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Territory Manager I

Company: Lube-Tech
Location: Milwaukee
Posted on: June 15, 2019

Job Description:

The Territory Manager is responsible for retaining/servicing existing accounts, developing share of wallet within existing accounts and prospecting new opportunities through targeted prospecting, lead generation and scheduled appointment setting. The role is 70% account retention/service/share of wallet and 30% new business development. The role will be measured primarily on account retention, new accounts sold and territory growth vs plan. Leading indicators will include existing account appointments, new business appointments, new account proposals and pipeline health. As part of maximizing the territory planning process, the TM will prioritize leads, actively manage call activity, optimize CRM (Salesforce) activity and implement gap-to-goal strategies. The TM will work to enroll Supplier support; when required. The TM requires a strong skill-set related to servicing accounts, identifying prospect pain-points, effectively articulating solution-based proposals, communicating value and winning prospect acceptance. Within this role, the TM will generate win/win outcomes where Customer and LT&P feel jointly rewarded.ESSENTIAL DUTIES and RESPONSIBILITIES:

  • Consistent routine entailing the right quantity of calls, timely follow-up and good organizational skills
  • Connects fast and well with a very diverse set of people
  • Ability to get at root causes of problems, develop solutions and brings to resolution
  • Demonstrate ability to consistently exceed annual sales objectives
  • Ability to influence decision-makers
  • Willingness to embrace unique challenges
  • Ability to overcome objectives
  • Effectively communicate differentiating value and TCO (total cost of ownership)
  • Proactively provide industry trends to the Prospects/Customers at a macro level
  • Evaluate pipeline"health" using G2G calculator
  • Actively integrate CRM (Salesforce) into all sales-related activities
  • Demonstrates ability to implement and execute a strong professional sales process
  • Demonstrate a high-level of data analysis
  • Collaborate and communicate well with all LT&P internal departments
  • Promote e-Commerce and digital Marketing platform(s)
  • Actively evaluate and communicate competitive market-related trends to Marketing
  • Exhibit strong written and verbal communication skills
  • Develop professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks and participating in professional associations
  • Contribute to overall Enterprise objectives as a"valued team member"
  • Active participant in Company functions and eventsMINIMUM QUALIFICATIONS:Education: Bachelor or technical degree; Business, Engineering, CommunicationsExperience and/or Training:
    • 3-5 years of sales and/or service-related experience
    • Lubricant coursework and/or certifications preferred; Training on industry and technical skills will be provided
    • Strong communication skills, strong organizational skillsTechnology: Microsoft Excel [Advanced] related to pivot tables and data analysisPHYSICAL AND MENTAL DEMANDS:This role will require continuous speaking and listening skills on a daily basis. Communication is an essential part of this role. In addition, this role will require a significant amount of walking, standing and moving in and out of vehicles and buildings which will include bending, stooping, kneeling, squatting, climbing and the ability to lift up to 40lbs. This role will also require travel via an automobile throughout each day. The mental and physical requirements described here are representative of those that must be met by an individual to successfully perform the essential functions of this position.WORKING ENVIRONMENT:This role will also encounter the elements of the seasons and working in mechanic shops with equipment, loud noises and possibly slippery conditions. This person will need to be aware of his or her surroundings at all times and keep their safety in mind at all times. Individuals must adhere to all accounts safety requirements that may require protective equipment such as safety goggles or hard hats. The work environment characteristics described here are representative of those an individual encounters while performing the essential functions of this position.BENEFITS:
      • Comprehensive Health Insurance Plan
      • Health Savings Account
      • Traditional Medical Plan
      • Vision Insurance
      • Dental Insurance
      • 401(K) Plan with Company match
      • Profit Sharing Plan
      • Life Insurance
      • Short and Long Term Disability
      • Paid Time Off
      • Paid Holidays
      • Group Critical Illness
      • Group Accident
      • Tuition ReimbursementLube-Tech is an Equal Employment Opportunity/Affirmative Employer. Qualified applicants including women, minorities, veterans, and individuals with disabilities are encouraged to apply.

Keywords: Lube-Tech, Milwaukee , Territory Manager I, Executive , Milwaukee, Wisconsin

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