Drives profitable revenue growth across an assigned territory by acquiring new customers, reactivating dormant accounts, expanding existing relationships, and increasing market penetration. The role involves consultative selling, prospecting, customer relationship management, pipeline forecasting, market analysis, competitor monitoring, trade show participation, and collaboration with internal teams. Success is measured by revenue growth, customer acquisition and retention, account expansion, gross margin, pipeline development, CRM accuracy, sales activity, and forecast accuracy.
The Territory Manager is responsible for driving profitable revenue growth within an assigned geographic territory surrounding a Brooks distribution center. This role serves as the primary commercial representative for the territory, focused on acquiring new customers, reactivating dormant accounts, expanding existing customer relationships, and increasing market penetration across all Brooks product and service offerings
The Territory Manager develops trusted customer relationships by understanding business needs, identifying value-added solutions, and leveraging Brooks' technical expertise, distribution capabilities, and service offerings. Success in this role requires a proactive hunter mentality, strong business acumen, disciplined sales execution, and effective collaboration with internal partners to deliver an exceptional customer experience.
Qualifications
Key Responsibilities
- Responsible for prospecting and identifying growth opportunities within an assigned geography, delivering growth through the activation of dormant and/or under penetrated accounts.
- Build strong relationships with key customer decision-makers to understand operational challenges and recommend tailored solutions.
- Identify the products or services that best meet the customer's stated/identified needs, use business intelligence and market expertise to propose product segment recommendations.
- Travel throughout the assigned territory to develop customer relationships and support business growth.
- Utilize CRM and business intelligence tools to effectively manage sales opportunities, maintain an accurate pipeline, document customer interactions, and forecast territory performance.
- Analyze customer purchasing trends, competitive activity, and market conditions to develop targeted sales strategies. Work collaboratively with all support roles to build strong customer relationships that drive a positive customer experience.
- Identify upsell/cross opportunities based on understanding of customer needs.
- Utilize data, analytics, and standardized reporting to improve time management and drive strategic activity.
- Participate in local trade shows, industry associations, networking events, and community activities to enhance Brooks' market presence.
- Monitor competitor offerings, pricing, and market trends while identifying opportunities to differentiate Brooks in the marketplace.
- Maintain a high level of product knowledge and remain current on industry regulations, emerging technologies, and customer applications.
Key Performance Indicators
Performance may be measured by:
- New customer acquisition
- Dormant account reactivation
- Territory revenue growth
- Gross margin achievement
- Existing account expansion
- Customer retention
- Pipeline development
- CRM data quality
- Sales activity metrics
- Forecast accuracy
-
Knowledge, Skills & Abilities
- Proven business development and consultative selling skills.
- Strong prospecting and relationship-building abilities.
- Excellent communication, presentation, negotiation, and interpersonal skills.
- Ability to analyze customer needs and recommend value-based solutions.
- Strong business and financial acumen, including the ability to interpret sales reports and performance metrics.
- Strong hunting skills
- Excellent organizational and time management skills with the ability to prioritize multiple opportunities. Customer and market analysis
- Customer relations
- Experience utilizing CRM platforms to manage customer Microsoft suite proficiency
- Team collaboration
-
Qualifications
- Bachelor's degree in Business, Marketing, Sales, or a related field preferred.
- Three plus years of outside sales, territory management, or business development experience in industrial distribution, fire protection, safety products, MRO, construction, manufacturing, or a related industry preferred.
- Demonstrated success acquiring new customers and growing existing accounts.
- Experience managing a geographic sales territory and meeting or exceeding sales goals
Brooks Equipment Company, LLC Charlotte, North Carolina, USA Office
Charlotte, NC, United States
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