Territory Sales Manager (2527) California Bay area and Northern California
Oversees sales in a defined geographical are obtaining orders from customers across all assigned segments.
Role is to drive sales and margin growth through identification and implementation of strategic initiatives to position and sell Company products with an emphasis on Premium Products
Responsible for all aspects of the sales process including prospecting, sales calls, site surveys, LCC analysis, preparing quotes and presentations, overcoming objections and securing purchase orders. If filter change service is offered, properly communicate with the Branch Manager so the service department can be aware of the additional work orders that will need to be added to Field Service for planning, productivity and profit goals.
Aggressively promote the Company Sales Tools. along with any and all new sales tools.
Utilize Microsoft Dynamic CRM for input and tracking of all information relative to prospecting, appointments, opportunities, contacts, quotes, target accounts, and use of sales tools. Also, qualifying and follow up of all Company Marketing leads and call center appointments.
Deliver PowerPoint presentations packages focused on Company’s TCO market strategy with the intent to maximize gross profit margin on each account.
Participate in company meetings and planning sessions including: Regional Sales meetings, North American Sales meetings, training sessions, and customer training events.
Work with the Branch Manager and the Call Center to develop and support local marketing programs to create prospects in all segments, participation in customer/industry trade shows, participation in local/regional trade associations (ASHRAE, BOMA, Hospital Engineers Association, etc).
Support national account agreements to expedite the transition and optimization of sales including customer contact, site surveys, and product cross referencing.
Participate in the annual budgeting process including total sales for the territory, sales by customer, sales by product class, total margin, margin by customer, etc.
Complete monthly mileage reports and turn in by the 5th of each month.
Use Concur software weekly to turn in company reimbursable expenses.
Be proficient in key software programs such as LCC, Word, Excel, Microsoft Dynamics CRM, Camfigurator, and PowerPoint
Follow pricing and freight guidelines established by the Branch Manager / Branch Director
Monitor and report to the Branch Manager competitive activities in the territory related to products, pricing, services, and lead times.