Territory Manager

Position Summary

The Territory Manager is responsible for the direct sale of new, used and rental of John Deere Construction and Forestry Machinery, Compact Construction Equipment, and Allied Products to assigned accounts. Responsible for all sales activities, from lead generation through quote and close. Build and maintain strong customer relationships focusing on long term mutual growth.

Key Responsibility Areas (KRA)

• Track construction bid results to identify opportunities with existing accounts and prospects.
• Determine customer needs and select applicable equipment configurations to meet

customers’ technical requirements and applications.

• Perform trade evaluations on new quote opportunities.
• Perform price calculations and generate customer quotations.
• Write bid specifications that favor John Deere and Allied Products for government agency bids & purchases.
• Perform product demonstrations to prospective buyers while effectively communicating features and benefits of our products and services.
• Perform Operation & Maintenance training on new equipment deliveries.
• Attend and participate in trade shows, conferences and other industry related networking events.
• Maintain awareness of pertinent client information including key influencers and decision makers, future purchasing plans, payment or financing preferences and fleet profiles.
• Maintain records of customer communications, personal visitations and opportunities in the company CRM system.
• Communicate any client information that may affect company decisions to appropriate department personnel as needed.
• Assist in the resolution of outstanding accounts receivables or other client concerns or disputes.
• Maintain knowledge of competitor’s products and identify and report intelligence on competitors pricing or marketing strategies to management and peers.
• Submit a verity of sales reports as required including activities, opportunities, deals pending and adherence to goals.
• Maintain current knowledge of JESCO products.
•  Understand and comply with established guidelines that ensure a safe and healthy work environment.
• PERFORM other related duties as assigned.

Performance Measures

•   New and Used Equipment Sales
•   Rental Revenue
•   Gross Profit Margin Achieved
•   Market Share
•   Number of New Accounts
•   Call Frequency Achievement
•   Trade Appraisal Detail & Accuracy
•   Conflict Resolution
•   Product & Selling Skills Learning
•   Timely and Accurate Sales Reporting

Knowledge and Skill Requirements

• Bachelor’s degree.
• Five years of proven outside sales experience.
• Knowledge of construction and/or industrial equipment operation and applications.
• Strong interpersonal and oral communication skills.
• Strong presentation skills and professional appearance.
• Excellent planning and organizational skills.
• Strong written communication skills with exceptional presentation, negotiation and business acumen.
• Proficiency in Microsoft Office products and CRM systems.
• High energy, excellent self-motivation and work ethic.

Physical Requirements

• Candidates are expected to occasionally operate, demonstrate, climb up and down and walk around the equipment in order to sell to customers.
• Candidates should have the physical ability to evaluate equipment for trade. This includes climbing on the equipment and operating the equipment.
• Candidates will be expected to drive a vehicle and cover a particular assigned territory.

Driving in a vehicle may be up to 80% of their day.

• Candidates must be able to travel by air to attend any Sales related or professional development events or as required by the company.
• Candidates should be able to complete at least six to ten effective customer visits per day.
• Candidates should be able to lift and carry 50 pounds.
• Candidates should be able to walk on uneven surfaces and terrain, work in construction site environments in order to meet with customers on jobsites.
• Certifications/Licenses
• Valid Driver’s License - must meet insurance underwriting requirement