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Territory Sales Manager

Company: Fleetpride
Location: Kansas City
Posted on: November 22, 2020

Job Description:

FleetPride is the largest after-market distributor of heavy-duty truck and trailer parts in the U.S. with some of the best and brightest people in the business Partner with the best in the heavy-duty industry and apply today PURPOSE The Territory Sales Manager is responsible for managing a team of outside sales representatives within a defined geographic area. A successful Territory Sales Manager has strong sales coaching skills to leverage to develop outside sales representatives--- abilities, advanced selling skills, strong business acumen, ability to set effective strategies resulting in improved team and individual performance, and effective navigation of FleetPride's internal business processes and functional areas (branch, area operations, procurement) to support the sales team and improve performance. In addition, the Territory Sales Manager will have a strong ability to guide new account acquisition activity and the ability to help his/her direct reports successfully penetrate accounts. The Territory Sales Manager is expected to embrace and promote a performance-focused, high accountability sales culture. The Territory Sales Manager is required to have knowledge of FleetPride value propositions, sales process, account management and sales best practices, and the industry and local market. This role requires extensive travel. MINIMUM REQUIREMENTS Education Bachelor---s degree preferred (in place of the education preference, a minimum of 3 years industry or related experience) Experience --- 5-7 years successful B2B outside sales/sales management experience --- Experience supervising, developing and/or training sales people preferred --- Heavy-duty equipment distribution sales or related industry experience is a plus Knowledge and Skills --- Proven ability to initiate strategies for sales growth --- Excellent written and verbal communication and presentation skills required --- Ability to successfully coach and develop individuals in a competitive sales environment --- Demonstrated mechanical inclination and interest in FleetPride---s industry --- Experience with CRM and other sales force automation tools a plus --- MS Office Suite proficiency with ability to conduct basic database tasks in Excel REQUIRED CHARACTERISTICS Good personality (approachable, relatable, personable etc.), street smart, calm, humble, positive, enthusiastic, confident, strong integrity, deep sense of accountability Mechanically Inclined Fascinated by how things work; may have past experience building or fixing, e.g. farming, towing, mechanic Expertise Oriented Willing to learn, proactively seeks out information about customers, products, market, industry products, etc., shares knowledge with others Motivated Self-driven, ---sky is the limit--- outlook, phone on 24/7, overcomes objections to find a solution, will to win, persistent, goal-oriented Comfortable with Technology Leverages technology available to enable selling; also understands how technology impacts industry Demonstrated Interest in FleetPride Space Has basic industry knowledge, knowledge of/relationships with our customers or similar industries Service Oriented Puts the needs of the customer first; customer-oriented, but understands when to delegate service delivery, a problem-solver, meets commitments Structured selling approach, manages time well, organized, plans in advance, understands the importance of preparation Builds Trusting Relationships Meets commitments no matter how big or small, develops connection at personal level with customer, seeks feedback from customer, finds common ground CORE COMPETENCIES Coaching Effectively coaches basic sales skills and shapes coaching activities based on the need of each rep. Spends 50% of the week on in-field coaching. Offers honest, constructive and timely feedback to individuals; collaboratively identifies specific and tangible actions that their reports can take to improve performance. Hiring and Recruiting Effectively evaluates competencies and potential using behavioral based interviews during the hiring process; consistently identifies and attracts high performers. Maintains a shortlist of internal and external candidates (---on the bench---) to be able fill vacancies as they appear. Helps on-board newly hired reps through a standardized process. Performance Management Makes an objective assessment --- based on metrics, data, and observations from relevant team members. Is comfortable giving a poor performer constructive feedback. Aggregates individual performance reviews to identify overall sales team gaps and prioritizes team improvement opportunities. Sets high and consistent expectations and empowers reps to achieve them --- does not micro-manage. Leadership Defines clear objectives, strategies and roles. Motivates and rewards the team, creating a positive, collaborative work environment. Continually searches for opportunities to improve team and individual performance for maximum success. Adapts to and supports organizational change. Wins through the team, not their own sales efforts. Business Planning and Results Focus Maintains a personal business plan for their region. Adapts strategy to needs of local market. Sets effective strategies and fair goals that result in a performance-focused, high accountability sales culture. Maintains detailed understanding of the available data analysis, reports and tools to enable objective decision-making; interprets analysis and uses insights to inform the decisions they make. Resource Allocation Manages sales force resources: Sets the people strategy and aligns people against the territories. Allocates budgets and coop funds in via fact-based decision making. Makes good use of FleetPride---s capabilities and leverages team/ resources to maximum impact; Rarely over- or under-resources opportunities or initiatives. Managing the Internal System Builds and maintains an extensive FleetPride internal network. Comfortable with technology and enables team to utilize tools to improve work efficiency/ effectiveness. Can appropriately and successfully marshal internal resources to achieve sales and organizational goals. Demonstrates organizational agility by successfully working across functional and geographical boundaries to grow account share. Serves as an information filter, communicating information to sales teams and customers as appropriate. Performs administration and logistics activities. Builds a relationship with key vendor contacts to facilitate development of customer facing offers and promotions. Develops and manages promotions and SPIFFs at the vendor level and tracks ROI on promotions for area and by rep. Leverages vendor resources to improve product knowledge of reps. Leverages vendors to help sales reps differentiate FleetPride from competition. Customer Management Builds and maintains high level relationships with customers, especially at the most important accounts in the area. Manages pricing decisions and completes required analysis to ensure mutual value is created for customer and FleetPride. Steps in to resolve customer issues at appropriate points, without overshadowing the rep. Helps the reps develop the relationship with challenging prospects. Market Knowledge Has an understanding of the business environment and the relationships between different players. Understands individual market and industry conditions and relevant data, including competitive product, and pricing information --- uses this information to create a competitive advantage. Joins professional associations and/or participates in local business community activities; encourages reps to participate as well. Researches market and industry trends and shares knowledge with reps. FleetPride is the leader in the industry comprised of retail, service, distribution and wholesale divisions. Posted 30 Days Ago Full time REQ20-6582 About Us FleetPride has late-model or hard-to-find heavy duty truck and trailer parts, A/C parts, Refrigerants and Tools you need for ALL major makes of Class 6,7,8 trucks backed by a Nationwide Replacement Warranty. FleetPride one of the largest independent distributors of heavy-duty truck and trailer parts in the U.S. We also offer heavy duty expertise with some of the best and brightest people in the business. FleetPride offers heavy-duty career opportunities for self-motivated professionals.

Keywords: Fleetpride, Kansas City , Territory Sales Manager, Executive , Kansas City, Kansas

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