Territory Sales Manager

ESSENTIAL JOB FUNCTIONS

• Promoting the company and its strengths, sell our products to consulting civil engineering firms, county engineers, Federal and State D.O.T. engineers, townships, municipalities, State and Federal agencies, and contractors within the territory. Sales strategy includes the utilization of Civil Engineer and Regional Sales Manager as required.
• Compile lists of current/prospective customers for use as sales leads, based on information from the web, newspapers, business directories, and other sources. Maintain a current customer list for the Inside Sales Team, Estimators, and management in TrueNorth Steel's CRM platform.
• Territory Sales Managers will place special emphasis upon the promotion and sale of Modular Vehicular and Pedestrian Truss bridges by calling on potential specifiers, project owners and contractors. TSM will coordinate efforts with the Manager of TrueNorth Steel Bridge.
• Travel throughout your assigned territory; calling on existing and prospective customers to follow up on orders, develop a strong relationship and inquire about future projects. This position requires 40% to 60% of the employees work week to be spent traveling to the customers place(s) of business or jobsites.
• Emphasis on explaining our products; using skills developed in the field and through training, emphasizing there features and benefits to the customer as a solution to their project.
• Prepare bids with Estimators and Civil Engineers; ensuring we are bidding with the expectation of winning the project. Knowledge of the project specifics and pricing protocol is critical.
• Maintain and have a full and current understanding of market pricing.
• Determine price competition (market) and recommend discount rates based on research.
• Gather competitor pricing information from contractors at bid time to assist with TNS bid prices.
• Negotiate sales with customers after the bid by adjusting prices where necessary to gain the sale.
• Gather competitor pricing information from contractors after a bid to help provide market pricing intelligence.
• Monitor customer projects/product preferences to determine focus of our sales efforts.
• Attend sales meetings as required.
• Explain and implement our Terms & Conditions to customers and potential prospects.
• Negotiate an estimated date of delivery with the customer, based on the customer expectations and TrueNorth Steel’s production and delivery schedules.
• Assist TrueNorth Steel's accounts receivable with payment collections as needed.
• This position interacts and cooperates with all segments of the sale and sales support; specifically with the Sales team, Estimators, Civil Engineers, Regional Sales Manager, production/operations, logistics, accounting and executive management. Sound judgment is required to balance customer's requirements with our Company goals and objectives (Mission Statement).
• Establish regular weekly meetings with Inside Sales and Estimator teams.
• Employee will be provided with a company credit card (P card). Employee will be expected to use this card in compliance with TrueNorth Steel’s policies and guidelines.
• Employee to be enrolled in the TrueNorth Steel Vehicle reimbursement program and adhere to all its' Territory Sales Manager, KL, 08/16/2021 policies and guidelines.
• Travel to training seminars for product education and/or personal sales development are required.
• Attend and participate in local and regional tradeshows/conferences; working in conjunction with the Regional Sales Manager and the Civil Engineer to ensure adequate coverage (personnel) and booth set-up, booth attendees and tear-down are accomplished.
• Resolve customer complaints/concerns with the appropriate staff. Note and report in the Non Conformance/Corrective Action program.
• Willing to work flexible hours when necessary.
• Prompt and dependable attendance.
• Other duties as assigned.

KNOWLEDGE, SKILLS AND QUALITIES

• Strong knowledge of Microsoft Office.
• Exceptional communication skills.
• Able to interface professionally with customers and Inside Sales team.
• Knowledge and/or certification in continuous improvement and quality control.
• Ability to accurately read and understand detailed civil construction plans and specifications and understand accepted industry installation procedures.
• Effective at multi tasking/time management.
• Driven personality, with a strong desire to succeed in the workplace.
• Ability to effectively build relationships with customers and co-workers.
• Ability to take care of the customers’ needs while following company procedures.
• Ability to communicate effectively with others using the spoken word.
• Ability to be truthful and be seen as credible in the workplace.
• Ability to get along well with a variety of personalities and individuals.

EDUCATION AND WORK EXPERIENCE

• High School Diploma or GED required
• Bachelor’s degree in Business/Sales/Marketing or related field preferred
• Professional sales experience or consultative experience in a similar field preferred