Territory Manager
Worthington Industries - Fargo, ND

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Worthington Industries (NYSE: WOR) is a global company that processes steel for use in the automotive, construction, hardware, aerospace and many other industries. Our family of 10,000 employees in 82 facilities throughout 11 countries has helped us earn the respect of our customers, our communities and our industry. With systems developed to conform to international standards for quality, environmental management and occupational health and safety, we consistently rank at the top of the Jacobson & Associates Survey, which ranks customer satisfaction among major steel suppliers With sales of approximately $2.5 billion annually, our company is North America's premier value-added steel processor and a leader in manufactured pressure cylinders, such as propane, oxygen and helium tanks, hand torches, refrigerant and industrial cylinders, camping cylinders, compressed natural gas storage cylinders and scuba tanks; framing systems and stairs for mid-rise buildings; steel pallets and racks.

Worthington Industries operates under a long-standing corporate philosophy rooted in the Golden Rule, with earning money for its shareholders as the first corporate goal. As a market leader in metals manufacturing for nearly 60 years, Worthington Industries operates on a philosophy grounded in the Golden Rule. We put people first, whether they’re our employees, shareholders, customers or suppliers. We’re looking for individuals who share our people-first philosophy and can help us continually innovate and grow through their insights, leadership and unique talents.

Worthington Cylinders is looking for an individual to assume the Territory Manager role in North Dakota to execute a strategy for selling Worthington - Westerman Oil and Gas Products, including American Petroleum Institute (API) storage tanks storage tanks and Gas Production Units. They will be responsible for all sales activities, from lead generation through the closing of sales in the assigned territory. They will also manage all aspects of channel distribution which maximizes company objectives and goals. Strategies developed by this person will help support divisional objectives to maximize revenue, earnings and market share. This Territory Manager position will be responsible for building solid customer relationships at all levels within Key Customer organizations. They will Develop and implement agreed upon marketing plans which meet or exceed both personal and business goals by expanding customer base in the territory. Works within the sales & support team to maximize both internal and external customer expectations. Achieves revenue generation and long-term account goals that are in line with company vision, values & goals.

This position will involve significant travel time working with customers in the field (approximately 70%+ average travel time).

General Responsibilities:

-Work with the SBU Director to develop and execute Cylinders strategy with Key customers within the territory in the Oil and Gas sector

-Work directly with the customer to communicate and drive Worthington’s strategy, pricing, product offering, etc.

-Collect, Interpret and Communicate Market Intelligence

-Develop annual forecasts and monthly sales plans

-Conduct regular (quarterly, semi-annual) meetings with key accounts to review relevant metrics including quality, on-time delivery, pricing, new products, forecasts, etc.

-Represent Worthington at Industry / Association and Customer Meetings

-Facilitate Product Development Efforts

-Demonstrates technical selling skills and product knowledge in all areas that allows Territory Manager to give effective sales presentation of Worthington’s product offering

-Develops annual business plan in conjunction with Sales Manager, detailing activities to follow during the fiscal year which focus on exceeding sales goal objectives

-Demonstrates the ability to carry on a business conversation with business owners, executives and decision makers at all levels

-Assists in the implementation of company marketing plans as needed

-Responsible for sourcing and developing client relationships and referrals

-Demonstrates the ability to gather and submit detailed business information and problem solving specific to pricing, market conditions and new product development

-Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, including the use of CRM software to maintain accurate records which maximize territory opportunity & potential

-Adheres to all company policies, procedures and business ethics, code of conduct and ensures that they are implemented within the territory

-Maintain contact with all current and potential customers in the marketing area ensuring high levels of customer satisfaction

-Demonstrate ability to interact and cooperate with all company employees

-Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity

-Maintain professional internal and external relationships that meet company core values

-Proactively establish and maintain effective working team relationships with all support departments

Skills:

-Approximately 5 years’ experience in sales and marketing with competent operations knowledge

-Demonstrated expertise in successful negotiations and persuasion of key decision-makers

-Effective organization of market intelligence/ Strong Oil and Gas knowledge is a plus

-Demonstrated ability to work independently from an offsite / in-home office environment must be a self-starter

-Strong understanding of customer and market dynamics and requirements

-Willingness to travel and work on a Regional and as required National basis

-Proven ability to achieve sales goals

-Excellent interpersonal communication skills

-Team / relationship building and employee development

-Bachelor of Science degree in a business related discipline from an accredited university or equivalent experience required

-Professional Sales Training desired


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About this company
Worthington Industries, Inc. (Worthington), is a diversified metal processing company, focused on steel processing and manufactured metal...