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Position Summary

The Territory Manager is responsible for driving profitable revenue and market share growth for the sale of Capital Equipment and aftermarket Parts & Service, within their defined geographical territory, ND, SD, IA, NE, KS, CO, and MN, for all TerraSource Global (TSG) product segments and service offerings.

The Territory Manager will report to the Western Regional Sales Manager and be responsible for developing the overall territory strategies and tactical implementation plans, establishing and monitoring attainment of revenue targets and opportunities (managing the sales funnel), proactively driving business growth thru lead generation, attainment of market intelligence and networking strategies.

Who we are:

Headquartered in St. Louis, Missouri, USA, TerraSource Global is a truly global company with sales, engineering, testing and assembly locations strategically located around the world. We have regional sales representatives stationed across six continents to provide local service to the 90+ countries with facilities using our equipment.

 

As a result of our continually expanding global reach, consistent history of successful installations and integrated network of experienced on-the-ground sales and service professionals, we are proud to have earned the reputation as the reliable equipment and parts provider and trusted technical resource for a wide variety of industry companies.

 

The TerraSource portfolio encompasses three trusted and long-standing brands, recognized the world over as leaders in performance, innovation and durability: Gundlach Crushers, Jeffrey Rader and Pennsylvania Crusher. The combined equipment portfolio of these flagship brands means we are uniquely positioned to offer real choice to our customers and enable them to find just the right mix of equipment to meet their specific material processing and handling equipment needs.

 

The combined portfolio of our three flagship brands means our customers have real choice among a comprehensive selection of size reduction equipment, screening and processing machinery, material handling equipment, pneumatic conveyors, feeders, and storage and reclaim equipment. With our outstanding product lines, extensive application expertise and seamless commitment to timely and professional service, TerraSource Global is well positioned to build on our long history of being a preferred solution provider in industries such as power, mining, agriculture, pulp and paper, aggregate, recycling, steel and aluminum production and industrial waste management.

 

Essential Duties and Responsibilities include the following:

  • Develop monthly, quarterly and annual sales strategies and tactical plans for assigned geographic territory
    • Profitable revenue growth.
    • Balanced selling across all product lines (Capital, Parts & Service) to drive balanced growth & customer satisfaction.
    • Set individual and market specific sales goals compatible with those of the organization to meet overall company goals
  • Collaborate closely with the Regional Sales Manager & Rep Agencies to identify key decision makers within geographic territory 
  • Track overall progress of Key Performance Indicators (KPI’s) against targets and utilize Salesforce CRM System for effective Project Tracking/ Forecasting
  • Manage & hold rep agencies accountable to achieve optimal levels of performance and accomplishment, provide feedback and coaching regarding territory effectiveness
  • Meet or exceed performance objectives and seek feedback regarding effectiveness in managing the assigned territory
  • Continually assess sales activity in assigned geographic area for in-depth understanding of trends in markets and competitive activity across all product lines
  • Proactively work cross functionally with other TSG support functions to effectively meet sales goals, including Contracts, Field Service, Marketing, Finance, Customer Service, Engineering, etc.
  • Develop action plans to address demand fulfillment and demand creation activities driving the replacement cycle of installed base
  • Develop business plans with Rep Agencies and collaborate with TSG associates to define and drive actions which maximize customer satisfaction and TSG profitability
  • Identify new sales opportunities thru proactive sales outreach
  • Meet with key customers to develop relationships, understand their needs and proactively address potential issues
  • Demonstrate presentation skills capable of detailing all Product Lines & Services in a fashion that delivers a specific product lines value proposition and/or TSG value proposition with maximum impact
  • Identify performance improvement targets, track and measure changes for the overall improvement of the territory
  • Other duties may be assigned

Skills/Experience

  • Excels in achieving outstanding performance results with strong leadership skills – effectively establishes goals, self-motivated, self-confident and effective interpersonal skills
  • Knowledge of both capital equipment and aftermarket part & service business model – sales and buying process understanding from initial planning stage through deal closure
  • Strong business acumen – knowledge of financials, ability to effectively structure the financial aspects of a business proposal, and ability to define the economic benefits to the customer
  • Effective planning and program management skills – strong skills at defining strategies and plans to drive growth in defined area of responsibility
  • Problem solving and analytical skills – ability to understand key customer technical issues and define how TSG products will solve customer challenges
  • Excels in managing responsibilities across a geographically dispersed territory as well as working cross functionally in a shared service structure
  • Experience in managing and negotiating complex projects

Education

  • Bachelor’s degree (B.S./B.A.) or equivalent from a college or university, and a minimum of 3 years’ experience in sales of similar products.

Travel

Employee must be able to travel 25-50 % of the time.

Physical Demands:

To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 25lbs. Specific vision abilities may include the employee’s ability to see near and far distances.

 

DISCLAIMER: The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of any employee assigned to this job. Nothing in this job description restricts management’s right to assign duties and responsibilities to this job at any time.

At TerraSource we strive to build a diverse workforce through equal opportunity employment that embraces and leverages the differences each individual has to offer. Equal Employment Opportunity/ Affirmative Action Employer of minorities/females/disabled/veterans

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