Territory Sales Manager - CA Aerials
Terex Corporation - United States

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This position can be based anywhere in California.

Overview :
This role is responsible for all Terex Services sales including inspections, repair, refurbishment and reconditioning services to aerial, construction and industrial equipment including Genie, Terex and identified other brands. Working closely with area Genie and Terex new equipment sales team members, this role will meet territory service and reconditioning sales objectives, manage territory performance, and develop tailored marketing programs. This position will be responsible for the delivery of annual revenue targets for the assigned territory in conjunction with Terex Services branch management.

Responsibilities :
Establish and maintain customer base for equipment services offered through the Terex Services locations within territory assigned. Develop plans to ensure continued revenue growth in assigned area or territory. Establish sales forecasts and secure orders according to goal. Conduct research of local market and business activity. Identify potential new customers and markets. Ensure that customers understand the Terex Services value proposition. Educate customers on service products, warranties, and technical support. Provide accurate information to customers regarding service and product specifications, price, availability, and terms and conditions. Coordinate sales efforts with other departments to meet customers’ needs. Manage territory based on plan for the year. Visit customers on a regular basis as determined by the plan. Work with local, regional and some national accounts. Manage service quotes and strive to improve company margins. Control expenses per budget. Assist customers with business planning and development of forecasts for Services. Elicit feedback from customers on existing service products as well as changes, enhancements, and new offerings that customers would like. Conveys information to Terex team members as appropriate. Preside at trade shows, coordinating business development and educational activities with customers and contacts. Must have a basic knowledge of lean manufacturing principles and incorporate the principles in dealings with customers and team members. Meet or exceed the training requirements for self development during the year. Perform other duties as assigned that support the overall objective of the position.

Qualifications :
Knowledge and Skills
Requires knowledge of the principles and practices involved in new business development, product marketing, and sales. Requires strong interpersonal and communication skills to build relationships, prepare and deliver formal presentations, and negotiate sales. Requires advanced written communication skills to prepare proposals and business correspondence. Requires well-developed problem solving skills to develop sales strategies. Is proficient in Word, Excel, Outlook and Powerpoint. Requires strong time management skills. Proficiency with aerial equipment required, expertise in Genie and Terex products preferred. Demonstrate proper techniques of prospecting, telemarketing, closing techniques, and quotation and specification writing. Abilities

Requires the ability to initiate sales contacts and complete sales. Requires the ability to design, develop, and deliver sales communication in writing and in person. Requires the ability to conduct price, product, and delivery negotiations.

Working Conditions
Must have a driver’s license in the state of residence in good standing. Requires the ability to drive the territory during normal work hours. Occasional extended overnight trips will be required. Must be comfortable operating all types of construction and industrial equipment.

Education and Experience

A Bachelors Degree in business, engineering, or the equivalent is desired. 1 - 3 years of experience in outside sales. Additional experience can substitute for formal education.

Monster - 21 months ago - save job - copy to clipboard
About this company
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Terex is a "T-Rex" when it comes to making a variety of cranes, aerial platforms, and construction and materials processing...