High-Performance Territory Sales Manager - Material Handling Equipment Position Title: Account Manager Department: Sales and Marketing Direct Report to: Sales Manager Location: Waco Metro Area We are seeking high-performance Territory Sales Manager to aggressively support our customers as comprehensive Account Managers, and to promote our global-leading, world-class Material Handling equipment in the hottest market in the US...Texas! You need to be comfortable with and skilled in representing our market segment's Premium supplier, which requires an intellectual sales approach along with skills in Cost Justification, Premium Recapture, and TCO selling techniques. In return, you will be rewarded with Premium compensation and limitless advancement opportunities. If you are an educated, experienced, professional salesperson interested in upgrading your career, please reach out to us to discuss this opportunity. You don't necessarily need to have capital equipment sales experience. Although it may prove helpful, your attitude, energy level, and passion to help your customers grow their businesses, will be even greater assets in your path to success. JOB DESCRIPTION Responsible for marketing, promoting, and profitably selling Premium Lift Trucks and related material handling equipment and service to existing and potential customers. This is a 'Dual-Role' position with a large and lucrative territory. Delivers strategic plan to grow customer base in the HTX Material Handling market area and contributes to the development of customer-centric solutions. Will work closely with internal contributors to implement and manage all sales aspects of New and Used Lift Trucks, Warehouse / Allied products and Service/Parts/Rental sales strategy. Will have the knowledge and ability to expand current specialty product markets as well as developing a presence in all targeted segments. Will work strategically with other departments to grow all aspects of the business. JOB RESPONSIBILITIES
- Put Customers First!
- Do the Right Thing
- Continuously Improve Your Selling Skills
- Make personal sales calls at customer sites with a regular cadence
- Sees out prospective opportunities with new and existing contacts
- Establish and maintain customer relationships to grow profitable sales.
- Attend networking events to represent the company while prospecting
- Deliver sales and technical presentations to key clients
- Represent company at events to promote products
- Develop and implement strategic sales plans to achieve company goals
- Review market analyses to determine customer needs, price schedules, and discount rates
- Prepare/Provide quoting, invoicing, purchasing agreements, etc. to customers
- Follow up on all generated quotations to assure that the customer is being serviced and to document the outcome of the proposed solutions.
- Make Sales Coordinator / Manager aware of the provisions regarding client proposals and approve once proposals have been completed
- Manage relationships with clients and promote proper fleet management practices
- Receive and handle website and phone leads
- Answer incoming sales phone calls
- Track sales prospects' data and status in CRM
- Develop and maintain a sales forecast to help analyze market conditions and/or changes in assigned territory for sales growth.
- Assist in developing sales materials, quote templates to improve sales team efficiency
- Attend product training classes to develop superior product knowledge to properly address customer application requirements.
- Work across the entire HTX Material Handling footprint to do the right thing for all customers.
QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable qualifying individuals to perform the essential functions. EDUCATION AND/OR EXPERIENCE
- Associate's or Bachelor's Degree or extensive related experience in a technical sales discipline highly preferred
- Previous work experience with Sales in the material handling industry sector or technical sales with a documented track record of successes and accomplishments.
- Strong project management and problem-solving skills.
- Excellent communication skills, including verbal, written, listening and presentation skills
- Ability to think outside the box to offer new ideas, concepts, solutions etc.
- A desire to build your career. We see this role as a feeder for our future business leaders and you should share that desire.
- Driving is an essential function of this position and a current valid driver's license must be always maintained.
- Customer Empathy - Develop loyal and not just satisfied customers - Demonstrate understanding and expertise about our customers through business partnership, integrity, commitment and responsiveness.
- Be a Team Player - Be an enterprise thinker when discussing solutions with customers. Predisposition towards prospecting and team selling - passing leads, intentionally helping teammates, including cross-functional and departmental networking.
- Have a Sense of Urgency- Bias towards action, prioritizing customer needs and service while also achieving constant, forward movement in the sales process.
- Be a Critical Thinker- Leverage our entire product, services and technology portfolio to provide solutions to customers' problems and create growth accelerators for customers' businesses.
- Have Intellectual Curiosity- Push yourself on hard and soft skills training and development, continuously. Develop and deliver technically competent, customer facing product walk-arounds, product demonstrations and sales presentations that align with customer goals, challenges and growth objectives.
- Display Competitiveness and Resilience- Demonstrated persistence and ability to handle rejection. Fanatical about understanding and executing the sales process. Proof that you create your own economy. Explain how failed sales attempts are not failures, but investments in the process. Hold yourself accountable, possessing leadership, motivation and purpose.
Computer Skills
- Proficient with Microsoft Office (Word, Excel, Outlook and PowerPoint)
- Experience working with Salesforce.com or similar CRM
- A high aptitude for mechanical process and equipment required
Language Skills - Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Bilingual Spanish is a plus. Mathematical Skills - Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Reasoning Ability - Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form. Workplace Requirements - The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Physical Demands - While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to sit. The employee must frequently lift, carry, push, pull and /or otherwise move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus. Work Environment - While performing the duties of this Job, depending on site location, the employee may be exposed to moving mechanical parts and equipment. The employee may occasionally be exposed to high, precarious places, fumes or airborne particles; outside weather conditions and vibration. The employee may occasionally be exposed to wet and/or humid conditions; toxic or caustic chemicals; extreme cold; extreme heat and risk of electrical shock. The noise level in some work environments is occasionally loud. We are an Equal Opportunity Employer - We require all employees to treat all our employees and candidates as equals. All personnel actions are conducted in the spirit of equal employment. We're committed to recruit, train, promote and retain associates without regard to race, color, religion, gender, gender identification and expression, national origin, marital status, age, disability, genetic information, military status, sexual orientation or any other characteristic protected by applicable local, state or federal laws. We provide an environment that's welcoming to new ideas and keeps our employees engaged. Collectively, our employees all work together to make a difference for our customers, our communities, and our company. BENEFITS HTX Material Handling offers employees 100% paid Health benefits (Health, Dental, Vision, Life Insurance), and unique work environment. Also includes the following benefits: 401(k) Medical and Prescription Drug Dental Vision Holidays Vacation Sick Pay Life Insurance Jury Duty Uniforms and Safety Shoes Technician Benefit / Training Tooling Insurance Diagnostic Laptops / iPads