Sales Territory Manager - North West - Military Veterans

The Sales Territory Manager is responsible for supporting existing customers, and pursuing new sales opportunities directly or through existing and new distributor organizations. The Territory Manager is responsible for identifying decision makers in the customer organizations, building strong relationships and leveraging the Edwards support organization to deliver best in class support and position Edwards as supplier of choice.

Will establish Edwards as the preferred supplier of vacuum components and systems to Industrial & Process market sectors customers. Achieve revenue and contribution growth objectives and build strong relationships with customers and maximize Edwards visibility and increase sales to the sector.

Main Responsibilities

1. Achieve orders, sales and contribution budgets as agreed for each year, while also maintaining and building our long term relationship as preferred vendor.
2. Manage and hire distributors and sales representatives as required to meet growth objectives.
3. Optimize Edwards route to market/customer through management of existing distributor organizations and hiring of new direct or indirect sales channels.
4. Proactively utilize the company CRM system.
5. Develop expert understanding of product applications in the Industrial & Process sectors and communicates this information to the Edwards organization.
6. Design and implement key account penetration plans. Identifies key new opportunities in each sector and works with sales/marketing team to break into those opportunities.
7. Work closely with Product Manager and Business Development Manager to optimize Edwards position and visibility in the California Territory
8. Provide vacuum systems engineering expertise while within designated accounts working closely with all Edwards Internal support teams to deliver highest quality solutions to our customers.
9. Provide problem resolution support coordinating with Product, Aftermarket and Applications support groups.
10. Develop an understanding of key customer requirements and establish product benefits over the competition, to lead in the development of markets and growth of profitable sales. Leads with the focus on optimal competitive winning solution best suited to key customers unique set of decision criteria.
11. Actively pursues and participates in monitoring of financial position of customers. Support credit manager and credit specialist to ensure cash collection targets are achieved.
12. Ensures proper communication with other departments including manufacturing, R&D, credit and aftermarket in order to resolve problems associated with product line.
13. Provide forecast of both product units and revenue. Provides longer term trends or forecasts (part of account profiles) as required by Sales Management.
14. Maintains awareness of competitive products, pricing, market statistics and trends. Works closely with Regional Market Sector Manager to ensure consistent strategy from both ends.
15. In conjunction with VST, drive the formulation and implementation of after-sales support policy and services, including local authorized service centers
16. Through observation of work area(s), is alert to and avoids unsafe behaviours and conditions or other hazards. Reports any observed hazards to supervisor. Participates in corrective measures when appropriate or authorized. Maintains personal area in an orderly fashion, free of hazards. Operates vehicle to highest safety levels and report for driver training as required.
17. Reports all injuries and/or near misses to supervisor immediately. Participates in and cooperates with accident investigations.
18. Fully participates in assigned training programs. Attempts to perform only those tasks for which proper training has been received. Notifies supervisor if faced with a task which is potentially hazardous to self or co-workers due to inadequate training.
19. Becomes familiar with and practices all safety procedures. Seeks clarification or additional information when required.
20. Other tasks as delegated by the Sales Manager.
21. Maintains punctual, regular and predictable attendance; works collaboratively in a team environment with a spirit of cooperation.
22. Respectfully takes direction from Business Line Manager; other duties as assigned.

Education Level

o Bachelor of Science in Engineering or technical discipline preferred.

Relevant Previous experience
o Five or more years sales management experience in the Industrial and/or Chemical processing industry or related area.

Knowledge areas/Skills
o Must have demonstrated ability to hire and manage distributors, representatives and direct sales engineers.
o Must demonstrate sound technical and commercial skills and be able to work effectively in empowered team framework.
o Strong written, oral and presentation skills required.
o Ability to develop customer relationships quickly with a clear focus on customer service.
o Knowledge of Edwards General Vacuum products and services preferred.
o Strong written and presentation skills.

Other requirements
o Must be willing to travel up to 60% of the time in the territory and potentially work from home.
o PC literacy in Microsoft Word, Excel, Outlook, and Power Point are required.

Must be authorized to work in the U.S.

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