Territory Sales Manager

Permanent Hybrid | Guelph, ON
Description

• Establishes and nurtures robust client relationships with OEM customers and distribution partners, ensuring that Company products are strategically specified to both maintain and boost revenue. Proficiently prioritizes opportunities on an account-by-account basis to achieve optimal sales and margin outcomes.
• Demonstrates a commitment to maintaining an extensive understanding of competitive products and their market dynamics. Regularly provides insightful reports to keep management abreast of changes that could impact the sale and distribution of the company’s products. Actively participates in developing and implementing responsive strategies.
• Maintains a comprehensive technical knowledge base of products, applications, features, advantages, and benefits. Remains current through active engagement in internal and external training and development initiatives.
• Conducts product training at both distributor partner and customer levels, fostering motivation and providing effective sales direction to distributors.
• Exhibits responsiveness in handling sales and customer inquiries, both over the phone and in-person. Effectively gathers technical data to prepare and present compelling value proposition to potential clients.
• Sources cutting-edge technologies and solutions to align with customer requirements, developing technical responses and strategies for RFIs and RFPs. Strategically formulates pricing strategies supportive of growth objectives.
• Assumes responsibility for providing comprehensive customer support throughout the postsale process until resolution is achieved. Ensures the accuracy of technical content in all customer orders, including engineering diagrams, drawings, and specifications.
• Skillfully communicates the technical advantages of company products and services, identifying sales opportunities and providing recommendations to foster business growth.
• Actively contributes to the development of programs and strategies that support distribution partners in achieving profitable volume. Offers informed recommendations and evaluations regarding sales opportunities.
• Plays an integral role in the development of new products and positioning strategies, while maintaining up-to-date customer and distributor records.

Qualifications

• Possession of a post-secondary education coupled with a minimum of 5 years of hands-on experience in direct and/or distributor sales of industrial technical products.
• Exceptional communication skills, both written and oral, alongside a high level of proficiency in computer usage.
• Strong problem-solving aptitude, capable of on-site resolution and effective decision-making under timeconstraints.
• Comprehensive understanding of the global hydraulic landscape.
• Availability for overnight travel, up to 80% of the time or as necessitated by business requirements.
• Self-starting individual with a proactive approach, demonstrating initiative and effective collaboration within a team environment.
• Proven track record in managing multiple projects and opportunities concurrently.
• Exemplary organizational skills and effective time management planning.
• In-depth comprehension of the sales cycle and proficiency in the solution selling process.
• Proactive communication style ensuring timely updates on project statuses to both customers and distributor partners.
• Excellent problem-solving skills, with the ability to comprehend and address specific customer requirements in relation to products and services.
• Proficiency in translating customer needs into specific deliverable requirements.
• Skillful at extracting hidden or unrealized customer requirements and gaining consensus on these needs.
• Creative synthesis of solutions within the defined scope and limitations of products and services, once all requirements have been identified.

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