Territory Sales Manager - Western US (CA, HI, NV)
Responsible for managing growth of product sales and market share with accounts located in the defined Sales Territories of T13 and T16, comprising the states of CA, HI and NV. Develops, oversees, and maintains direct distributor network servicing all customer channels, including major oil dealers, wholesale and retail petroleum marketers, independent c-store operators, installation, and service providers, and specifying engineers. Reports on market opportunities and developments. Requires 50-75% travel within the Territory via company-provided car and air.
Key Responsibilities
- Achieves continual sales and profit growth to meet corporate goals, objectives, and action plans by meeting or exceeding assigned quotas. Monitors and maintains sales goals and keeps expenses within budget.
- Develops, trains, and assists distributor representatives to achieve sales goals.
- Seeks new customer opportunities and maintains current customer relationships. Establishes new relationships to earn customers’ equipment specifications, while maintaining those specifications for existing customers.
- Provides customer service in support of sales via professional written and telephone correspondence, routine on-premises sales calls to customers’ office and field locations, product sales training, product application assistance, dispute resolution, and ongoing product education via highly technical, effective sales presentations.
- Coordinates, attends, presents, and exhibits at tradeshows, state and regional regulatory conferences, customer open houses, distributor sales meetings, live and recorded webinars, and engineering seminars.
- Participates in pricing negotiations and purchasing contracts.
- Performs proficient fuel system project estimating tasks using measurements and calculations generated from both engineered and informal concept drawings.
- Researches and reports competitive threats and recommends responses.
- Provides input to assist product development teams in growing sales and profitability while addressing customers’ needs and opportunities.
- Provides short- and long-term product forecasts to meet sales objectives.
- Works with marketing team to ensure materials such as online and print media, packaging, catalogs, Internet presence, etc., meet customer needs.
- Promotes maximum participation in the FFS PRO collection of offerings from all customer channels.
- Participates in warranty approval process with goal of improving warranty rates while maintaining fair evaluation of products submitted for consideration.
Skills Knowledge and Expertise
- Knows arithmetic, algebra, geometry, statistics, and their applications.
- Effectively communicates information and responds to questions in person-to-person and small group situations with customers, clients, the public, and other employees of the organization.
- Maintains confidentiality and uses discretion with business information.
- Reads and understands documents such as contracts, construction drawings, equipment schedules, policy manuals, safety rules, operating and maintenance instructions, and procedure manuals.
- Writes routine reports and correspondence.
- Maintains relevant electronic files and messages to track progress, including written reports regarding all customer activities, and competitor information.
- Utilizes common-sense understanding to carry out written, oral, or diagrammed instructions.
- Deals with problems involving several known variables in situations of routine nature.
- Plans the time, method, manner, and/or performance sequence of own work; may also occasionally assist in planning work assignments performed by others within a limited area of operation.
- Frequently makes decisions of both minor and major importance, which may affect the work operations of other employees and/or clientele to a moderate degree.
- Completes some moderately repetitive tasks.
- Familiarity with CAD is desired.
Education and Experience
- Bachelor’s degree in business, business management, engineering technology, construction management, or a related field (required).
- Five to seven years of relevant experience in sales, marketing, product management, or a related field (required).
- PC-literate computer skills to intermediate aptitude level: Microsoft Office suite, Adobe Acrobat.
Certificates and Licenses
- Valid driver’s license.
Why Work at Franklin Electric?
Franklin Electric Fueling hakkında
Franklin Electric is a global leader in water and energy systems, committed to continuous improvement and innovation to meet the diverse needs of our customers. Our founders in 1944 named the company after America’s pioneer electrical engineer, Benjamin Franklin, which lives on today in our culture to drive us to push boundaries and create meaningful change. We offer a comprehensive range of pumps, motors, drives, and controls for residential, commercial, agricultural, industrial, and municipal applications.
More than just a workplace, Franklin Electric is a vibrant and inclusive community of forward-thinkers, united by our mission to drive positive impact worldwide. Our culture fosters career growth and personal development, with a focus on promoting from within and nurturing talent. Our recent awards in “America's Most Responsible Companies”, “Most Trusted Companies” by Newsweek, “America’s Climate Leaders” and “Indiana’s Best Places to Work” attest, we're dedicated to upholding the highest standards of corporate responsibility.
At Franklin Electric, we believe that everyone deserves to be treated fairly and respectfully, and that our diversity of thought, culture and experience makes us a stronger company. Our commitment to social responsibility is evident in programs like the Franklin Women's Network and our philanthropic efforts through the Franklin Wells for the World Foundation. Through these endeavors, we've provided clean water to over 284,000 people in 12 countries, addressing the global water crisis head-on,
Locally in our communities, the Franklin Electric Charitable and Educational Foundation (FECEF) supports causes close to our hearts, such as United Way, Boys & Girls Club, and Big Brothers Big Sisters. Our dedication to excellence extends beyond our products and services, shaping a brighter future for both our employees and the communities we serve. Join us in driving meaningful change and making a difference with Franklin Electric.
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