Territory Manager - West

Summary: As a Territory Manager, you will play a crucial role in managing and expanding our market presence within a defined territory. Your primary focus will be on overseeing 3rd party distributor representatives and driving direct sales into end-users, such as auto body shops. You will be responsible for achieving sales targets, fostering strong relationships with distributors and end-users, and implementing strategic initiatives to enhance market share and revenue growth.

Primary Responsibilities:

• Territory Management: Oversee and manage a defined sales territory, including both 3rd party distributor representatives and direct sales efforts. Develop and execute a territory-specific sales strategy to achieve revenue and market share goals.
• Distributor Relations: Build and maintain strong relationships with 3rd party distributor reps. Collaborate with distributors to align on sales strategies, provide support, and ensure effective representation of our products.
• Direct Sales: Drive direct sales into end-user accounts, such as auto body shops. Identify and pursue new business opportunities, build relationships with key decision-makers, and close sales to meet or exceed targets.
• Sales Strategy & Execution: Develop and implement a comprehensive sales plan for the territory. Identify market trends, customer needs, and competitive landscape to tailor strategies and drive growth.
• Product Expertise: Maintain a deep understanding of our products and solutions, including spray finishing equipment and related technologies. Utilize this expertise to offer value-added solutions and address customer needs effectively.
• Training & Support: Provide training and support to distributor personnel to ensure they are well-versed in our products and capable of effectively promoting them to end-users. Conduct product demonstrations and training sessions as needed.
• Customer Engagement: Engage with end-users to understand their needs, offer solutions, and address any issues. Build strong, long-term relationships to drive customer loyalty and repeat business.
• Market Analysis: Conduct market analysis to identify new opportunities and potential areas for growth. Utilize insights to adjust strategies and enhance territory performance.
• Event Participation: Represent the company at trade shows, industry events, and customer meetings. Promote our products, gather market feedback, and engage with potential customers and partners.
• Performance Monitoring: Track and analyze sales performance within the territory. Develop and implement strategies to address performance gaps and optimize results.

Qualifications:

• 3 years of experience in sales or account management, with a focus on managing distributor relationships and direct sales to end-users. Experience in the automotive or industrial sector is a plus.
• Associate's degree or equivalent; Bachelor’s degree in Business, Marketing, or a related field preferred.
• Familiarity with spray finishing equipment, paint and solvent properties, and related technologies is beneficial.
• Proficiency in CRM software (e.g., Salesforce) and MS Office Suite.
• Strong sales strategy, negotiation, and relationship-building skills.
• Excellent communication and presentation skills, with the ability to engage effectively with distributor reps and end-users.
• Strong problem-solving skills with the ability to address customer challenges and deliver tailored solutions.
• Willingness to travel within the territory, up to 75% of the time. 
• Must reside in or be willing to relocate to the designated territory.