Territory Sales Representative
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Position Summary
The Territory Sales Representative will be responsible for territory sales activities for CECO's Air Quality Industrial Solutions business for designated product brand(s) and aftermarket sales. The Territory Sales Representative will maintain/increase sales volume and margin with existing and new accounts within the industrial market. This role is accountable for executing assigned sales goals and sales plans within a designated sales territory. The Representative is responsible for securing sales at both the OEM and aftermarket/contractor level, building, and maintaining effective customer relationships.
Essential Duties And Responsibilities
- Maximizes sales revenue of established accounts as well as targeting new business opportunities and new customers through the development of key personal relationships.
- Interfaces and makes technical presentations and demonstrations to clients and customers.
- Performs direct sales of air pollution control equipment and systems to engineers and end users via a variety of sales channels, including independent sales representatives and distributors.
- Completes CRM functions for project and sales management in Sales Force.
- Works closely with internal teams in bid and proposal process and clearly understanding all customer needs and expectations.
- Creates a business plan for the territory and effectively manages the sales pipeline to achieve the annual operating plan.
- Leads the overall development of new business opportunities for Original Equipment and assists with services and parts through promotion of company products and services in the assigned region.
- Conducts seminars, presentations and attends trade shows to generate new sales of OE, services and parts.
- Searches, recruits, interviews, trains, develops and manages manufacturer reps, and sales associates in the region; determines the appropriate contract type and reviews regularly to make recommended additions/changes in accordance with rep sales performance to the Regional Sales Leader.
- Recommends the selection of new reps and distributors and is responsible for the training and support of existing distributors, in order to meet sales targets and objectives.
- Handles customer and prospect inquiries and provides technical/business support as required, including recommendations on business decisions and initial review of conditions and terms of sale.
- Prepares regional sales forecasts and participates in the determination of market potential and in preparation of sales expense estimates for the region and market.
- Analyzes product or equipment specifications and performance requirements to determine designs which can be produced by existing manufacturing or processing facilities and methods.
- Manages all OE proposals for assigned territory including quality of presentation, accuracy and completeness, cost control of projects and resulting profit for all projects in assigned region; suggest additional corporate accounts for assignment to reps for targeted sales development.
- Other job duties as assigned.
Education And Experience
- BS degree in Science, Engineering, Business, or Equivalent Experience.
- 5 or more years selling capital equipment (air handling, test equipment), or construction projects into industrial markets. Technical background with the basic understanding of air handling, filtration, purification, and HVAC system design preferred.
- 3 or more years industry or application experience with semiconductor, pharmaceutical, chemicals, gases, energy, food and beverage, textiles, and metal processing.
- Proven results identifying business opportunities and a track record as a deal closer in highly technical sales markets.
- Significant personal motivation, goal orientation, diligence, and attention to detail. Excellent negotiation, communication and presentation skills required.
- Team oriented and strong communication skills required.
Knowledge, Skills And Abilities
To perform the job successfully, an individual must be able to execute each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and ability required.
KNOWLEDGE
- Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services.
- Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services.
- English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
- Administration and Management — Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
Skills
- Persuasion — Persuading others to change their minds or behavior.
- Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
- Speaking — Talking to others to convey information effectively.
- Coordination — Adjusting actions in relation to others' actions.
- Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
Abilities
- Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences.
- Oral Expression — The ability to communicate information and ideas in speaking so others will understand.
- Written Comprehension — The ability to read and understand information and ideas presented in writing.
- Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.
- Speech Clarity — The ability to speak clearly so others can understand you.
PHYSICAL DEMAND & WORK EFFORT
- Typing, sitting, standing, walking.
- Office environment; constant mental and/or visual attention; the flow of work requires focused, detailed attention while working at a computer monitor.
- Compliance with company attendance standard. Work hours may vary during peak production cycles.
- Ability to travel up to 40%.
- FLSA Status: Salaried, Exempt.
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