Territory Account Manager

Overview

The responsibility of the Territory Account Manager is to manage and grow revenue within the assigned territory, focusing on both existing and new customer acquisition and building relationships. The TAM’s goal is to meet sales targets, develop a strategy to manage the territory, and ensure customer satisfaction.

• Customer Relationship Management
  • Build and maintain strong relationships with clients
  • Be proactive in addressing the needs and concerns of the clients
  • Foster long-term partnerships
• Sales Strategy & Execution
  • Develop and implement a sales strategy / plan for the assigned territory
  • Set and achieve sales goals, coordinating with the Sales Director
  • Identify new business opportunities within the assigned territory
• Market Analysis
  • Understand market trends
  • Identify competitors, their activities in the territory, and gather competitive information on their products (price, product specifics, warranty, etc.)
  • Analyze customer needs and use them to tailor sales strategy
  • Identify growth opportunities with customers and/or products
• Reporting & Forecasting
  • Monitor sales reports for assigned territory and provide detailed feedback to Sales Director
  • Forecast sales performance of the assigned territory
  • Identify areas for improvement
• Problem Solving
  • Address customer issues timely
  • Find solutions to problems, no matter how complex
• Negotiation
  • Identify customers’ needs and how our products help solve their issues
  • Negotiate long-term contracts
  • Identify customer budget for project, and negotiate mutually beneficial price points
• Account Planning
  • Develop and manage account plans for specific customers
  • Actively prospect and call on potential customers
  • Nurture inbound leads

• Bachelor’s degree in business
• Minimum of 5 years in successful Territory Management – desired for a minimum of 10 years in Construction Machinery or parts sales
• Proven track record of successful Territory management
• Willingness and ability to travel within assigned territory at least 50% of the time, with some overnight stays possible
• Able to lift more than 50 lbs., if needed
• This role may be in construction project sites at times, applicants must be able to stand for longer periods when necessary
• Excellent Oral and Communication skills – must be able to build business relationships and enjoy speaking with people
• Proficiency in Microsoft Suite of products, and experience with CRM software
• Excellent time management and organizational skills are also a must

• Strong problem-solving skills
• Adaptable
• Customer-focus attitude