Location Requirement: Must live in either Ohio, Southern Michigan, or North East Indiana.
Peterson has an immediate position as a Territory Manager in the Great Lakes region. The Territory Manager oversees the marketing, sales, and service functions for all assigned customers and customer channels in the assigned region. This candidate must have experience directing sales and marketing administrations and managing people and projects.
Organizational Supervision, Reporting and Interface
The position reports directly to the Director of Regional Sales. The Territory Manager will interface with other associates within the Peterson Manufacturing organization, manufacturer's representatives and their agencies, in addition to external customers and prospects.
Essential Duties and Responsibilities
- Oversees the administration, sales and marketing for all assigned customers and customer channels on a regional basis.
- Manages the sales agencies in their respective regions in accordance with the Sales Department's guidelines and Peterson's Customer Support philosophy.
- Keeps abreast of competitive activities within the region and informs the Vice President of Sales and Marketing of the same.
- Recommends product modifications, new products, packaging requirements, pricing, etc. to fulfill company objectives and properly serve market demands.
- Prepares quotes, proposals and other pertinent sales documents as they pertain to the appropriate sales process(es).
- Trains field representatives in product familiarization, application and sales as well as service techniques and processes.
- Coordinates the handling of technical inquiries through engineering and returns them to the customer.
- Interprets sales and marketing data to determine effective sales and marketing techniques.
- Collaborates with the Vice President of Sales and Marketing to develop sales strategies and market development.
- Monitors and manages the performance of all assigned channels within a region and initiates actions when necessary.
- Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitive pressures.
- Works closely with Sales Agencies, Directors of Heavy-Duty Sales and other Peterson associates to identify major sales opportunities.
- Attends trade meetings, industry conventions and other functions as assigned.
- Plans and implements competitive changeovers/lifts, determines the disposition of inventories, and establishes stocking inventories for new accounts.
- Reviews and approves requests for returned goods to ensure conformance to company policy.
- Responds to all correspondence, including sales and service calls related to the region.
- Accepts incoming telephone sales orders when Customer Support personnel are unable to provide support.
Skills and Abilities Required
- Successful experience in building strong customer relationships and consistently meeting or exceeding sales goals.
- Detail-oriented and highly organized self-starter with a keen ability to identify and support customer's needs.
- Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of an organization.
- Proven ability to drive the sales process from plan to close.
- Ability to quickly gain a broad understanding of company products and services.
- Ability to read and understand product drawings and electrical schematics necessary for the application of Peterson and Maxi-Seal products.
- Above-average mechanical aptitude and the ability to understand the application of the vehicle(s) the company's products are applied to.
- Knowledge of all aspects of the commercial vehicle transportation market.
Education and Experience Minimum Requirements
- High school education or equivalent.
- B.A. or B.S., or equivalent, with an emphasis in sales/marketing preferred.
- Minimum of five (5) years of experience in sales/marketing.
- Proficient in using Microsoft Office applications and other necessary software products.
Environment
- Duties are performed indoors at the corporate offices in Grandview, MO, and at customer locations within the designated territory.
- Must be able to travel up to 80% of the time via airplane and/or car within assigned territory.
- The person in this position needs to occasionally move about inside the office to access file cabinets and office machinery.
- Constantly operates a computer and other office productivity machinery.
- Must be able to travel within the United States and, on occasion, to foreign countries, as business dictates.
- Must have the physical ability to climb on, around, or under the vehicles the company's product(s) are applied to.
This position description indicates the general nature and level of work experience expected of the position holder. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent.
This document does not create an employment contract, implied or otherwise, other than an “at will” relationship.
Peterson reserves the right to update and change the job essential duties and requirements in order to meet the needs of the customer, end user, and Peterson.
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