Territory Sales Manager

Territory Sales Manager for Idaho, Wyoming & Montana

Organization
Handtmann Inc., located in Lake Forest, IL, specializes in filling, portioning, depositing, forming, and linking equipment for the meat, dairy, bakery, and pet food industries. Handtmann Inc. provides machines, technology, and services for all sizes of businesses. Handtmann Inc., the North American wholly owned subsidiary of Albert Handtmann Maschinenfabrik GmbH, a leading global technology solutions provider to the meat/food processing industries, enjoys an excellent reputation for design innovation and occupies the premium position in this equipment market. The Handtmann group is a family-owned business established in 1873 and headquartered in Biberach, Germany.
 

Corporate Culture
Handtmann is an innovative company, one that is technically and mechanically inclined, offering the industry best-in-class filling and portioning solutions and service. Our team is a high-energy group that works hard and smart with great integrity for customer satisfaction. Handtmann’s positive environment recognizes dedication and technical proficiency that benefits our customers.
 

Summary
Responsible and accountable to grow sales within assigned territory. Responsible to maintain existing territory accounts through account management, customer service and increase penetration of customers’ various location. The position services as a true business partner, acting as the key representative for service and sales within assigned territory.
 

Essential Duties and Responsibilities
The essential duties and responsibilities may include the following. Other duties may be assigned.

Maintains existing Customer relationships through regular site visits and meetings with senior plant management and decision-making stakeholders.

Introduces Handtmann specific equipment solutions to existing and potential new customers.

Participates in all phases of the sales cycle including equipment installation, testing and commissioning.

Develops an effective travel schedule to cover all of the sales territory.

Prepares sales presentations, written reports and cover letters for quotations, test and purchase agreements.

Attends and participates in sales meeting, company training seminars, industry association meetings and trade shows.

Remains presentation ready at all times and maintains a high level of Handtmann equipment knowledge and functionality.

Maintains knowledge on competition, competitive issues and markets.
 

Prepares and submits territory sales forecasts as required.

Maintains accurate records of customer related communications and activities.
 

Submits appropriate product and machine questionnaires with each project.


Sphere of Interaction
This position interacts and interfaces with senior management and all employees, especially Germany technical resources, field service personnel, applications, sales and parts department members. In addition, there will be frequent contact with customers and potential customers.
 

Competencies
To perform the job successfully, an individual should demonstrate the following competencies:

Leadership – Exhibits confidence in self and others; Inspires and motivates others to perform well; Effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.

Judgment - Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.

Customer Service – Assists in the management of difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.

Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.

Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.

Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.

Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
 

Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
 

Knowledge Required:

Bachelor’s Degree in business, engineering, or food science.

Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

Experience with business intelligence and data analysis software as well as customer relationship management (CRM) software.

Proven track record in achieving budgeted sales targets.
 

Skills:

Experience in negotiating capital equipment in a B2B environment.

Ability to effective influence others.

Strong active listening skills.

Ability to adjust actions or plans in relation to others’ actions.

Ability to use logic and reasoning to identify the strengths and weaknesses of alternative
solutions, conclusions or approaches to problems.
 

Abilities:

Ability to listen to and understand information and ideas presented through spoken words and sentences as well as the ability to read and understand information and ideas presented in writing.

Ability to communicate and present information and ideas to invoke understanding.

Strong deductive reasoning skills with the ability to generate solutions that effectively solve problems.

Ability to speak clearly and persuasively.

Strong attention to detail with strong organization and time management skills.

Ability to work well in a team environment and a demonstrated ability to build and foster good relationships.

Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to stand, walk, talk or hear. The employee is frequently required to sit and use hands to finger, handle or feel. The employee is occasionally required to reach above shoulders; climb or balance; and stoop, kneel, crouch or crawl. This position requires hand-eye coordination and manual dexterity sufficient to operate equipment, a keyboard, photocopier, telephone, calculator, and other office equipment. The employee must regularly lift and/or move up to 10 pounds and will occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.