Position Covers the following Territories: Virginia to Florida
Candidate can reside in any of those States
KEY ACCOUNTABILITIES
Business Growth (Volume & Profitability)
Set marketplace initiatives to achieve double digit growth within the territory primarily derived from direct reports aligned with Konecranes sales leaders, marketing, operations, and executives.
Increasing revenue year over year from their direct reports.
Leadership
Monitor, motivate and drive performance through effective hiring, training, development, and onboarding.
Develop sales capabilities by coaching and mentoring sales professionals.
Lead and ensure Safety in the territory. Commitment to the Leadership team (TOM, PM, TSM, ASM, ISM) as evidenced by growth in Orders, Sales, and Profitability.
Customer Focus
Retain and expand SMA/Customer markets using research and technology as evidenced by improved market share.
While in the field, direct the right sales channel at the right time to do the right thing for the customer.
POSITION SUMMARY
The Territory Sales Manager owns the sales growth and customer retention of their area of responsibility. Provide leadership for service sales professionals and direct sales activities with a primary focus on team sales performance, individual sales target achievement, sales resource development, business development activities and local level key account responsibilities. The Territory Sales Manager is expected to review and direct pricing policies, oversee the renewal of key segment agreements and customer acquisition.
RESPONSIBILITIES:
• The primary responsibilities are the Key Accountabilities. This will require in person visits with your people and customers throughout the assigned territory.
• Responsible for ensuring that sales resources effectively utilize CRM to manage customer relationships and sales excellence.
• Responsible for holding weekly coaching sessions with all sales resources to ensure they are meeting ComEx targets and execute individual development plans.
• Developing and mentoring the existing sales resources in product knowledge, application competence, systematic sales processes, route planning, sales calls, closing techniques and general sales presentation skills.
• Responsible for overseeing, collecting, and reporting on the Business Review activities and the results.
• Submittal of a monthly Rush Report. This report includes a 3-month forecast of sales and orders, sales quotation levels by SP's, key orders, quotes, and lost orders. This report is to be done in cooperation with the territory operations manager and submitted jointly for month end.
• Participation in monthly management meetings to review status of the business. Specific areas of concern may be addressed for evaluation and some preparation and study may be required.
• Decisions regarding billing issues, questionable warranty or goodwill issues will be the collective responsibility of the management team.
• Responsible for generating the sales required to meet the budgeted sales by SP’s and overseeing the process of service sales.
• Responsible for overseeing the resolution of all customer complaints to the satisfaction of the customer and in the best interest of Konecranes.
• Participate in the renewal of key segment agreements.
• Review and direct the pricing policies and CM2 levels for all service activities with the Territory Operations Manager as needed.
• Participate in annual and strategic business development issues.
• Provide market and competitive information periodically.
• Responsible for hiring and firing decisions of sales personnel. These decisions must be discussed with the Vice-President of Sales before proceeding.
• Responsible for resolving credit or billing problems the Branch teams or Operations Management has not been able to resolve.
• Responsible for all elements included in the Service Sales Representatives job description. This details the sales objectives and marketing programs.
• Perform other duties as assigned.