TerraSource Global
  • 03-May-2019 to 30-Jun-2019 (CST)
  • Sales
  • Eugene, OR, USA
  • Full Time

Position Summary

The Territory Manager is responsible for driving profitable revenue and market share growth for the sale of Capital Equipment and aftermarket Parts & Service, within their defined geographical territory for all TerraSource Global (TSG) product segment and service offerings. This role handles states in the Western USA (Washington, Oregon, California, Nevada, Arizona and Idaho) and can be based out of a home office anywhere within this territory. This position reports to the Regional Sales Manager.

The Territory Manager is responsible will develop the overall territory strategies and tactical implementation plans, establishing and monitoring attainment of revenue targets and opportunities (managing the sales funnel), proactively taking action to address market and competitor actions.

About Us:

TerraSource Global is a truly global company with sales, engineering, testing and assembly locations strategically located around the world. We have regional sales representatives stationed across six continents to provide local service to the 90+ countries with facilities using our equipment.

As a result of our continually expanding global reach, consistent history of successful installations and integrated network of experienced on-the-ground sales and service professionals, we are proud to have earned the reputation as the reliable equipment and parts provider and trusted technical resource for a wide variety of industry companies.

The TerraSource portfolio encompasses three trusted and long-standing brands, recognized the world over as leaders in performance, innovation and durability: Gundlach Crushers, Jeffrey Rader and Pennsylvania Crusher. The combined equipment portfolio of these flagship brands means we are uniquely positioned to offer real choice to our customers and enable them to find just the right mix of equipment to meet their specific material processing and handling equipment needs.

The combined portfolio of our three flagship brands means our customers have real choice among a comprehensive selection of size reduction equipment, screening and processing machinery, material handling equipment, pneumatic conveyors, feeders, and storage and reclaim equipment. With our outstanding product lines, extensive application expertise and seamless commitment to timely and professional service, TerraSource Global is well positioned to build on our long history of being a preferred solution provider in industries such as power, mining, agriculture, pulp and cement, recycling, steel and aluminum production and industrial waste management.

Essential Duties and Responsibilities include the following:

  • Develop monthly, quarterly and annual sales strategy and tactical plans for assigned geographic area
    • Profitable revenue growth.
    • Balanced selling across all product lines (Capital, Parts & Service) to drive balanced growth &¬†customer satisfaction.
    • Set individual and market specific sales goals compatible with those of the organization to meet overall company goals.
  • Track overall progress of Key Performance Indicators (KPI's) against targets and utilize Salesforce CRM System for effective Project Tracking/ Forecasting
  • Manage channel partners to achieve optimal levels of performance and accomplishment, provide feedback and coaching regarding territory effectiveness.
  • Meet or exceed performance objectives and seek feedback regarding effectiveness in managing the assigned Territory
  • Continually assess sales activity in assigned geographic area for in-depth understanding of trends in markets and competitive activity across all product lines.
  • Proactively work cross functionally with other TSG support functions to effectively meet sales goals, including Contracts, Marketing, Finance, Customer Service, Engineering, etc.
  • Develop action plans to address demand fulfillment and demand creation activities driving the replacement cycle of installed base
  • Develop business plans with Rep Agencies and collaborate with TSG associates to define and drive actions which maximize customer satisfaction and TSG profitability
  • Meet with key customers to develop relationships, understand their needs and proactively address potential issues.
  • Demonstrate presentation skills capable of detailing all Product Lines & Services in a fashion that delivers a specific product lines value proposition and/or TSG value proposition with maximum impact.
  • Identify performance improvement targets, track and measure changes for the overall improvement of the territory
  • Other duties may be assigned.

Supervisory Responsibilities

Manages 2-4 Rep Agencies within a defined geographical area:

  • Must be able to manage Rep Agencies through voicemail, email and direct observation through joint customer visits
  • Conduct performance reviews with the ability to evaluate staff
  • Interview and screen potential rep agencies as needed where changes in the channel structure are identified.¬†

Education

Bachelor's degree (B.S./B.A.) or equivalent from a college or university, and a minimum of 3 years related experience and/or training; or equivalent combination of education and experience with an emphasis in Sales.

Skills/Experience

  • Excels in achieving outstanding performance results with strong leadership skills effectively establishes goals, self-motivated, self-confident and effective interpersonal skills
  • Knowledge of both capital equipment and aftermarket part & service business model sales and buying process understanding from initial planning stage through deal closure
  • Strong industry experience in key markets such as forest products, pulp & paper, sawmills, mining (non-metallic minerals), power (coal-fired and biomass plants), etc.
  • Strong business acumen knowledge of financials, ability to effectively structure the financial aspects of a business proposal, and ability to define the economic benefits to the customer
  • Effective planning and program management skills strong skills at defining strategies and plans to drive growth in defined area of responsibility
  • Problem solving and analytical skills ability to understand key customer technical issues and define how TSG products will solve customer challenges
  • Excels in managing responsibilities across a geographically dispersed territory as well as working cross functionally in a shared service structure
  • Experience in managing and negotiating complex projects

Travel

Employee must be able to travel 25-50 % of the time (Washington, Oregon, California, Nevada, Arizona, Idaho)

Physical Demands

To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 25lbs. Specific vision abilities may include the employee's ability to see near and far distances.

DISCLAIMER: The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of any employee assigned to this job. Nothing in this job description restricts management's right to assign duties and responsibilities to this job at any time.

At TerraSource Global, a Hillenbrand Company, we strive to build a diverse workforce through equal opportunity employment that embraces and leverages the differences each individual has to offer. Equal Employment Opportunity/ Affirmative Action Employer of minorities/females/disabled/veterans.

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TerraSource Global
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