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Territory Manager

The Territory Manager plans, directs, and implements sound business initiatives and supports action plans for the BOMAG dealer organization. The Territory Manager selects key accounts within an assigned territory in order to maximize sales and market share of company product lines. The Territory Manager serves as a territory leader by directing and coordinating all dealer support efforts, performing research to identify territory needs and opportunities, and overseeing the proper execution of channel and dealer development activities.

Position Responsibilities

Essential

• Forecast annual territory sales and inventory goals.
• Maintain responsibility for sales forecast, weekly activity, expense reports, and other ad hoc reports.
• Identify high potential markets. Locate, recruit, establish, and develop dealers in these markets. Facilitate the establishment of company product full line representation.
• Develop both current and new dealers with the implementation of sound business initiatives (whole goods, parts, service, rental, inventory planning, training) and take action to aid in the implementation of such initiatives.
• Establish dealer retail sales goals and inventory targets for equipment based on industry potential, sales, and market share goals for assigned territory.
• Establish dealer rental sales goals and fleet targets for each product line.
• Assist dealers in retail sales calls. Provide instruction concerning service, applications, maintenance, and safe operation of products.
• Promote distributor stocking programs and wholesale and retail finance programs.
• Plan and conduct dealer product and application training programs and help facilitate end user product demonstrations.
• Prepare forecast and business plans with distributors for annual sales and monthly updates.
• Communicate company policies and procedures to dealers and assure compliance to distributor agreement, terms, and discount policies.
• Perform annual dealer reviews in order to fully develop dealer priorities for attainment of territory goals and objectives. Fully document non-performance and develop corrective action plans to improve dealer performance.
• Plan calls with distributors, end users, industry associations, and competitive dealers.
• Develop and disseminate market information and suggest solutions to problems regarding product types, trends, competitive market share/pricing, specifications, and state/local restrictions. Provide both current and future product recommendations.
• Establish travel schedule to meet territory goals and objectives. Adhere to annual travel expense budget.
• Seek resolutions for dealer, manufacturing, or customer issues and concerns.
• Interact directly with other territory managers, the management team, and other departments such as Sales, Marketing, Engineering, and Product Management.
• Maintain relationships/contacts with distributors, end users, and industry associations.

Non-Essential

• Fulfill other duties as assigned by the Director of Sales, Dealer Channel.

Essential Skills and Experience

• Bachelor’s degree or equivalent experience in business or related area required
• 5-10 years of sales experience with construction equipment
• Experience with construction machinery, finance methods, and asphalt and soils technology
• High energy level, self-motivator
• Excellent communication (verbal and written) and interpersonal skills with ability to develop strong professional working relationships across all levels of the organization
• Computer proficiency and technical aptitude with the ability to use Microsoft Windows and MS Word, Excel, and PowerPoint
• Ability to work evenings and weekends as needed and to assume 70% travel
• Desire and ability to work in fast paced manufacturing environment
• Ability to analyze and present data effectively
• Capability to plan effectively, set priorities, make sound decisions, and to manage several complex projects simultaneously while working under pressure to meet deadlines
• Ability to multitask, solve problems, manage time, adapt to changing work conditions, and shift priorities in a fast paced environment
• Superior organizational skills, strong quality orientation, and high attention to detail
• Knowledge of and adherence to occupational hazards and standard safety practices
• Strong ethical standards, reliability, professionalism, positive attitude, and ability to remain calm in stressful situations

Essential Duties Breakdown

• Meet or exceed annual HE and LE sales goal in assigned territory (20%).
• Meet or exceed market share goals in assigned territory (20%).
• Maintain sales profitability (15%).
• Plan and present distributor, industry, and end user training programs (15%).
• Maintain good relationships with distributors, customers, and industry associations (10%).
• Timely create and submit thorough documentation of weekly activities; maintain dealer files and records (10%).
• Maintain expenses within travel budget and submit weekly expense reports (10%).

Core Competencies

• Accountability: Maintain schedule and attendance requirements and meet daily work expectations. Take responsibility for daily work performance.
• Attitude: Exhibit the willingness to learn, remain flexible and optimistic, and demonstrate a “can do” mindset.
• Commitment: Value company standards and demand commitment to the highest of standards from self and others regarding work environment, safety, and company initiatives.
• Communication: Listen attentively, ask questions or rephrase communication to ensure mutual understanding, and take necessary action. Utilize effective oral and written communication skills to share information with others, consistently communicate product or project updates, provide constructive feedback, encourage team member support, and propose solutions.
• Initiative: Anticipate needs, foresee problems, identify actions needed, and take initiative to act before situations require urgent attention. Go above and beyond to anticipate, act, and resolve issues.
• Integrity: Maintain honesty, behave ethically, take responsibility, respect confidentiality, and demonstrate reliability with other team members, other departments, management teams, customers, and business partners.
• Leadership: Establish appropriate goals and strategies, effectively communicate objectives, facilitate change, build relationships, foster teamwork, demonstrate integrity, reliability, and openness, make decisions, and maintain and inspire commitment to the organizational mission and vision.
• Technical Expertise: Demonstrate in-depth knowledge and skill and possess a desire to continuously learn and grow in technical ability. Utilize technical expertise to create new solutions, to enhance current products, systems, or processes, and to solve complex technical issues or concerns.

Job Type: Full-time

Pay: $85,000.00 - $125,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Company car
• Dental insurance
• Disability insurance
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Paid training
• Tuition reimbursement
• Vision insurance

Schedule:

• Monday to Friday
• On call
• Weekend availability

Supplemental pay types:

• Bonus pay
• Commission pay

Work Location: On the road

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