Executes strategy for selling Worthington - Westerman Oil and Gas Products, including American Petroleum Institute (API) storage tanks storage tanks and Gas Production Units. Responsible for all sales activities, from lead generation through the closing of sales in the assigned territory. Manages all aspects of channel distribution which maximizes company objectives and goals. Strategies developed by this person 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. Develops and implements 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). Compensation: Salary + Commission. This position will be located in northern Pennsylvania.
-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 Worthingtons 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 Worthingtons 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
-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