships.
• Superior time management skills and strong attention to detail.

Nice-to-haves

• Advanced technical or business-related degree is an advantage.
• Experience selling shredders and complete systems designed to process a product or material preferred.
• In-depth understanding of global OEMs and Distribution sales.
• Passion for technology and innovation.

Benefits

• Equal opportunity employer
• Diverse and inclusive workforce
• Accommodation available during recruitment process