Territory Sales Manager - Indianapolis - Crane 1 Services

Description

Job Description

Territory Sales Managers play a vital role in further developing our long-term relationships with existing customers and cultivating new business partners. We rely on your sales expertise, knowledge of our products and services to provide solutions to customers and potential business partners for their overhead material handling equipment.

Why Choose Us

• $65K-$85K Salary + Commission
• Monthly Car Allowance
• Recognized leader: CRANE 1 is a recognized leader in the crane service industry.
• Benefits from Day One: Medical, Dental, & Vision
• Referral Bonuses
• Vision: To be the clear destination for technical talent and become the #1 independent, full-solution provider of overhead crane solutions and related services within the United States.
• Employee-centric: 401K (match), vacation / personal days, tuition reimbursement

Territory Sales Managers Role Responsibilities

Exhibit proven sales experience and B2B industrial or commercial sales skills to customers in top management or plant management where CRANE 1 products and services are purchased. Displayed, proven sales process skills and experience are required. Build long-term business partnerships and relationships within a defined market area through telemarketing, referrals, networking, cold-calls, or direct visits. Support, develop, and retain customers by enhancing their productivity and plant safety - by consistently providing top-quality, personalized overhead material handling systems, supplies, and services.

• Follow up on all branch and associate-generated solid leads, referrals, and bid lists, existing and new customer inquiries.
• Meet with new potential customers, provide needed information, and educate them about Crane1 product and service offerings.
• Generate and present service quotes/proposals to potential customers.
• Maintain awareness of customer budgets and competitive threats in the market, ensuring quotes are competitive and reasonable. Communicate price increases when necessary.
• Foster a continuing, positive, trusting, and professional relationship with all accounts, acting as a liaison between Crane1 and the customer. Schedule periodic customer site visits to maintain a strong relationship.
• Attend and contribute thoughtfully to weekly production meetings at the branch.
• Able to clearly articulate and execute the Crane 1 Advantage in your territory.
• Collaborate with the new business development team to grow the territory.
• Manage the sales funnel process as part of routine work.

Territory Sales Managers Requirements

• KNOWLEDGE: minimum 5 years' industrial outside B2B sales experience, or a combination of education and experience that illustrates a proven track record in this field.
• SKILLS: A competitive nature to meet and exceed sales goals. Strong communication skills.
• ABILITY: Passion for providing top-notch customer service. Valid driver's license and ability to meet driving requirements.

Territory Sales Managers Performance Standards

• CRANE 1 TSMs should allocate time and efforts (with moderation) in the following areas:
• 50% - Quoting (Prospecting, lead generation, and customer calls)
• 25% - On-site appointments, introductions, and/or customer contact calls to introduce or represent CRANE 1.
• 15% - Making on-site, customer-qualified sales presentations to company or primary decision-makers.
• 10% - Spent out of the office at networking functions, industry-associated events, targeted association functions (IE: breakfasts, lunches, dinners, etc.).

PRIMARY RESPONSIBILITIES (75% of role focus)

• Primary effort is to define, generate, qualify, and prospect new business targets in a defined territory location, closing new sales and creating future prospects for service and recurring sales.
• Maintains and refines File Maker (CRM) of prospective customers for use as sales leads, based on information from newspapers, business directories, and other sources.
• Required to achieve monthly sales goals and quota via an established sales process and plan.
• Represents CRANE 1 within an assigned territory, either in person or by telephone, to call on regular and prospective customers to solicit orders.
• Displays or demonstrates products and services in a professional manner, using samples or materials, and emphasizes salable features.
• Collaborates with service and management to assure customer sales satisfaction, identify new client referrals and/or business prospects.
• Coordinates and participates onsite when needed with new larger key accounts in collaboration with New Crane Specialists.
• Proposes quotes, pricing, and credit terms for orders obtained.

SECONDARY RESPONSIBILITIES (25% of role focus)

• Tracks and communicates leads, provides customer data for tracking purposes.
• Prepares reports of business transactions, tracks results, and keeps expense accounts.
• Communicates effectively with manager sales challenges, successes, and needs associated with new business generation.
• Provides ideas, recommendations, and support regarding new business development.
• Stays up to date on sales skills, professional knowledge, and self-training to maximize professional growth and advancement.
• Stays up to date on CRANE 1 capabilities, products, services, and/or changes regarding sales and customer needs.

Equal Employment Opportunity Statement

CRANE 1 Services is an equal opportunity employer. We are committed to creating a diverse and inclusive workplace where all qualified applicants are considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected status in accordance with applicable federal, state, and local laws. We believe in fostering a supportive environment where every employee is valued and given the opportunity to succeed.

Company Description

It's All About Delivering Service Excellence Every Day.
CRANE 1 is a leader in crane and hoist safety solutions, equipment installations, emergency repairs, and lifecycle asset management focused on safety compliance, equipment uptime, and cost savings.