Territory Manager - Calgary, Alberta, Canada
Requisition ID
: (18011382)
Primary Location
: Canada-Alberta-Calgary
Description The Territory Sales Manager (Calgary, Canada) is responsible for the increased sales performance and profitability of Greenlee products to new and established distributor partners within a specific geographic region. TM establishes sales strategies and achieves sales goals relative to those accounts through direct contact and product demonstration. This job requires broad knowledge of the company’s products, services, policies relative to customers and knowledge of distributor and contractor business model.
ORGANIZATIONAL RELATIONSHIPS: This position reports to the Area Sales Manager and manages distributors within a defined area. This position interfaces with all levels of the organization including, but not limited to Sales Application Engineers, Regional Sales Managers, Product Management, Engineering and Marketing.
Responsibilities
- Develops and implements a strategic sales plan to increase sales and profits for Greenlee products to established and new customers.
- Develops a plan to identify and convert competitive product to Greenlee and works the plan to closure.
- Leverages sales programs, promotions and market development funds for the best value of the company and distributors.
- Initiates category management for benefit of Greenlee and the distributor partner.
- Roles include: GMROI analysis, turns analysis, self-administered VMI.
- Maintains awareness of distributor inventories; works to insure adequate levels.
- Manages profitability of the account from a distributor’s perspective while maximizing profitability for Greenlee as well.
- Margin analysis and pricing to be evaluated as well. Merchandises counter displays to ensure Greenlee products are prominently displayed, organized and shelf space is maximized and optimized.
- Conducts training sessions with distributor representatives and end users to educate them in proper use and effective sales techniques of Greenlee tools.
- Works effectively with the PTS to conduct on-the-job demonstrations for all products to prospective end-users, along with effectively communicating with the PTS regarding key stocking distributor partners in the local marketplace.
- Provides input to Product Managers regarding product upgrades or obsolescence.
- Maintains awareness of competitors and product lines.
- Represents company at trade shows, distributor meetings, etc. Introduces, promotes and gains placement the of new products.
- Maintains regular sales call frequency on major end-users in assigned territory as required to increase sales.
- Maintains company vehicle and demo tools in neat and orderly fashion.
- Completes and submits key account plans and other key initiative plans.
Knowledge & Experience
- Bachelor’s degree in business or related field
- A minimum of five years of sales experience with demonstrated achievements in selling industrial products through distribution is required
- Strong presentation skills
- Depending on location, travel will be around 75% of the time
- Knowledge of the industrial distribution function strongly desired
- Microsoft office suite knowledge required
- Willingness to travel by air
- Requires occasional lifting of products weighing up to 50 lbs.
- Performs all duties within the Business Conduct Guidelines
Desired Attributes
- Natural curiosity and a desire to absorb and process knowledge
- A high level of initiative, integrity and creativity
- Ability to be analytical and innovative
- Energy, enthusiasm and competitive edge
- Strong interpersonal skills
- Ability to work independently and within a team
- Leadership skills
- Time management skills
- Timely and sound decision making
- Level of comfort with change; adaptable and flexible
Equal Opportunity Employer
Emerson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.
If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by calling 1-314-553-2544 (V/TTY/TDD) or by sending an email to idisability.administrator@emerson.com. About Emerson Imagine being surrounded by intelligent, driven, and passionate innovators all working toward the same goal—to create groundbreaking solutions that leave our world in a better place than we found it. Emerson is a global technology and engineering company providing innovative solutions for customers in industrial, commercial, and residential markets. Our Emerson Automation Solutions business helps process, hybrid, and discrete manufacturers maximize production, protect personnel and the environment while optimizing their energy and operating costs. Our Emerson Commercial and Residential Solutions business helps ensure human comfort and health, protect food quality and safety, advance energy efficiency, and create sustainable infrastructure. A dynamic environment is what you’ll discover at Emerson, a Fortune 500 company with $14.5 billion in sales and 155 manufacturing locations worldwide. Together, we’re changing the world, and we have all the resources to help you achieve your professional goals. Whether you’re an established professional looking for a career change, an undergraduate student exploring options, or recently received your MBA degree, you’ll find a variety of opportunities at Emerson. Join our team and start your journey today.