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Territory Manager

Richmond, VA
Job Type

Job Summary:

The territory manager (TM) is charged with the selling of Turf Care Equipment and allied products. The TM has an assigned account list to work and a general geographic area to develop new business. This is a sales position with clearly defined sales goals and objectives.

The territory manager works to secure large landscape contractor, national account and sports, fields, and grounds (SF&G) business. Maximizing his time making productive sales calls is of the highest priority. He works with other STI territory managers on maximizing our cross selling efforts.

Regular communication and coordination with the local STI branch manager(s) is very important. Cohesive team work between the branch manger(s), inside equipment sales staff, and our territory managers is imperative to our success.

Essential Functions and Responsibilities:

  • Make field sales calls on customers and prospective new business
  • Works for sales opportunities through planned sales visits to landscape equipment users throughout the specified sales territory
  • Develop sales with current and prospective (target) SF&G accounts
  • Has the ability to prepare equipment quotations
  • Maintain a prioritized task and work schedule using the weekly itinerary form
  • Maintain a constant list of active projects and prospect targets
  • Member of a STI Cross Selling Team. These teams Work together as part of a coordinated sales team selling multiple solutions to customers
  • Possess and/or develop a strong fundamental understanding of associated and allied product applications that relate to landscapers needs
  • Communicate regularly and consistently with his direct and indirect report
  • Ability to effectively speak in public and present product features and benefits
  • Ability to establish and maintain effective working relationships with customers and co-workers to facilitate a team atmosphere
  • Able to professionally demonstrate and use the products he is charged with selling

Minimum Requirements:

  • Working knowledge of computers and related software (MS Office Suite)
  • Ability to follow written and oral instructions
  • Ability to multi-task and attend to details in a timely manner
  • A clean driving record
  • Physically able to drive a truck and trailer
  • Strong interpersonal skills
  • Knowledge of landscape products, power equipment and related parts

Specific Tasks and Responsibilities:

  • Maintain monthly forecast of sales projections
  • Manages all bids and administrative work for State Contract business
  • Maintain updated and accurate list of target customers within territory
  • Make routine follow up visits to customers with new purchases
  • Communicate with manufacturer representatives to obtain information and/or assist the customer
  • Work with the branch manager(s) on trade-in equipment. Each branch manager is charged with a list of criteria for this process
  • Coordinate and communicate with the branch manager(s) and service writer(s) to resolve customer issues and get demo and loaner equipment serviced
  • Review rebate submissions and ensure all rebates are current and up to date in coordination with the branch manager(s)
  • Attend association functions and support local chapters of industry related organizations
  • Prepare presentation materials for specific sales opportunities
  • Assist with the preparation of bid packages and pricing
  • Assist with the preparation and presentation of class seminars provided to customers for training purposes
  • Assist and/or develop market building events to build brand awareness and product promotion
  • Provide our customers and target accounts technical product assistance and advice for their proper equipment, parts, and related needs
  • Attend supplier product training meetings and work local and regional industry trade shows
  • Make on average 5 sales calls a day or 25 during a 5 day work week or 1,100 a year
  • Turn in each week before 7:00AM on Monday morning an updated weekly itinerary
  • Follow proper procedures for processing proper paper work, maintaining demo account inventory, and company inventory
  • Maintain company provided vehicle and trailer in a clean, safe and operable condition
  • Maintain company provided laptop and cell phone in a clean and operable condition
  • Assist his local branch with year end inventory
  • Assist other work associates regardless of task when necessary

**This position is not currently open to Staffing Agencies- no phone calls please.

Current openings

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