Territory Sales Manager

Territory Sales Representative

Position Summary: The Territory Sales Representative is responsible for executing strategic and tactical selling and demand generation strategies that accomplish overall company objectives and support attainment of sales, order and price quality financial targets. This position is responsible for managing overall existing customer account coverage and identifying and developing new potential customer targets through both direct account coverage and coordination of selling efforts of Benshaw contracted Manufacturer's Representatives and authorized Distribution partners. Foundational commitment to individual and team core competency and organizational development, adherence to company code of conduct policies, responsible expense and cost and overall business and personal integrity are required.

Primary Responsibilities:

• Establish and successfully deploy sales and business development strategies and tactics to accomplish successful and profitable growth of Benshaw products in assigned territory, attaining financial objectives established by business leadership
• Maintain high engagement with customers to ensure excellent service is being provided. Ensure high post-sales satisfaction, facilitating positive long-term relationships and high potential for repeat business with accounts
• Responsible for successful existing customer and new target account coverage and relationship development through implementation of defined Benshaw strategic initiatives and programs, Manufacturer's and Channel Programs to ensure strong customer engagement and satisfaction levels
• Fully leverages company Customer Relationship Management tools to maximize sales and sales management efficiencies in support attaining defined customer engagement KPIs
• Implement demand generation and product promotional programs to establish and sustain increased demand for Benshaw products
• Maintain commitment to personal competency and skills development to attain greater specific selling, negotiations and customer engagement acumen
• Execute established Manufacturer's Representative and authorized Distributor development and performance management activities in accordance with establish program requirements
• Drive culture of partnership with internal functions to support attainment of NPS, margin and market share objectives
• Monitors and documents customer, industry, competitor and market trends and changing requirements to help direct future strategic, commercial and product roadmap development
• Coordinates / provides product and solution training and education to key customers to highlight product unique advantages in support of addressing customer needs

Established Success Measures:

• Sales volume in accordance with annual operating plan targets
• Order (booking) volume targets
• Price quality targets in support of overall business profitability objectives
• Customer net promoter improvement targets
• Quarterly opportunity project / target account pipeline target levels
• Customer facing activity targets
• Opportunity update and maintenance frequency

Position Requirements:

• Bachelor's Degree in Electrical Engineering, Business, Marketing or related area
• Must reside within sales territory
• Minimum of 5 years of experience in engineering, sales, marketing, and/or product marketing in a related industry selling technology-based products, including demonstrated success in strategic and solution selling approaches
• Demonstrated applications and/or commercial experience with Medium Voltage Drives, Medium Voltage Soft Starters and Full Voltage Controls
• Demonstrated ability to influence, negotiate and understand large project and repeat business opportunities involving technical requirements as well as commercial and legal terms
• Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables. Ability to read, analyze, and interpret common technical journals, financial reports, and legal documents
• Ability to effectively present information to top management, customers, channel partners, and other employees of the organization
• Ability to work independently and consistently meet deadlines
• Requires strong commitment to customer service and teamwork
• Ability to travel 50% or more, depending on customer needs. This includes both air travel and car travel, typically within specified territory, as well as travel to Pittsburgh (headquarters) as needed.
• Ability to conduct customer visits in person and participate in plant tours. These tours typically involve walking through industrial manufacturing environments where this position may be in the presence of mechanical, electrical and powered industrial equipment. These tours typically require standing, walking and balancing for extended time periods (hours at a time).
• Ability to effectively present information to top management, customers, channel partners, and other employees of the organization. This may include standing and/or walking for extended time periods (hours at a time).

Please Note: This position requires candidates to be authorized to work in the United States on a full-time, permanent basis, without restriction and without the need for current or future visa sponsorship. This includes, but is not limited to, individuals on F-1 OPT, CPT, H-1B, or other temporary work authorizations. We are unable to provide employment visa sponsorship for this role.

Since our founding in 1983, Benshaw has grown to become a recognized leader in the design, development and manufacture of mission critical motor controls and drives. That's why, when the application is critical, and the environment harsh, customers specify Benshaw more than any other brand. Intelligent, creative, and determined people have made us who we are today. We recognize that hiring and developing talent is a key element in our continued growth. We are looking for people with ambition and commitment to excellence to continue to drive these results. If you are looking for a business environment where people treat each other with mutual respect and dignity and each employee can make a difference, Benshaw is the company for you. We offer competitive pay, medical, vision and dental benefits, 401(k) with an employer match, as well as a host of other additional health and employee benefits.

Benshaw is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, protected veteran status, or any other characteristic protected by applicable laws. We are committed to fostering an inclusive and diverse workplace.