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Manager, Territory Sales (Ohio)

Date:  Nov 19, 2021
Location: 

Ohio, US, 43004

About Global Equipment Company Inc

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 1.7M 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 and government agencies as well as consumers.

Key Responsibilities

 

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)

 

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

 

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

 

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

Competencies and skills

  • Minimum 2 to 4 years sales experience within various related industries.
  • Ability to work within a collaborative environment and experience with KPI/CRM environment
  • Must understand basic math to include calculation of percentages, profit margins, gross profit vs. net income, etc.
  • Disciplined self-starter with strong work ethic
  • Strong organizational, administrative and time management skills
  • Demonstrated success in achieving and exceeding sales goals and quotas.
  • Excellent oral/written communication, presentation, negotiation, organizational skills.
  • Proficient in Microsoft Excel, Word and Access.

 

Note: Candidates local to Columbus/Dayton/Cinncinati, Ohio can apply
          It is a remote field sales position located in the territory.

EEO/AA Statement

Global Industrial, a Systemax Company 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.


Nearest Major Market: Columbus
Nearest Secondary Market: Dublin