Manager, Territory Sales

Global Industrial

Corporate Overview

For over 70 years Global Industrial has been an industry leader providing private label and brand name industrial equipment and supplies to businesses throughout North America.

We carry over one million industrial, material handling and business products that are sold through our website, corporate sales people and full color catalogs. We are constantly increasing our product offerings to meet the diverse and changing needs of our customers. Our customers include small to large corporations, institutions, government agencies and consumers across North America.

Key Responsibilities

This position is located in Chicago, IL and surrounding locations

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Candidates local to Chicago, IL are welcomed to apply. The job is an in field position, you must be located in or nearby the territory itself (Chicago, IL) to be considered for the role.

Field Sales Engagement- Collaboration with Inside Sales

• Effective strategy positioning and field focused account relationship building – collaborate with managed sales group and those sales reps to develop and maintain a tactical account territory sales plan.
• Set and solicit on-site appointments within our top end managed sales to expand and develop sales opportunities
• Utilization of a variety of sales tools, CRM and analytical insights to identify the sales opportunities, potential, focus and strategies that should be employed to maximize sales growth in assigned territory
• Prioritize tasks, utilize your time effectively and efficiently, and take full advantage of available resources, including existing rep relationships, Subject Matter Experts within the organization and management channels.
• Complete various specific trainings and exposures to facilitate a robust knowledge of offerings, solutions and vendor support.
• Assist in the development of strategy and be responsible for implementing and translating that strategy into tangible actions within assigned territory
• Establish approximate time spent focused on our managed accounts group to 60-70%.
• Identify and position appropriate quote and Opportunity creation levels within company CRM (PCS)

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  Prospecting

• Effective strategy positioning and field focused account relationship building – new business generation focus to develop and maintain a tactical account territory sales plan.
• 20-30% focus on territory engagement with New business or unmanaged existing accounts to develop relationships and evaluate long term potential
• Position Global Industrial effectively to grow the quantity and quality of accounts currently not using Global for consistent needs
• Utilize other business resources within Global supporting this effort- Inbound Sales group and all other available resources already described.
• Formulate and work with RSM/CSM to customize appropriate daily/weekly and longer term routines to properly outline the Time and territory management specific to your geographic layout and volume

Competencies and skills

• Performance management

• Growth of territory is priority KPI metric
• Territory sales is all encompassing. Growth target is 15% over PY as evaluated from Territory Growth Report within PCS/CRM
• Additional KPI metrics include large deal($20k+) positioning and generation qualified quarterly

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  Product Knowledge

• Understanding of Global Equipment Company’s Industry and products.
• Knowledgeable of GEC’s market strategy, competitive landscape, unique value proposition, how we compete and win in the market, and our financial metrics.
• Keep current with the competitor activities and industry changes that affect product sales information.

• o Understand how to improve sales team’s ability to spot emerging customer opportunities.

EEO/AA Statement

Global Industrial provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.