What are the responsibilities and job description for the Territory Sales Manager position at Crane 1 Services, Inc.?
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 Manager (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 Manager (TSM) Requirements
- KNOWLEDGE: minimum of (5) years’ industrial service outside B2B sales experience, or combination of education and experience that illustrates a proven track record in the industrial service 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 Manager (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, and targeted association functions (IE: breakfasts, lunches, dinners, etc.).
Equal Employment Opportunity (EEO) Statement
Crane 1 Services is an equal opportunity employer. We are committed to creating a diverse and inclusive workplace where all qualified applicants are considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected status in accordance with applicable federal, state, and local laws. We believe in fostering a supportive environment where every employee is valued and given the opportunity to succeed.
