Territory Sales Manager

Dana Incorporated - Newark, OH

Full-time - Mid Level

Newark, OH

10,001+ employees

Transportation Equipment Manufacturing

About the position

The Territory Sales Manager (TSM) plays a crucial role in driving the sales and profitability objectives for Dana's industrial business within the Mid-South USA region, which includes states such as Texas, New Mexico, Colorado, Kansas, Arkansas, Oklahoma, and Louisiana. This position is designed for individuals who are located near major industrial target cities, with a preference for Houston, TX, and who are open to frequent travel to engage with customers and Dana facilities. The TSM is responsible for establishing a sustainable sales growth environment while effectively managing relationships with both internal and external customers. In this role, the TSM will lead the sales activities within the region, ensuring that Dana's resources are deployed effectively in alignment with corporate objectives. The TSM will also be responsible for achieving the region's revenue and profitability plans, which involves selling and teaching others how to communicate the Dana value proposition to customers. The position requires a strategic vision for the region, adherence to an approved business plan, and accomplishment of growth initiatives established during Dana's annual budget process. The TSM will evaluate market trends, gather competitive information, and identify opportunities that can impact the growth of regional sales and profitability. This role also includes overseeing accounts receivable activities, resolving customer payment issues, and managing distributor relationships. The TSM must possess strong interpersonal skills, be computer literate, and have a working knowledge of the stationary industrial market, particularly in the gear reducer and power transmission industry. Candidates should have a track record of growing territory sales, overcoming customer objections, and engaging with customers through various communication channels. A Bachelor's and/or Master's Degree in Engineering is preferred, along with three to five years of industry experience in field sales, particularly with industrial customers in stationary applications of power transmission and gear reducer engineering or sales.

Responsibilities

• Achieve the region's revenue and profitability plan for Dana Industrial business.
• Establish an environment for sustainable future sales growth.
• Sell and teach others how to sell the Dana value proposition to customers.
• Direct the selling activities within the region, including resource deployment and customer interactions.
• Manage distributor relationships and work with territory development and key account teams.
• Forecast and track sales requirements in a timely manner.
• Set strategic vision for the region and develop an approved business plan.
• Evaluate market trends and gather competitive information to identify growth opportunities.
• Engage in special projects as assigned.
• Travel as required to meet objectives and requirements of the territory.

Requirements

• Track record of growing territory sales and overcoming customer objections.
• Ability to evaluate a sales territory and develop a territory roadmap.
• Comfortable engaging with customers and prospects by telephone and online.
• Accountable with a sense of curiosity towards the unknown.
• Working knowledge of the Stationary Industrial Market, Gear Reducer, and Power Transmission Industry.
• Record of individual and team achievements in prior sales positions.
• Strong negotiating skills; formal sales training courses are a plus.
• Ability to oversee accounts receivable activity and resolve customer payment issues.
• Strong interpersonal skills, including oral, written, telephone, and presentation skills.
• Ability to learn and retain product-specific information and utilize it to position features and benefits to customers' needs.
• Computer literate with knowledge of Microsoft Office applications, Microsoft BI, and Salesforce.com.

Nice-to-haves

• Experience with DANA Brevini product knowledge is preferred.
• Direct experience with industrial customers in stationary applications of power transmission and gear reducer engineering and/or sales.