Territory Sales Manager

Royal Brass and Hose

Since 1949 Royal Brass and Hose has been a distributor of high-quality mobile equipment products like hydraulic and pneumatic parts, hoses, fittings, fasteners, adapters, and more. Our solutions, expertise and service excellence empower customer success.

We are employee-owned! Royal Brass and Hose has been an ESOP since 2018. In addition, we offer a competitive benefits package including 401K match, health, vision and dental insurance, voluntary group insurance and company profit sharing.

Job purpose

Responsible for selling all Royal Brass and Hose products to new and existing accounts by developing relationships to achieve profitable revenue growth in assigned territory. 

Essential Job Functions

• Account Management:  Expands sales within existing accounts, focuses on customer service, develops relationships with key decision makers, understands and responds to customer needs, tracks, and monitors account activity.  Accurately assess the available potential sales at each existing account.
• Customer Focus:  Ensures customer satisfaction, sets realistic customer expectations, solves customer problems, meets commitments to customers, seeks out customer input, responds to internal customers.
• Problem Solving & Initiative:  Anticipates and prevents problems, defines problems, overcomes obstacles, generates alternative solutions, helps solve team problems and new responsibilities.
• Product Knowledge: knows and explains product features/benefits, understands/sells the full product line, understands customer’s business operations and needs, understands/ responds to the competition, applies market knowledge.
• Sales Goals & Territorial Management: Achieves business plan goals and meets new business development goals. Develops detailed sales/marketing plans, forecasts sales, manages time and workflow.
• Sales Organization: Submits accurate and timely sales reports, maintains account records, uses samples/literature efficiently, maintains company equipment, uses consultants efficiently, maximizes promotions and incentive programs.
• Sales Skills:  Develops new business, identifies, and sells to customer needs, translates product features to benefits, has good listening skills, is sensitive to customers, delivers effective presentations, negotiates well, and creates effective call plans. 

Other Duties and Responsibilities

• Sales representative meets or exceeds their sales growth target.
• Increases sales volume over the previous year.
• Uses vendor incentive or assistance programs to grow sales.
• Qualifies in the various incentive programs yearly.
• Sales representative has regular ‘planned’ contact with key customers to identify future needs, each interaction is to move a growth opportunity to the next buying stage or improve relationship.
• Sales representative tracks and monitors account activity so that he/she can react to changes.
• Account profiles on key accounts are up to date and accurate.
• Keeps notes on previous sales calls.
• Proactively seeks opportunities to train customers inside and outside personnel.
• Has demonstrated skill to teach Royal Brass & Hose vendor catalogues, thread I.D., calibrate crimper, and “Safe Hydraulics” training program, etc.
• Has effective methodology for collecting processing, storing, and using information about competitors. (Differentiation Playbook)
• Understand strengths and weaknesses of competitor’s and their products and service offering (Differentiation Playbook).
• Proactively seeks product and market information from vendors.
• Sales representative uses the forms provided for Strategic Sales planning and follows the documented process.
• Maintains systems for keeping information about products and services.
• Consistently submits accurate and on time reports like, (expense, call, etc.)
• Keeps Sales Funnel & Target accounts up to date.
• Uses technology tools supplied by RBH to improve customer service and increase sales.
• Sales representatives openly and proactively participates with other sale people in customer training, conversations, blitzes, etc.
• Proactively looks for opportunities to improve our performance with customers and reports deficiencies to upstream stakeholder.
• Outline a plan to achieve an agreed upon skill development objective. In the areas of listening, prospecting, qualifying, probing, negotiation, presentations, etc.

Qualifications

• High school diploma or GED- Bachelor’s degree preferred.
• Demonstrated understanding and application of effective selling strategies and techniques. Effective listening, communications (verbal and written) and negotiating skills.
• Strong analytical and problem-solving skills.
• High level of motivation, passion, integrity, and mechanical aptitude.
• Basic computer skills (EXCEL, POWER POINT, WORD).
• Safe driving record and valid driver’s license.
• Ability to travel including overnight travel.
• Has worked in a team environment, successfully given sales presentations to customers one on one and in groups and appropriate business acumen to manage a sales territory for achieving growth and gross profit goals. 
• Industrial distribution experience preferred.
• OEM and MRO experience desirable.
• Experience in hose or fluid power industry is a plus.
• Drug free.
• Not restricted by an applicable non-compete or non-solicitation agreement.

Working conditions

Work conditions are mostly performed in a temperature-controlled office environment or travel via vehicle. 

Physical requirements

• Ability to drive and travel to customer sites regularly
• Able to work 8 hours standing, bending, and walking
• Ability to see both far and near obstacles and reports
• Cognitive ability to work independently, solve problems, comprehend, and plan for client needs, meeting, sales presentations and meet sales quota
• Able to lift 50 lbs.

Equal Employment Opportunity

Royal Brass and Hose provides equal employment opportunities to all qualified individuals without regard to race, creed, color, religion, national origin, age, sex, marital status, sexual orientation, or non-disqualifying physical or mental handicap or disability.

Americans with Disabilities Act

Applicants as well as employees who are or become disabled must be able to perform the essential duties & responsibilities either unaided or with reasonable accommodation.The organization shall determine reasonable accommodation on a case-by-case basis in accordance with applicable law.

Job Responsibilities

This job description reflects the general duties, responsibilities and competencies considered necessary to perform the essential duties & responsibilities of the job and should not be considered as a detailed description of all the work requirements of the position. Royal Brass and Hose may change the specific job duties with or without prior notice based on the needs of the organization.

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