Territory Sales Manager

The Territory Sales Manager role is critical in how value is delivered to our Industrial customers who rely upon weighing as a critical control point in their businesses and operations. The TSM will be trusted upon by customers to identify automation opportunities that include and extend beyond weighing. Our customers rely upon this position as their trusted advisor to support their weighing process and production goals. These include focus areas that center around safety, compliance, productivity, and performance. Additionally, the TSM role advises on critical topics such as preventative maintenance services, calibrations, service and repairs, and installations on industrial scales and other weighing equipment to support their operations.The Territory Sales Manager (TSM) role serves as a key leader within the assigned territory and, together with the Operations Manager, is responsible for sales performance, relationship development, and business growth. The TSM for this specific sales role will focus considerable energy toward sales of multiple brands of industrial weighing equipment including. This role will also leverage all resources and CIS team members to succeed in cross selling the full CIS portfolio.The TSM will be responsible for the development and execution of a comprehensive business plan to drive business growth in the assigned territory and to support the Carlton Sales Process. This will include a significant focus on proactive territory and account planning and disciplined execution that can be demonstrated through Sales Operations KPIs and CRM analytics. Additionally, this role is responsible for building brand awareness and exposure for CIS, expanding of our database of customer contacts and installed equipment, participating in local and area trade groups and industry forums, and developing long-lasting mutually beneficial relationships.Essential Job Functions:Increase market share, total sales, and profitability through disciplined execution of territory business plan and Carlton Sales Operations process; primary areas of focus are Industrial Weighing & Automation solution offeringsCross-selling across the full CIS portfolio is essentialClosely partner with Operations to ensure a fully unified approach to serving our territories and in growing our businessFully own the entire sales process for every sale and every engagement; collaborate with Operations to deliver a “Weigh Better” customer experienceEnsure consistent delivery of commitments for monthly new orders and execution of backlog to support all financial targetsActively 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;Be able to present an overview of Who is CIS in an authentic, compelling, and memorable way; ensure this can be done in from of any audience type, at any timeEnhance and increase the depth and range of territory database information on new and existing customersIntegrated use of all OEM Sales & Training tools for maximizing engagement; creatively partner with OEM Marketing, Sales, & Support teams to execute all sales opportunities (as required)Proactive and detailed time and schedule managementPrompt, professional, and detailed follow up on all customer engagementsPlanned, committed, and proactive cold callingFocused and planned site visits and on-the-fly check-insEffectively plan and lead sales presentations to focus on knowledge of application opportunities, monetized pain points, and consultative solution sellingPrompt 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 situationStay of abreast of Industry changes, new products or services by attending training sessions, demonstrations, or other training opportunitiesActively lead efforts to understand competition in assigned territory and to create active strategies that drive actionable insightsSupport all CIS order fulfillment and workflow process requirements with a “no excuses” attitude and mindsetWork cross-functionally within CIS and with all external third-party vendor partners to ensure all customer deadlines and commitments are successfully achievedAccountabilityFully understand and support all CIS Safety Policies & Procedures; commit to timely and complete support of all Safety initiatives and programsFully 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:” Demonstrate knowledge of and competence with Weighing Quality Management and be able to effectively communicate with various customer stakeholdersMeet and exceed all territory Sales performance targets and commitmentsResponsible for customer retention, penetration, and risk mitigation in territorySomeone who can be trusted and counted on to follow through in service to our customers and CISEnsure all administrative and workflow requirements are fully supported on all ordersStay aware of technology developments, competitive positioning, and industry trendsTime is of the essence, for Customers and CISAnswer the Bell; meet all deadlinesDemonstrate professional attitude, appearance, and communication at all timesFollow 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 CISAlways consider the value created by CIS and how that is perceived by the customerQualificationsTerritory sales experience is required; Account Management experience is a plusPrevious Sales experience and/or background in industrial weighing devices or industrial electromechanical equipment preferredHands-on service and maintenance experience within the industry is highly desirableExperience with CRM applications is requiredSolid organizational and time management skills requiredExcellent verbal, written and listening communication skillsBasic technical understanding of how products and services work in our industry; ability to communicate this information with othersNaturally inquisitive, enjoys learning new things and seeks opportunities for growthGeneral knowledge of Word, Excel, and Outlook including but not limited to other software to generate quotes and requisitions, adaptable and comfortable learning new applicationsTakes direction well and can be counted up on to execute – “time is of the essence”Must be highly motivated, a self-starter, assertive, and possess exceptional time management skillsComfortable in a dynamic, fast paced environmentMust maintain a valid driver’s license with acceptable driving recordEducation2 or 4-year degree or certification program is requiredProfessional Sales Training certification highly desirable (Sandler, etc.)Physical RequirementsAbility to sit or drive for extended hours with few breaks up to eight hours a day.Ability to travel across the Mid-Atlantic (and across Carlton’s growing footprint) 25% of the time; travel may be higher or lower based on business need.Must be able to make fast, simple, repeated movements of the fingers, hands, and wrists.Ability to stand or walk for long periods during customer visits and presentations.May need to lift objects weighing 25-35 lbs. at a time. May need to occasionally lift objects up to 45 lbs. at a time.The duties listed above are examples of the types of work you may be expected to perform in this role. As business needs evolve, additional responsibilities may be assigned. We are committed to providing reasonable accommodations to enable individuals with disabilities to perform essential job functions.This job description does not constitute an employment contract and is subject to change at the company's discretion. CIS is an equal opportunity employer that values diversity and inclusion. We do not discriminate based on protected characteristics and participate in E-Verify to ensure compliance with federal employment laws. Employment with CIS is at-will, meaning either you or the company can terminate the employment relationship at any time, for any reason, with or without cause, except as required by law.Work Location: In person #J-18808-Ljbffr