Territory Manager - Mobile Hydraulics and Electronic Controls

Job Description

Job Description

JOB TITLE: Territory Manager ? Mobile Hydraulics and Electronic Controls

LOCATION: Michigan

FLSA STATUS: Exempt (Sales)

REPORTS TO: VP Sales & Marketing

GENERAL SUMMARY:

The Territory Manager will drive business growth through new and existing accounts within Michigan (lower peninsula). The primary tasks will involve supplying innovative, cost-effective mobile hydraulic and electronic control solutions, tailored to off-highway mobile equipment customers, leveraging the premium product lines of Kraft?s represented manufacturers. Must possess outstanding sales skills, be detail oriented, organized, work efficiently and independently, and be pro-active. The Territory Manager must represent the company well and embody our core values by thinking and acting like an owner, always being customer focused, playing for the team, and being individually accountable.

ESSENTIAL DUTIES AND TASKS:

1. Building business by prospecting and securing new account while growing sales and strengthening relationships with existing customers.
2. Identify strategic growth opportunities within the mobile off-highway equipment market.
3. Work with customers to understand their needs and prepare and conduct professional sales presentations tailored to their requirements.
4. Develop product and need specific sales plans for OEM target accounts to increase revenue and market share.
5. Qualification and follow-up on sales leads and reporting results to sales manager. Prospecting and identifying accounts in primary territory and developing sales plans for new accounts.
6. Coordinating with customer service to assure the top-tier service is provided to our customers. Activities include on-going evaluation of credit status and payment terms, monitoring schedule and lead-time changes while reviewing inventory status through regular review of available reports. Work with Controller to prequalify new or prospective accounts and assist in keeping established accounts current.
7. Work with Sales Manager includes:

• Developing territory forecasts and target accounts.
• Managing client contacts, projects/opportunities, activities, sales appointments, and sales funnel in company CRM system
• Maintaining acceptable profit margins
• Assessing the percentage of business available & how much Kraft already holds.
• Evaluating what is needed to capture the available business and proposed time frame.
• Periodic surveys of major accounts to identify additional product and service needs (annually at minimum).
• Submitting and updating primary account contacts in CRM system to assist inside personnel with backup support.
• Continuing education, certification, vendor schools and sales training.

1. Working with manufacturers? field sales personnel to mutually and successfully obtain business.
2. Stay informed of changes in the industry, including trends, new products and changes in regulations.
3. Troubleshoots issues to a successful resolution for the customer.
4. Assist Kraft engineering team in securing information, design specifications, other collateral materials and information, as requested.
5. Participate in and support client system start-ups at client requested sites
6. Managing customer support inventory and customer open order report
7. Perform other duties as assigned.

WORKING CONDITIONS:

Work is performed from a home-based office within the assigned territory, with frequent travel to customer sites. The environment is fast-paced and dynamic, adapting to customer needs and market opportunities, with regular engagement with customers, support resources, and the Sales Manager, requiring strong communication.

EFFORT:

Must be self-starting and capable of completing projects without constant oversight, demonstrating initiative and resilience in a dynamic sales environment.

MACHINES, TOOLS, EQUIPMENT:

Equipment typically used includes computer, scanner, printer, calculator, smart phone, and paper shredder. Primary software packages used are Microsoft Office (Outlook, Word, Excel, Teams), CRM (White Cup), and ERP (Trulinx).