Industrial Territory Sales Manager (MidWest Region) - Canton, OH

Job Objective: Territory Sales Manager will be responsible for successful daily management execution and generation of leads to grow (organically/inorganically) the team. The successful candidate will need to interact with leadership at all levels and sales personnel to delight the customer, as well as build a continuous improvement culture.

Essential Duties and Responsibilities: In addition to the essential job functions described below, all associates will perform duties as requested by management. Assigned responsibilities and duties may vary based upon location size and operation.

• Use your professional sales management skills to deliver team success:
• Achieve bookings, sales, and margin objectives
• Drive Value Selling and other continuous improvement tools to improve sales team effectiveness
• Develop and implement marketing programs to enhance sales
• Establish metrics to drive positive sales team performance, including lead tracking and sales pipeline tools
• Effectively utilize internet-based proposal generation
• Write Project Summary Reports and Proof of Performance documentation and
• Generate 'Total Cost of Ownership' savings for customers.
• Expediently respond to customer requests for sales quotations providing price and performance specifications to meet customer requirements and maximize profit; draw a balance between customer needs and operational objectives; follow-up on customer inquiries and expedite when necessary.
• Thrill the customer...understand the needs of customers by working with key customer personnel to provide high quality service; communicate clearly and professionally; perform with courtesy and politeness reflecting a positive company image.
• Understand customer orders documenting customer requirements such as specifications for timing and job scope.
• Expeditiously manage assigned sales territories using good organizational and time management skills including judiciously managing travel and other sales expenditures.
• Respond to customer complaints providing expedient resolutions to ensure customer satisfaction; display effective problem-solving techniques to determine problem definition and root cause; interface with other employees for problem resolution; communicate resolutions and obtain consensus where needed.
• Develop and nurture relationships with customers; develop new business opportunities.
• Create a positive work climate characterized by high morale, productivity and open communications; involve others in decisions and communicate effectively.
• Maintain communications with all departments to stay abreast of events and keep upper management informed of activities, significant problems, and accomplishments.

Knowledge Skills & Abilities Requirements

Candidates must be able to pass the background check that enables entry into the customer sites (including, but not limited to: Refineries, Power Plants, and Chemical Refineries). In addition, candidates must submit to periodic drug, alcohol, and hair follicle testing.

• Bachelor's degree in business or engineering. 5+ years of total experience in industrial service management or sales will be considered commensurate experience in lieu of a degree
• Minimum of 3 years' relevant experience in management across multiple service locations
• Previous commercial experience is highly preferred
• Proven ability to relate and communicate well to stakeholders at all levels, whether field technicians or executive leadership
• Valid driver's license required
• Previous track record of three to five years Selling in various industrial settings such as power plants, refineries, chemical plants, paper mills, steel plants and other industrial or manufacturing facilities.
• Strong knowledge of modern chemical cleaning procedures, equipment requirements, chemicals and metallurgy.
• Ability to develop chemical cleaning procedures for the operations team and customers.
• Demonstrated ability to read and mark-up piping and instrumentation diagrams, and isometric drawings.
• Flexible and able to adapt to changing environments.
• Existing knowledge of lubrication systems a plus.
• Willingness to travel approximately 50% - 70%-
• Sales Target Range ($1.7M to $3.0M)
• Geography: 2 to 5 states

Physical Requirements:

• Vision: minimum vision required to prevent injury from oneself and others
• Hearing: perceiving the nature of sounds with or without correction
• Talking: expressing or exchanging ideas by means of the spoken word
• Lifting small weighed objects constantly; 20-pound objects frequently and 25-50-pound objects occasionally
• Climbing ladders, stairs and ramps
• Balancing, pushing and pulling
• Crouching, kneeling, reaching and grasping objects
• Walking: move about inside the office and/or branch facilities as well as airport/travel needs
• Sit/Stand: Must be able to remain in a stationary position 50 percent of the time
• Capable of traveling as required