Sales Territory Manager Mid-Atlantic Region

POSITION SUMMARY:

The Sales Territory Manager, TM (Marketing Specialist), will be responsible for the management of a specified marketing region, demographic or account. TM has complete oversight on key marketing decisions within the marketing region, demographic or account. Work closely with, other sales territory managers, the sales and marketing manager, the Drafting Supervisor, Project Manager, Designer/Drafter, Sub-Contractor, Installer and Customer, to execute and complete sales and projects according to the established “Sales Plan” derived from and modified from the Filemaker® Database.  Maintain and keep the CRM database up to date.

• Manage and measure sales and marketing performance generated by re-seller accounts, contractors, OEM’s, ESCO’s and exclusive sales representatives.
• Develop and work with ESCOs includes cold calling and networking
• Develop OEM business includes cold calling, networking, and solution development
• Develop and Sell Energy Conservation Measures
• Prospect new and upcoming accounts, markets, and applications to improve sales performance and profitability within the specified marketing region, demographic or account.
• Develop a comprehensive sales & marketing plan to assure both continuity in the market and projected growth.
• Assess, strengths and weaknesses through a hands-on, face to face sales approach, building relationships through professional engineering associations, tradeshows, direct sales calls, specification development, energy services, acoustic survey services, sub-contractors, program development (OEM’s) and key exclusive sales representative partnerships and relationships.

POSITION REQUIREMENTS:

• 5 years’ experience developing Energy Conservation Measures
• “Hands-On Mechanical Drawing Skills” a mechanical drawing skill-set necessary for obtaining field take-off information (field drawings).
• Experience utilizing CRM System, Updating File Maker and/or CRM System with up-to-date information
• Two-year college degree in an engineering technology field (Industrial or Mechanical Engineering Technology, Associate’s in Applied Science, A.A.S)
• Four Year college degree preferred (BS/BT Mechanical Engineering).
• 3–5-year experience Drafting Experience AutoCAD or Board
• Microsoft Office (Outlook, Word, Excel, Power Point, Teams)
• Physically fit for site work
• Willing to travel anywhere within the designated sales territory, with reasonable expectations on travel.
• Valid driver’s license

PLANNING:

1. A Strategic Sales & Marketing Plan for the complete sales territory (OEM, Reseller, Exclusive Sales Reps, Contractors, ESCO’s)
2. Sales Market Forecast per Demographic, Account, Region, State (Estimated to Actual).
3. Sales Market Forecast for each exclusive Sales Representative (Estimated to Historical Actual).
4. Sales Market Forecast for the entire Territory (Estimated to Historical Actual).
5. Quoted - Sales Market Forecast for the entire Territory (Estimated to Historical Actual)
6. Projected closure rate, success rate for each demographic.
7. Schedule & Budget: Tradeshows, Conferences, Engineering Association Meetings, Sales Training.... Etc.
8. Schedule & Budget: Print Advertising, Joint Marketing Efforts / Partnerships.
9. A Sales & Marketing Budget (Trip Count/Region, Trip Cost/Region, Annual Schedule of Trips/Region-Account).
10. Meet with the (SM) Sales Manager to discuss and review the Strategic Sales & Marketing Plan.

PROJECT SALES EXECUTION:

1. Know and understand all Terms & Conditions of each project, expressed and implied commitments, all customer expectations, and schedules (Address any and all deficiencies prior to accepting the project, contract or sales order).
2. Communicate to the (PM) Project Manager all expressed and implied commitments, all customer expectations, and schedules.
3. Communicate all details of the project, contract or sales order.
4. Consult with the Drafting Supervisor on scheduling to optimize Design/Drafting inputs to meet targeted objectives.
5. Communicate with the Drafting Supervisor & Planner required expectations on completion dates.
6. Ensure timely, accurate entry of data into the Filemaker® and CRM database, with periodic auditing of measured inputs to assure accuracy.
7. Assist the Project Manager or Design – Drafter with site take-off and field service work as needed.
8. Review the “Project Plan” to make sure that the estimated schedule can or will meet customer expectations.
9. Assist the Project Manager with customer follow-ups for punch-list, reworks and provide continued support in the event of a post-shipment product non-compliance.
10. Assist with “Change Orders” to the sales order with written approval from the customer.
11. Communicate with the Customer and Project Manager a “Project Close-Out” with written acceptance and approval for payment.
12. Schedule and execute a “Post Project Review” to finalize the project and assess potential opportunities.

ORGANIZATION & LEADERSHIP RESPONSIBLITES:

1. Must know, understand and demonstrate support of The Company Performance Management Program, its principles & processes with regard to interaction and activity-based supervision of peer and junior contributors.
2. Understand and support compliance with company policies and procedures.
3. Engage with all customers, always employing professionalism, representing the company and unconditionally maintaining clear ethics in all actions and interactions with customers and subcontractors.
4. Must exemplify senior position leadership in the absolute support of company policies, procedures and employee programs specifically to include performance management and compensation management programs.
5. Must contribute objectivity-based input to individual employee performance, no opinions but factual constructive input.
6. Must demonstrate by personal performance, the importance and objectives of company policy, procedures and performance.

Performance Measurements: Company

Targeted / Actual - Sales Volume, Gross Profit, Net Profit
Targeted / Actual - On Time Shipments

Performance Measurements: (TM) Sales Territory Manager
Targeted / Actual Managed Sales Volume, Gross Profit, Net Profit
Targeted / Actual on Time Shipments

Territory: MI, OH, KY, WV, PA, NY (Excluding NYC area)

Markets: Energy Users, Energy Producers, Exclusive Distributor Reps, End Users, OEM’s, ESCO’s, Contractors
HVAC, Commercial, Industrial, Primary Steam Users, Steam Specialties, ECM (Energy Conservation Measures)

Applications: Steam Traps, Steam Fittings, Steam Related Systems, Process Fittings & Equipment, Mechanical Rotation Equipment, Liquid Chillers, Pumps, HVAC Equipment, Complex Surfaces

Travel Requirements: Weekly 2-4 Days (Tuesday to Friday)
Car (Company Car) & Airline Travel
Expense Account

Benefits: Voluntary Life Insurance
Health Insurance (Employer / Employee Contribution/Provider TBD)

401K: Company contribution is determined by the employer on an annual basis.  The current plan offers a 1% employer match on the first 1% of the employee contribution, and a 0.5% employer match on each 1% of the next 5% of employee contributions.  Maximum Employer Contribution is 3.5%

Vacation: 3 Weeks, per year

Personal / PTO Days: 5 days, per year

Life / Health Insurance: Enrollment Date April 1st
Partially sponsored by Company

Life Insurance: Covered (1.5 times annual salary)

Salary: $115,000