Reports to: Regional Sales Manager (strong dotted line into the Branch Manager)Territory Sales Managers (TSM) are at the core of our business, as a Crane1 TSM, your role is to further develop our long-term relationships with existing customers and cultivate new business partners. The role of a Crane1 TSM is more than “closing a deal”, we pride ourselves on customer service. Crane1’s niche is a human-to-human, consultative approach, no gimmicks, no hard sales. As a Crane1 TSM, we rely on your sales expertise, knowledge of our products and services to provide solutions to our customers and potential business partners for their overhead material handling equipment.Territory Sales Managers (TSM) Role & Responsibilities Exhibit proven sales experience and experience with B2B industrial or commercial sales to customers in top management or plant management where CRANE 1 products and services are purchased. Displayed, proven sales process skills and experience a requirement. Seeks to build long term business partnerships and relationships within a defined market area through telemarketing, referrals, networking, cold-calls or even direct visits. Support, develop and retain customers through the enhancement of their productivity and plant safety - by consistently providing top quality, personalized overhead material handling systems, supplies and services.
Follow-up on all branch and associate generated solid leads, referrals, and bid lists, existing and new customer inquiries.
Meet with new potential customers, provide needed information, and educate them regarding Crane1 product and service offerings.
Generate and present service quotes/proposals to potential customers.
Maintain awareness of customer budgets, and competitive threats in the market, ensuring that quotes are competitive and reasonable. Communicate price increases when necessary.
Foster a continuing, positive, trusting, and professional relationship with all accounts, acting as a liaison between Crane1 and the customer. Scheduling periodic customer site visits to help maintain a strong relationship.
Attend and thoughtfully contribute to weekly production meetings at the branch.
Able to clearly articulate and execute the Crane 1 Advantage in your territory.
Collaborate with the new business development team to grow the territory.
Manage the sales funnel process as part of a routine way of working.
Territory Sales Managers (TSM) Requirements
KNOWLEDGE: minimum of (5) years’ industrial outside B2B sales experience, or combination of education and experience that illustrates a proven track record in this field.
SKILLS: A competitive nature to meet and exceed sales goals. A track record of strong communication skills.
ABILITY: A passion for providing top-notch customer service to our customers. Valid driver’s license and ability to meet our driving requirements.
Territory Sales Managers (TSM) Performance Standards
Crane1 TSM’s project to spend their time and efforts (with some moderation) in the following areas:
50% - Quoting (Prospecting, lead generation, and customer calls.
25% - On-site appointments, introductions, and/or customer contact calls to directly introduce or represent CRANE 1.
15% - Making on-site, customer-qualified sales presentations to company or primary decision-makers.
10% - Spent out of the office at networking functions, industry associated events, targeted association functions (IE: breakfasts, lunches, dinners, etc.).
PRIMARY RESPONSIBILITIES (75% of role focus)
Primary effort is to define, generate, qualify and prospect new business targets in a defined territory location, closing new sales and creating future prospects for service and recurring sales.
Maintains and refines File Maker (CRM) of prospective customers for use as sales leads, based on information from newspapers, business directories, and other sources.
Required to achieve monthly sales goals and quota via an established sales process and plan.
Represents CRANE 1 within an assigned territory, either in person or by telephone, to call on regular and prospective customers to solicit orders.
Displays or demonstrates products and services in a professional manner, using samples or materials, and emphasizes salable features.
Collaborates with service and management to assure customer sales satisfaction, identify new client referrals and/or business prospects.
Coordinates and participates onsite when needed with new larger key accounts in collaboration with New Crane Specialists.
Proposes quotes, pricing and credit terms for orders obtained.
SECONDARY RESPONSIBILITIES (25% of role focus)
Tracks and communicates leads, provides customer data for tracking purposes.
Prepares reports of business transactions, track results and keeps expense accounts.
Communicates effectively with manager sales challenges, successes and needs associated with new business generation.
Provides ideas, recommendations, and support regarding new business development.
Stays up to date on sales skills, professional knowledge, and self-training to maximize professional growth and advancement.
Stays up to date on CRANE 1 capabilities, products, services and/or changes regarding sales and customer needs.
