Territory Manager

Let’s unpack this – Who are we?

Marcone is the leading provider of premium solutions, parts and equipment for professionals serving customers on their appliance parts, HVAC, plumbing and commercial kitchen needs. Headquartered in St. Louis, Missouri, Marcone is a multi-billion-dollar enterprise operating out of more than 200 locations throughout North America. Offering unparalleled product breadth, know-how across our national footprint and ease of doing business via leading-edge technology, servicers prefer Marcone because we amplify what they do best: take great care of their clients with speed, reliability and accuracy. Learn more about Marcone at www.marcone.com.

Summary

• As a Territory Manager for the Marcone Appliance division, you will grow sales and margin with a portfolio of customer and prospect accounts within your assigned geography.
• Your responsibilities are to call on new and existing assigned accounts to achieve sales and margin growth targets. Success will require a balance of efforts focused on promotional activities, new product introduction, problem resolution, customer training, and developing the dealer’s business. While in-person visits are the core activity of this role, you will intelligently leverage phone, text, and email interactions to efficiently stay close to customers.
• To be successful effective within Marcone you will perform with professionalism and discipline, leveraging training, processes, and tools designed for this role.
• Additionally, you will report on market competition and other territory sales influences. The ideal candidate will have a track record of success achieving targets as a field sales reps and experience within a parts distribution or similar business.
• The ideal candidate will have a track record of success achieving targets as a field sales reps and experience within a parts distribution or similar business.
  
  

Responsibilities

• Win new business and hit revenue and margin growth targets
• Create new customer relationships with intelligent targeting and effective hunting skills
• Develop and execute territory plans that identify relationships to pursue, based on opportunity and Marcone’s potential to differentiate against competitors, and outline action plans that drive achievement of plans
• Manage relationships following a playbook for frequency and types of customer touches
• Gain a deep understanding of each account’s business and critical performance metrics
• Sell Marcone’s differentiation vs. competitors
• Create a high-quality sales and relationship management experience
• Establish strong connection and presence within the territory
• Monitor competitor activities and generate useful intelligence
• Collaborate with vendors to help meet their goals and plans
• Properly communicate customer issues with appropriate company personnel and vendors
• Develop effective working relationships with internal teams to resolve customer and other issues in a timely manner; approach peers and customers with a spirit of positive problem resolution
• Maintain effective knowledge of OEM lines as well as the features and benefits of MyMarcone and other tools
• Assists in the collection of outstanding accounts receivable when directed
• Responsibly steward Marcone resources, achieving solid returns on our investments in sales, support, pricing concessions, and working capital
• Contribute to business strategy development by providing the voice of the market and customer
• Maintain adequate pipeline of new customer and share of wallet opportunities to hit targets with minimal risk
• Monitor territory performance, track key metrics, and analyze trends to accurately forecast sales and optimize margin performance
  
  

Professional Experience

• Experience as a quota-carrying field sales rep achieving sales and margin growth targets in at least two of the last three years
• Experience with managing customer-related working capital (A/R and inventory)
• At least 5 years’ experience in sales, service, or related functions
• Experience in parts distribution or a substantially similar industry
  
  

Demonstrated Competencies

• Solution selling and negotiations skills
• Business and financial acumen
• Presentation skills
• Action-oriented and fast moving
• Organizational agility
• Ability to manage ambiguity
  
  

So, what do we offer you?

• Health care (medical, dental, vision, prescription) available the first day of hire!
• 401k with company contribution
• Life insurance plus short-term and long-term disability
• HSA/FSA options
• Paid vacations, holidays, and personal time
• Employee Assistance Program
• Employee discounts
• And much more!
  
  

All candidates who have received a written offer of employment will be required to undergo background screening and testing for commonly abused controlled substances in accordance with our company’s background check and drug testing policy. Motor Vehicle Record checks are also completed for all candidates who have received a written offer of employment to determine insurability for driving a company vehicle as it relates to the position.

We provide equal opportunities for all employees and applicants for employment without regard to sex, age, race, religion, national origin, citizenship status, sexual orientation, gender identification, physical or mental disability, or any service, past, present, or future, in the uniformed services of the United States.

This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.