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Hillenbrand Sourcing Header
Hillenbrand
ABEL Coperion Red Valve Rotex Batesville Batesville
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Sales
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Please Note: Expected travel up to 50% of the time. Territory covered will be Western Canada (SK, AB, BC) while being based in the Pointe-Claire, QC office.

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 for all TerraSource Global (TSG) product segment and service offerings. The Territory Manager is responsible will develop the overall territory strategies and tactical implementation plans, establishing and monitoring attainment of revenue targets and opportunities (managing the sales funnel), proactively taking action to address market and competitor actions.

Essential Duties and Responsibilities include the following:
  • Develop monthly, quarterly and annual sales strategy and tactical plans for assigned geographic areaProfitable 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.
  • Track overall progress of Key Performance Indicators (KPI’s) against targets and utilize Salesforce CRM System for effective Project Tracking/ Forecasting
  • Manage channel partners 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, 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
  • 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.
Supervisory Responsibilities
  • Potential to manage up to 4 Rep Agencies within a defined geographical area:
  • Must be able to manage Rep Agencies through voicemail, email and direct observation through joint customer visits
  • Conduct performance reviews with the ability to evaluate staff
  • Interview and screen potential rep agencies as needed where changes in the channel structure are identified. 


Minimum Qualifications:
  • Bachelor’s degree (B.S.) in Engineering from a college or university or a Technical degree from an accredited CEGEP/College, and a minimum of 3 years related experience and/or training; or equivalent combination of education and experience with an emphasis in Sales.
  • Bilingual (English/French) with strong communication skills both verbal & written.
  • Excels in achieving outstanding performance results with strong leadership skills – effectively establishes goals, self-motivated, self-confident and effective interpersonal skills
  • Strong technical aptitude and willingness to learn TSG products and the customers overall mechanical installations to better understand their current and potential needs.
  • 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
Travel
  • Employee must be able to travel up to 50 % of the time.
  • Territory covered will be Western Canada (SK, AB, BC) while being based in the Pointe-Claire, QC office.

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