Location : Madison, WI

Salary : $120,000 — $130,000

OVERVIEW

The Territory Development Manager is a field role that grows and manages a book of business with the Company’s customers. The Territory Development Manager is both the Company’s ambassador to our customers and voice of our customers with our associates. This position will be focused on Distribution and Service opportunities (including Repairs, Calibrations, Panel Build only) within existing accounts and be responsible for developing NEW customer accounts (a combined 90% of the time). Integration leads will be passed along (as required) to the Integration Account Management Team. The Territory Development Manager will succeed by developing relationships/driving revenue at new customers (hunting 75% of the time) while cultivating relationships at existing customers (farming 25% of the time).

ESSENTIAL DUTIES and RESPONSIBILITIES

This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.

• Achieve individual sales revenue and margin
• Achieve target Customer Satisfaction (CSAT)
• Strategically Grow Distribution Sales with NEW customer acquisition:
  • Establish target accounts (by supply line) with sales management, customer experience, marketing and key suppliers.
  • JMI (Joint Managed Inventory) deployment growth
  • Generate value-add sales opportunities to create stickiness within the supply
  • Follow up on Marketing Leads and Lead creation via all prospecting avenues (Cold Calling, Networking, Referrals, Social Media, etc.)
• The successful candidate will become the product expert for all supply lines on the Company’s Line Card and focus on continuous personal growth – product, customer’s business and production process
• Demonstrate products and assist prospective customers to select those that best suits their
• Demonstrate and familiarize established customers with new products (services) and
• Prepare formal presentations to customers on proposed
• Keep the company informed on competitive products, promotional matter, sales techniques, pricing and market policies.
• Follow-up on open quotations with customers to expedite conversion to sales
• Adhere to all best practices to be the best possible internal customer to your internal
• Actively participate in Performance Development Plan and Individual Sales Development Plan
• Acquire, grow and maintain customer (account and contact)
• Promptly respond to customer needs with value-added solutions that enable customer
• Provide leadership for company initiatives, new markets, and
• Act as a listening post for customer, competitor and technology insights sharing as
• Keep Microsoft CRM current for all relevant
• Execute all administrative reporting on time .
• Other duties as

*An individual in this position must be able to successfully perform the essential duties and responsibilities listed above. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

COMPETENCIES

Cognitive Skills:

• Interpretation of Written Information
• Working Memory – Ability to recall stored, visual images or verbal
• Decision Making – Gathering facts, analysis and producing a final
• Problem Solving – Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully, develops alternative solutions and works well individually and in group problem solving

Business Acumen:

• Basic Financial Knowledge and Mathematical Abilities (Markup, Margin, Discounts)
• Manufacturing Finance (Levers of profit and loss)
• Writing Skills (E-mail, )

Leadership:

• Foster Open Communications
• Meet Customer Needs
• Promote Teamwork
• Think Creatively
• Hold Accountability for Individual Actions
• Show Drive and Initiative
• Excellent Time Management Skills
• Emotional Intelligence

Functional Technical Skills

• Possesses the technical product knowledge of Company products and services and customer processes of industrial automation, motion, thermal process and process performance
• Sales process
• Customer, market, and competitor
• Customer dialog skills (listening questioning and responding).
• Ability to apply solutions to customer problems (application).
• Mechanical
• Time and territory
• Planning skills (account planning).
• Business analysis skills (ability to determine value of a solution).
• Computing (software and hardware skills) (Microsoft).
• Keyboarding
• Information / telecommunication technology

MINIMUM QUALIFICATIONS

Education

• High school diploma, some college in Engineering or related

Experience and/or Training

• 3 years related technical experience and/or training; or equivalent combination of education and experience.
• Sales experience in distribution or manufacturing required, as well as core technical competence for our products and services and how they can be applied to benefit our customers.
• Strong Communication skills (listening, questioning, speaking).
• Time Management skills.
• Presentation skills.
• Hunter Approach – ability to deliver results on a timely and consistent basis, proven track record of success, and ability to identify customer pain points (issues) and match them to a service (solution).
• Financial knowledge (P/L, ROI, Payback) and ability to analyze competition/market and use that information to differentiate our Company.

Licenses/Certificates

• A valid driver’s license, insurance and a reliable automobile are requirements of this

Technology/Equipment

• Computing/Software Skills including Microsoft Great Plains Dynamics and Microsoft Office Suite, Social Media Platforms

PREFERRED QUALIFICATIONS

Education

• Associates or BA/BS Degree in Engineering or related

Experience and/or Training

• 5 years related technical experience and/or training; or equivalent combination of education and experience.
• Sales experience in distribution or manufacturing required, as well as robotics knowledge and their place in automation.
• Strong Communication skills (listening, questioning, speaking)
• Time Management
• Presentation
• Hunter Approach – ability to deliver results on a timely and consistent basis, proven track record of success, and ability to identify customer pain points (issues) and match them to a service (solution).
• Financial knowledge (P/L, ROI, Payback) and ability to analyze competition/market and use that information to differentiate our Company.

Licenses/Certificates

• A valid driver’s license, insurance and a reliable automobile are requirements of this

Technology/Equipment

• Computing/Software Skills including Microsoft Great Plains Dynamics and Microsoft Office Suite, and Social Media Platforms.