Territory Sales Manager - Industrial Automation

Summary: Responsible for the selling of all industrial products within an assigned geographic territory.  Directly manage and coordinate activities of direct customers, assigned distributors, and indirect Manufacturers Representatives in such a way as to meet planned goals and objectives.

RESPONSIBILITIES

• Understand the company's products, solutions, history, and capabilities.


• Meet with and identify customers’ requirements to consultively sell Cattron solutions that meet their needs and demonstrate an ROI or value to the customer.


• Develop new business relationships to drive specification by personally presenting to major accounts within the assigned territory a description of the company, its products, and capabilities.


• Develop and maintain sales by exploring and qualifying existing accounts as well as following up on leads resulting from marketing prospecting efforts.


• Instruct and train distributors and Manufacturers' Representatives in the selling of products and services.


• Maintain a professional business rapport with accounts even under less-than-desirable conditions.


• Maintain accurate up-to-date records and files on all major accounts, including sales data, quote records, leads, and customer contacts in a timely manner, and be able to report the status of each opportunity when requested.


• Schedule monthly meetings with your MR force to go through their pipeline in CRM to gather up-to-date information and determine what actions to take to close business.


• Provide accurate feedback to management on market conditions, missed quotes, and future trends.


• Coordinate activities with Inside Sales Teams to maximize our ability to close on new business opportunities.


• Represent the company at various trade shows.


• Provide assurance to management that all policies are carried out accurately.


• Perform other duties as assigned or necessary to meet business objectives.


• Adheres to quality and safety systems or maintenance of quality and safety standards.


• Ability to travel 50%-60%

REQUIREMENTS

• Accelerated experience with Microsoft Office Software including Outlook, Word, Excel, and PowerPoint.


• Experience in using CRM and its use to track, progress, and provide timely updates on the opportunities within the pipeline


• A track record of success against quota


• Strong understanding of sales cycles and procurement processes associated with the industrial automation market.


• Knowledge of principles and methods for demonstrating, promoting, and selling products or services.


• Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.


• Knowledge of the business behavior, customs, tradition in the industry


• Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

EDUCATION / EXPERIENCE

• BA or higher degree or prior work experience in lieu of formal education.


• Minimum 5 years of combined experience in sales in the material handling industry and/or electronics industry.

As an Equal Opportunity/Affirmative Action Employer, Cattron does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship, or other categories protected by federal, state, or local laws. EOE/M/F/Vet/Disability