Territory Manager

Job Description

Job Description

Roland Machinery Company is a family owed company that was established in 1958 and, is one of the Mid-West’s leading heavy equipment dealers representing more than twenty-five outstanding manufacturers of construction, municipal, industrial and forestry equipment;

expanding across 5 states and 17 locations.

Responsibilities & Duties :

• Retention of existing customer base with continued sales growth
• Develops assigned territory, implements sales plans to grow business and maintain current customer base
• Sources and grow sales with new business opportunities within assigned market area / territory
• Responsible for the sales and marketing of rental and purchase of equipment
• Sources new business opportunities; develops new accounts and maintaining accounts from previous year
• Prepares and presents sales contracts / lease agreements
• Prepares sales plans, sales reports, expense, and daily call reports
• Extensive driving required
• Plan and organize a sales strategy that includes individual account plans to meet or exceed company targets for units, dollars and gross profit, and provide status report to sales manager as to achievement of goals and objectives.
• Identifies business opportunities by identifying prospects and evaluating their position in the industry; researching and analyzing sales solutions.
• Establish and maintain relationships with new and current customers to enhance the potential to sell, rent, and lease new and used equipment, parts and service to increase loyalty, market awareness, and increase market share.
• Work with customers and potential customers to fully understand their needs, wants, concerns, satisfactions and expectations by seeking information and opinions
• Listen to the customer to understand all opportunities, unmet needs, and opportunities to offer solutions. Respond quickly to offer solutions, keep the customer informed and provide feedback on action taken.
• Based on customer needs, formulate value-selling based professional proposal. Quote and negotiate prices and credit terms, prepare contracts and record and close orders, provide trade-information as requested, and manage and maximize rental conversions.
• Provide on-site expertise for demonstrations, machine inspections and technical support.
• Communicate with Management daily on activities, opportunities, issues, and solutions.
• Follow through per Managements direction.
• Attend training, sales meetings, trade shows, and other company functions as required.
• Identifies product improvements or new products by remaining current on industry trends, market activities, and competitors.
• Maintains quality service by enforcing organization standards.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications;

establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies.

• Contributes to team effort by accomplishing expected results, meeting established goals, effective communication, respect, honesty, integrity, and being a team player.
• Maintain a contact management type database for designated territory; maintain accurate and up-to-date call logs, prospects lists, lead generation, lost sales reports, pipeline management, and quoting functions.

Qualifications & Skills :

• Self-motivated, detail-oriented individual who can work effectively with a variety of people
• Ability to multi-task, remain extremely organized, and be able to develop relationships with current and potential customers
• Minimum of one to three years of work-related skill, knowledge, or experience is required. Three to five years of experience preferred with verifiable track record
• PC literate, proficient with MS Office, with an emphasis in Excel and Outlook required
• Valid Driver’s license
• College degree preferred but not required. Academics in civil engineering, business, marketing, finance or related field a plus
• Sales experience in capital goods
• Heavy and forestry equipment sales or equivalent experience a plus
• Excellent teamwork, interpersonal, self-motivation and communication skills required

Benefits :

• Base Plus Commission
• Phone, Laptop, & Car allowance / reimbursement

Full time regular employees are offered :

• Comprehensive PPO health plan, & prescription coverage with non-tobacco discount
• Flex spending account offered
• Dental and vision
• up to 4% 401K employer match, and a discretionary 2% annual profit-sharing contribution
• Paid time off, with additional 8 paid holidays
• Company Paid Life Insurance

Roland is an Equal Opportunity Employer (EOE) in accordance with Title 44, IL Administrative Code, Subpart C, Section 750.150