Territory Manager

Position Summary

Shred-Tech is a partner to the waste, recycling, construction, forestry, and industrial machinery markets, maximizing value for customers through innovative solutions. With a diverse line of products supported by our OEM global partner, regional distribution channels, and our North American service network, we tap into the power of data and technology to enhance customer safety and productivity while optimizing performance.

Job Overview

The Technical Sales Professional is responsible for solicitation of product sales within his/her assigned territory. This includes calling on established customers as well as finding new customers. Calls are made at the customer’s place of business and/or via phone or other communication methods. This person works directly with industry specific companies, end users, and manufacturers determining the best product for any specific application. The Technical Sales Professional works with all interdepartmental personnel to produce quotes, drawings, and pricing. Success in this position is primarily measured by sales volume, profitability and customer satisfaction.

Duties & Responsibilities

• Develop in depth knowledge of our product line via the completion of required on-site product training and demonstrations.
• Dealer recruitment and management (identify potential dealer partners, recruiting dealer partners and supporting dealer partners to insure their growth and prosperity).
• Create and execute a Territory Sales Plan that meets or exceeds established sales goals and supports Shred-Tech’s revenue and profitability goals
• Maintain consistent communications and timely follow-up with existing and prospective customers and be available and responsive to customers real-time needs.
• Generating various strategies to increase sales volumes within the territory
• Manage all communications for existing and prospective customers within the assigned territory
• Identify all sales opportunities within the assigned territory
• Project and plan current and future sales results weekly, monthly, quarterly, and annually
• Forecast new and prospective sales weekly for the next 30-60-90-120 days.
• Prepare territory budgets based on researched and company provided customer prospect data
• Present and demonstrate our products and services to prospective customers
• Cross-sell products, when appropriate
• Collaborate with sales representatives from different territories to share best practices and support a cohesive sales approach
• On-site visitation of prospective and established customers to maintain relationships and address any needs or concerns.
• Active monitoring and awareness of relevant businesses within territories to solicit new customers and bid on new projects.
• Participate in product trainings, tradeshows, contests, and promotions when applicable
• Work with customers assessing needs for specific jobs and correct equipment solutions for jobs.
• Coordinate and communicate service and repair work by communicating with customer to define the scope of work and submit information to Parts & Service for scheduling and quoting.
• Troubleshoot and resolve customer issues and barriers to order completion.

• Manage the entire life cycle of all product lines within the business segment from strategic planning, product definition, tactical launch activities and end of life.
• Develop and implement product IoT initiative and strategy
• Operate as the internal voice of our customers across development teams, (primarily Engineering, Sales, and Marketing) through an understanding of market requirements, product definition, training and launch activities.
• Develop and implement a cohesive short- and long-term product line roadmaps.
• Coordinate and lead the on-going Innovation/VOC exercises. Combining this information with a business case analysis to define business requirements and the products value proposition.
• Develop core messaging and positioning for all products within the business based on the established value proposition.
• Define pricing and sales strategy/policies for all products within the business and drives these through the divisional organization.
• Maintain a high level of expertise in the competitive landscape including competitive product and pricing strategy
• Collaborate with other business unit Product Professionals to develop effective divisional product line development opportunities.
• Analyze potential partner relationships that can either enhance current offerings or fill necessary gaps in offerings
• Leverage 80/20 and continuous improvement in all aspects of product management, decision making and actively participate in on-going project teams that maximize overall organizational effectiveness and efficiency.
• Consolidate divisional annual sales plans for all products, promotional and advertising efforts, and other meaningful data
• Proficient use of CRM to document all sales activity
• Other duties may be assigned

Knowledge, Skills and Abilities

• BS in engineering or equivalent experience preferred.
• 4 years experience in a distribution or sales environment preferred
• Knowledge of database software, CRM, MS office programs, AutoCAD Software
• Ability to learn software applications quickly.
• Highly organized and efficient.
• Self-motivated.
• Ability to multi-task and prioritize.
• Work independently, remotely as well as cooperatively.
• Problem solver.
• Ability to focus under pressure.
• Ability to communicate clearly and efficiently in English both verbal and written.

• Must possess excellent communications, interpersonal, and leadership skills.
• Must have in-depth understanding of, or experience in, highly concentrated global OEMs, and Distribution sales.

• Have an understanding of customers’ buying cycle and decision-making process.

• Must have a passion for technology and innovation.
• Must have a good working understanding of selling and marketing in a global environment.

• Strong attention to detail and organizational skills with the ability to manage multiple priorities independently.

Shred-Tech is an Equal Opportunity Employer. Qualified candidates will be considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.