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Carlton Industrial Solutions · 3 days ago

Territory Sales Manager

Salisbury, MD

Full-time

Onsite

Mid Level

Carlton Industrial Solutions is seeking a Territory Sales Manager to support their industrial customers by delivering value through effective sales strategies. The role focuses on increasing market share and profitability while developing relationships and executing a comprehensive business plan within the assigned territory.

Manufacturing

Responsibilities

Increase market share, total sales, and profitability through disciplined execution of territory business plan and Carlton Scale Sales Operations process

Closely partner with Operations to ensure a fully unified approach to serving our territories and in growing our business

Fully own the entire sales process for every sale and every engagement; collaborate with Operations to deliver a “Weigh Better” customer experience

Actively focus on selling ongoing service agreements with every equipment sale; understand and be able to effectively communicate the range of value-added services we can provide and why different than the competition; leverage service as an entry point with new customers

Enhance and increase the depth and range of territory database information on new and existing customers

Integrated use of all Mettler-Toledo (MT) Sales & Training tools for maximizing engagement; creatively partner with MT teams to support all sales opportunities (as required)

Proactive and detailed time and schedule management

Prompt, professional, and detailed follow up on all customer engagements

Planned, committed, and proactive cold calling

Focused and planned site visits and on-the-fly check-ins

Effectively plan and lead sales presentations to focus on knowledge of application opportunities, monetized pain points, and consultative solution selling

Prompt and detailed follow up on all leads (target within 24 hours)

Maintain professionalism, diplomacy, sensitivity, and tact to portray the Company in a positive manner, regardless of the situation

Stay of abreast of Industry changes, new products or services by attending training sessions, demonstrations, or other training opportunities

Actively lead efforts to understand competition in assigned territory and to create active strategies that drive actionable insights

Support all CIS order fulfillment and workflow process requirements with a “no excuses” attitude and mindset

Schedule and follow up with Operations, Carlton Industrial Automation, Purchasing, and other Third-Party partners to ensure customer deadlines are met

Fully understand and support all CIS Safety Policies & Procedures; commit to timely and complete support of all Safety initiatives and programs

Fully understand and commit to application of the Hierarchy of Controls model to identify, manage, and remove/mitigate all job hazards for every job, every time

“Science of Weighing:” Fully understand METTLER TOLEDO “Good Weighing Practices” and leverage Weighing Quality Management to sell our competitive advantage

Meet and exceed all territory Sales performance targets

Responsible for customer retention, penetration, and risk mitigation in territory

Someone who can be trusted and counted on to follow through in service to our customers and CIS

Ensure all administrative and workflow requirements are fully supported on all orders

Stay aware of technology developments, competitive positioning, and industry trends

Time is of the essence, for Customers and CIS

Answer the Bell; meet all deadlines

Demonstrate professional attitude, appearance, and communication at all times

Follow all company procedures, rules and regulations outlined in the Employee Handbook and Policy & Procedure Manual; “Details Matter”

Ensure vehicle service and maintenance requirements are met and notify supervisor of needed repairs as they arise

Always be aware of the impact of your decisions as seen through the eyes of the customer and as seen through CIS

Always consider the value created by CIS and how that is perceived by the customer

Qualification

Territory sales experienceCRM applicationsIndustrial weighing devicesProfessional Sales TrainingOrganizational skillsMicrosoft WordMicrosoft ExcelMicrosoft OutlookCommunication skills

Required

Territory sales experience is required; Account Management experience is a plus

Experience with CRM applications is required

Solid organizational and time management skills required

Excellent verbal, written and listening communication skills

Basic technical understanding of how products and services work in our industry; ability to communicate this information with others

Must be highly motivated, a self-starter, assertive, and possess exceptional time management skills

Must maintain a valid driver's license with acceptable driving record

2 or 4-year degree or certification program is required

Preferred

Previous Sales experience and/or background in industrial weighing devices or industrial electromechanical equipment preferred

Professional Sales Training certification highly desirable (Sandler, etc.)

General knowledge of Word, Excel, and Outlook including but not limited to other software to generate quotes and requisitions, adaptable and comfortable learning new applications

Naturally inquisitive, enjoys learning new things and seeks opportunities for growth

Comfortable in a dynamic, fast paced environment

Company

Carlton Industrial Solutions

Since 1933, Carlton Industrial Solutions has forged a reputation as the trusted industry expert and service partner by providing innovative weighing and automation solutions to the most complex operational challenges.

Founded in 1946