RLC Territory Sales Representative

RLC Territory Sales Representative

The Territory Sales Representative is responsible for driving profitable sales growth and expanding market share within an assigned territory by developing strong dealer relationships, executing strategic sales initiatives, and identifying new business opportunities. This role serves as the primary liaison between MTI/Toro and the dealer network, supporting dealer performance, customer satisfaction, and long-term channel growth through proactive territory management, dealer development, and cross-functional collaboration.

Essential Duties and Responsibilities

• Territory Sales Management
  • Achieve and exceed assigned sales revenue and market share goals.
  • Develop and execute strategic territory sales and growth plans.
  • Manage territory pipeline, forecasting, and sales activity to support business objectives.
  • Execute seasonal booking programs and support order management activities.
  • Monitor territory performance, competitive activity, and business trends to identify growth opportunities.
  • Increase dealer productivity and drive incremental sales growth within the assigned market.
• Dealer Relationship & Channel Management
  • Develop and maintain strong relationships with dealer principals, sales teams, and dealership staff.
  • Serve as the primary point of contact between MTI/Toro and assigned dealers.
  • Conduct regular dealer visits, business reviews, and product training sessions.
  • Support dealer performance improvement initiatives and maintain high dealer satisfaction levels.
  • Identify gaps in dealer coverage and recommend strategies to improve territory penetration and channel effectiveness.
• Dealer Development & Onboarding
  • Identify, recruit, onboard, and support new dealer partners with emphasis on targeted growth areas.
  • Coordinate onboarding activities to ensure successful dealer integration and productivity ramp-up.
  • Collaborate with Channel Development teams to strengthen overall dealer network performance.
• Cross-Functional Collaboration
  • Work closely with Inside Sales, Marketing, Finance, Operations, Channel Development, and Toro representatives to support territory objectives.
  • Coordinate with Red Iron Acceptance and internal finance teams regarding financing and credit-related matters.
  • Participate in sales meetings, planning sessions, and business reviews to align territory strategies with organizational goals.
  • Maintain proactive communication with internal and external stakeholders to resolve issues and support operational execution.
• Administrative & Reporting Responsibilities
  • Maintain accurate customer records, opportunities, and activity tracking within Salesforce.
  • Utilize Power BI and related reporting tools to monitor KPIs, territory performance, and sales trends.
  • Prepare and submit timely forecasts, sales reports, expense reports, and territory updates.
  • Manage travel schedules and territory-related administrative responsibilities in compliance with company policies and procedures.
  • Participate in special projects and additional responsibilities as assigned.
  • Support company initiatives, dealer events, trade shows, and training activities as needed.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

• Bachelor's degree preferred.
• Minimum of two (2) years of related sales, territory management, dealer development, or channel sales experience preferred; or an equivalent combination of education and experience.
• Experience working with dealer or distributor networks preferred.
• Ability and willingness to travel within territory extensively, including occasional overnight travel.
• Possess and maintain valid driver's license.
• Non-CDL drivers are subject to the DOT medical exam requirement and must have or obtain a valid medical certificate (DOT medical card).

Technical & Functional Skills

• Strong sales, territory management, and business development capabilities.
• Proficiency with CRM systems such as Salesforce and reporting tools such as Power BI.
• Experience with forecasting, pipeline management, order coordination, and sales reporting.
• Ability to analyze business performance and develop actionable territory strategies.
• Working knowledge of Microsoft Office applications.

Behavioral Competencies

• Excellent interpersonal, communication, and presentation skills.
• Strong relationship-building and customer engagement abilities.
• Highly organized with effective time management and prioritization skills.
• Ability to work independently while collaborating effectively across cross-functional teams.
• Ability to adapt quickly in a fast-paced, performance-driven environment.
• Strong problem-solving and decision-making skills.

Performance Expectations & Key Performance Indicators

Success in this role may be measured by:

• Revenue performance versus sales plan
• Market share growth within assigned territory
• Dealer satisfaction and engagement scores
• New dealer acquisition and onboarding effectiveness
• Seasonal booking program participation and execution
• Territory activity, forecasting accuracy, and pipeline development

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee will drive a company vehicle and load/unload trailers. Must be able to occasionally lift, push, and pull up to 75 lbs. The employee is occasionally required to stand, walk, and reach with hands and arms.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work is performed outdoors and on equipment and trucks. There is exposure to extreme temperatures, loud noise, dust, gas and/or fumes.

Benefits

• PTO
• 401(k)
• Medical, Dental & Vision Insurance

Equal Employment Opportunity Statement

MTI is an Equal Opportunity Employer and is committed to creating an inclusive environment for all employees. Employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, national origin, age, disability, protected veteran status, or any other status protected by applicable law.