The Territory Manager position is responsible for forecasting and generating expected revenue targets quarterly in various markets/territories for both existing and new accounts, and for coordinating customer interactions and tracking customers in Strouse IT systems. Meeting and exceeding revenue goals will be accomplished through multiple prospect interactions to effectively build proposals and gain acceptance from customers to move forward on a Strouse project.
Develop and implement a business plan for the territory, to maintain and grow business.
Work as part of a Sales team to respond to leads and contact existing and prospective customers to evaluate a customer’s adhesive products and materials needs.
Present Strouse's product offering and engage in a discovery process to understand the client’s needs. Probe for needs and propose applications that meet the objectives of the customer.
Quickly determine a prospective customer’s knowledge of adhesive products and materials, and guide a conversation towards evaluating a customer’s requirements, determining if a customer is a good prospect for Strouse, setting a phone appointment, and preparing and presenting a proposal that meets their needs.
Understand Strouse’s internal tools and processes and use these tools to plan, prepare, create, and deliver proposals to potential customers.
Track and monitor performance against quota, responsible to meet or exceed minimum performance standards as established by Sales Management.
Confidently build trust and rapport with existing and prospective customers.
Utilizes CRM website to track orders from prospecting to orders placed.
Resolve concerns and eliminate obstacles; Utilizes website leads to follow up with visitors to generate new clients.
Work with Customer Support on issues or concerns a customer may have.
Engage with Product Development Engineers for sourcing, and complex project needs.
Follow-up on post-sale logistics utilizing our ERP software to ensure the customer receives their product in a timely fashion.
Follow-up on sales pipeline utilizing CRM.
Work with internal staff to coordinate timely responses to meet customer needs.
Generate additional revenue through self-generated appointments and referrals.
Participate in ongoing training, development and certifications.
Contribute to the creation, improvement, implementation, documentation, and performance of the processes and procedures of The Strouse Corporation Quality Management System.
Embody Strouse’s values, through respect, and continual focus on process improvement and customer delivery excellence.
Customer needs assessment and evaluation of customer satisfaction.
Knowledge of principles and methods for presenting, promoting, and selling products. This includes marketing strategy and tactics, product demonstration, and sales techniques.
Persuading others to change their minds or behavior.
Communication skills including but not limited to, talking to others to convey information effectively. Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
Bringing others together and trying to reconcile differences.
Problem-solving, listening, and interpersonal skills.
Possess a strong work ethic and team player mentality.
Teamwork and effective communication.
The physical demands described herein are those that must be met by an employee (with or without reasonable accommodation) to successfully perform the essential functions of the Territory Manager position:
While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms. This position requires the ability to occasionally lift products and supplies, up to 25 pounds.
Travel is expected 30-50%, both day trip and overnight. Primarily in North America but OUS may occur.
High School Diploma or GED
Computer Proficiency: CRM systems
Sales experience with a successful track record of exceeding revenue goals
Customer Service experience
Adhesives product industry experience
CRM experience and the ability to navigate successfully using a variety of computer software/technology.
Bachelors or Associates Degree