Territory Sales Manager - Northeast

Position Summary:

The Territory Sales Manager (Northeast) is a results-driven, new-business-focused sales professional responsible for growing SSI Technologies' presence within an assigned geographic territory. The role centers on demand creation and new business development - prospecting, qualifying, and winning new customers, applications, and design-in opportunities across automotive and industrial markets, and expanding SSI's footprint throughout the region. The Territory Sales Manager is measured primarily on opening new accounts and converting net-new opportunities to revenue across the territory, rather than on maintaining an established base of existing accounts. As the company's primary field representative for the region, the Territory Sales Manager leverages strong prospecting, technical and specification selling, and territory-planning skills to drive profitable new-business growth, win new design opportunities, increase market penetration, and elevate SSI Technologies' brand presence.

Position Requirements:

1. New Business Development and Demand Creation: As the primary objective of the role, proactively identify, prospect, qualify, and win new customers, applications, and programs across the assigned territory through outbound prospecting, lead generation, networking, and market research, building and maintaining a robust pipeline of net-new opportunities.
2. Territory Penetration and Market-Share Growth: Grow SSI's revenue and market share within the assigned region by penetrating new and competitive accounts, opening untapped applications, and expanding the served market - with the focus on net-new business rather than the maintenance of an established account base.
3. Specification and Design-In Selling: Drive the specification and design-in of SSI products with customer engineering teams, design consultants, and system integrators, partnering with internal application and sales engineering to support customer concept and application design and to convert new opportunities into design wins.
4. Achieve Sales Objectives: Meet or exceed the assigned territory quota, with primary accountability for new-business and growth targets, ensuring the achievement of key revenue and margin objectives.
5. Territory Planning and Execution: Develop and implement an annual territory hunting plan - building and prioritizing a target-account list, allocating time and resources effectively, and determining appropriate call coverage and visit cadence - thinking both tactically for immediate wins and strategically for long-term territory development.
6. Sales Forecasting, CRM, and Reporting: Maintain accurate, up-to-date opportunity and account records in the CRM; manage the new-business funnel; deliver reliable sales forecasts; provide inputs to the annual plan, quarterly updates, and long-range planning; and prepare territory performance reports and business reviews for management.
7. Quoting and Commercial Management: Manage RFQs and prepare timely, competitive proposals and quotations, leading pricing and commercial negotiations on new opportunities in coordination with internal stakeholders.
8. Relationship Building and Credibility: Establish new relationships with key personnel across various disciplines (purchasing, engineering, quality, and program management) at prospective and developing accounts, building SSI's credibility and gathering valuable market intelligence.
9. Channel and Representative Management: Manage, support, train, and motivate manufacturers' representatives and/or distributors within the territory to extend reach and generate new business; ensure account ownership and customer relationships remain with SSI; and, where applicable, manage distributor inventory and stocking levels to support territory service levels.
10. New-Account Onboarding and Transition: Support newly won accounts through PPAP, product launch, and early production to ensure a successful start; and, as accounts mature and stabilize, coordinate an orderly transition to ongoing account management so that territory selling capacity remains focused on new business development.
11. Voice of the Customer and Market Intelligence: Collect and disseminate market and competitive information regarding current and future programs, and serve as the voice of the customer to product management to inform new product development and business decisions.
12. Internal Coordination and Communication: Serve as the primary point of contact between territory prospects and customers and internal teams; stay informed about internal engineering, quality, and manufacturing activities (e.g., PPAPs, process changes); and ensure accurate, consistent, and timely communication, including timely responses to corrective actions and technical requests.
13. Enhance Brand Presence: Proactively elevate SSI Technologies' brand recognition and generate demand within the territory - representing the company at customer sites, trade shows, and industry events - positioning SSI as a preferred partner for new programs.
14. Individuals directed by management to operate a vehicle for work purposes will observe the requirements of the Fleet Safety Program.
15. Support, promote, and perform in a manner consistent with continuous improvement goals and the values of SSI Technologies, LLC. which includes following the policies, procedures, and requirements of our Quality Management and IS0 14001 Environmental Management Systems.
16. All other duties as assigned by your supervisor.

Professional/Technical Experience, Skills and Education:

1. Bachelor's degree in Business, Engineering, Marketing, or a related field preferred. Required.
2. Proven experience in sales, account management, or territory management, preferably in an industrial or automotive environment, required.
3. Strong communication, negotiation, and relationship-building skills, required.
4. Strong communication, negotiation, and relationship-building skills, required.
5. Demonstrated ability to analyze market conditions and develop effective sales strategies, required.
6. Minimum of 5 years of experience in sales, territory management, account management, or related commercial roles, preferably in the automotive or industrial sector, required.

Key Attributes:

• Has a high degree of latitude/minor oversight
• Handles the most complex of issues.
• Advanced level of knowledge.
• Acts as leader.

Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.