Territory Sales Manager - CAT (Northeast)

Description

Overview

Creates a strategy and implements tactical plans to increase Terex sales with a Genie National Account. Builds revenue base by leading and facilitating the execution of the plan in conjunction with Genie Team Members.

Program to include Communication plan, pricing, marketing & sales support, training program, and relationship management.

Responsibilities

Sales / Business Development and Management

• Responsible for the development and execution of the strategic plan for the account.
• Creates the Sales Plan to grow sales to existing locations, expand sales to new locations, and introduce new products to customers.

Manages activities and performance of assigned team members with the National Account to ensure account performance goals are achieved for the year.

• Analyses the sales plan versus actual results and adjusts efforts as necessary.
• Conducts in-depth market research, competitor analysis, and data-driven assessments to inform strategic decisions.
• Assists customers with business planning and development of sales forecasts and works to secure sales orders and reach revenue and profit goals.
• Identifies potential new opportunities with the National Account. Conducts research on local market and business activity.

Understands and sells the Genie Value proposition and competitive advantages.

• Has the ability to adapt and Pivot Strategies as needed in response to changing market dynamics, ensuring we stay ahead of the competition.
• Has the ability to work with and manage relationships at all levels of national and international rental companies. As well as within the Terex organization.
• Advanced knowledge of equipment financing programs. Works closely with TFS to develop long-term financing strategies to ensure long-term customer success with both Terex and Genie products.
• Coordinates and manages all aspects of business development including training, marketing, communication, sales support, and coverage at customer events and trade shows.

Financial Responsibility

• Lead the development and implementation of innovative, forward-looking strategies that align with Genie Core values and will drive profitable sustainable growth.
• Responsible for creating and analyzing the budgets for the account. Manage expenses per the established budget.
• Ensures that deals are structured in accordance with maintaining profitability goals and the account pricing agreement.

Provides coaching and feedback to team members who go outside the guidelines.

Manages discount levels and strives to improve company margins and align with the pricing process.

Customer Relationships

• Solicits feedback from the customer to make sure our company is meeting or exceeding their needs.
• Elicits feedback from customers on existing products and services, as well as changes, enhancements, and new products that customers would like.

Conveys information to Genie TMs as appropriate.

Is available and very responsive to all customer inquiries and requests for support.

Performance Management / Leadership

• Measure and communicate the impact of strategic initiatives to stakeholders and Senior Leadership.
• Inspire and motivate cross-functional teams to rally behind strategic objectives, ensuring alignment and flawless execution.
• Collects data and provides regular reports to management regarding the performance of the account. Monitors and manages the team’s forecasts, budgets, territory management, and processes.
• Builds strong relationships with leaders in various Terex departments to be able to facilitate requests from customers and get things accomplished (Marketing, Warranty, Parts, Service, etc.)
• Deploys critical relationship management with the highest-level executives, identifying winning opportunities to bring in critical Genie resources (product managers, engineering, operations).

Required Qualifications

Knowledge and Skills

• Requires advanced technical knowledge of the products
• Requires advanced knowledge of the principles and practices involved in new business development, product marketing, and sales
• Requires excellent interpersonal and communication skills to build relationships, prepare and deliver formal presentations, and negotiate sales contracts
• Requires advanced written communication skills to prepare proposals and business correspondence
• Strong negotiation skills, particularly experience with advanced deal structures including, rebates, payment terms, freight allowances, trade packages, leasing, etc.
• Expert understanding of our customer service, manufacturing, engineering, and product support processes
• Requires advanced knowledge of Lean philosophy and application to the roles of the team and customer.
• Well-developed problem-solving skills
• Is proficient in Word, Excel, Outlook, PowerPoint, and Salesforce.
• Requires strong time and territory management skills
• In-depth knowledge of Genie and Terex products

Abilities

Requires the ability to initiate and complete sales contracts. Requires the ability to design, develop, and deliver sales communication in writing and in person.

Requires the ability to conduct price, product, and delivery negotiations.

Working Conditions

Requires the ability to travel up to 55-60% of normal work hours. Must be comfortable demonstrating the complete line of Genie and Terex products working at full-extension heights.

Education and Experience

A bachelor’s degree in business, engineering, or the equivalent is preferred. Ten years of experience in outside sales, and / or Genie employment.