Territory Sales Manager, Great Lakes Region

Key Responsibilities

• Achieves continual sales and profit growth to meet corporate goals, objectives, and action plans by meeting or exceeding assigned quotas. Monitors and maintains sales goals and keeps expenses within budget.
• Develops, trains, and assists distributor representatives to achieve sales goals.
• Seeks new customer opportunities and maintains current customer relationships. Establishes new relationships to earn customers’ equipment specifications, while maintaining those specifications for existing customers.
• Provides customer service in support of sales via professional written and telephone correspondence, routine on-premises sales calls to customers’ office and field locations, product sales training, product application assistance, dispute resolution, and ongoing product education via highly technical, effective sales presentations.
• Coordinates, attends, presents, and exhibits at tradeshows, state and regional regulatory conferences, customer open houses, distributor sales meetings, live and recorded webinars, and engineering seminars.
• Participates in pricing negotiations and purchasing contracts.
• Performs proficient fuel system project estimating tasks using measurements and calculations generated from both engineered and informal concept drawings.
• Researches and reports competitive threats and recommends responses.
• Provides input to assist product development teams in growing sales and profitability while addressing customers’ needs and opportunities.
• Provides short- and long-term product forecasts to meet sales objectives.
• Works with marketing team to ensure materials such as online and print media, packaging, catalogs, Internet presence, etc., meet customer needs.
• Promotes maximum participation in the FFS PRO collection of offerings from all customer channels.
• Participates in warranty approval process with goal of improving warranty rates while maintaining fair evaluation of products submitted for consideration.

Skills Knowledge and Expertise

• Knows arithmetic, algebra, geometry, statistics, finance and their applications.
• Effectively communicates information and responds to questions in person-to-person and small group situations with customers, clients, the public, and other employees of the organization.
• Maintains confidentiality and uses discretion with business information.
• Reads and understands documents such as contracts, construction drawings, equipment schedules, policy manuals, safety rules, operating and maintenance instructions, and procedure manuals.
• Writes routine reports and correspondence.
• Maintains relevant electronic files and messages to track progress, including written reports regarding all customer activities, and competitor information.
• Utilizes common-sense understanding to carry out written, oral, or diagrammed instructions.
• Deals with problems involving several known variables in situations of routine nature.
• Plans the time, method, manner, and/or performance sequence of own work; may also occasionally assist in planning work assignments performed by others within a limited area of operation.
• Frequently makes decisions of both minor and major importance, which may affect the work operations of other employees and/or clientele to a moderate degree.

• Bachelor’s degree in business, business management, engineering technology, construction management, or a related field (required).
• Three plus years of relevant experience in sales, marketing, product management, or a related field (required).
• Business Travel experience is a must.
• PC-literate computer skills to intermediate aptitude level: Microsoft Office suite, Adobe Acrobat.

• Valid driver’s license.
• Familiarity with CAD is desired.

Why Work at Franklin Electric?