Territory Sales Manager

ABOUT OLANDER

The Olander family of companies are a full-line distributor of standard and metric fasteners, including commercial and specialty fasteners, precision hardware, electromechanical components, tools, adhesives, and wire management products. We started off serving Silicon Valley in 1962. Today, we have customers in more than 45 countries. 

JOB SUMMARY

The Territory Sales Manager (TSM) candidate has a strong background in outside wholesale sales with a proven track record of meeting or exceeding sales quotas. The successful candidate can identify and help develop strategic relationships with key partners and potential customers. The TSM spends 50% (or more if needed) of their time in the field with prospects and customers building relationships, identifying opportunities, obtaining orders or contracts for Olander products and services. Execution, persistence, communication, and excellent listening skills are of significant value in this role. This role is hybrid 50% in office and 50% in the field.

ESSENTIAL FUNCTIONS

• Travel assigned territory to meet with customers, resolve product inquiries, implement marketing initiatives, attend sales meetings.  Generally market and sell all company products in the territory.
• Identify/analyze customer needs to make accurate presentation of products to best meet those needs, communicate to Manager and Account Managers effectively creating an understanding of those needs.
• Create business development strategies, identifying new opportunities and roadblocks in the effort to drive new business from conception through closure.
• Expand relationships with existing Olander Company customers by visiting customer facilities at a minimum of once per quarter.
• Establish and nurture relationships that fill business pipeline with prospective partners and customers.
• Utilize effective sales, communication, organization and relationship building skills to build long term business relationships.
• Define, research, locate and contact key target business prospects via LinkedIn, Hoovers and other methods to identify contacts and make cold calls to set up meetings capturing new customers and business.
• Work with Manager to write contracts for new business partners.
• Produce Sales Call Reports for auditing time management skills, opportunities and customer follow up to achieve company and individual sales goals.
• Provide monthly reports detailing customer sales, profitability, opportunities for growth and prospects.
• Collaborate with Manager to create sales goals and initiative targets, and work with the Account Managers and the Manager to achieve these goals.
• Identify opportunities for Vendor Managed Inventory programs (VMI) by working with the customer to define program requirements, coordinating quote processes and negotiating service contract levels with customer while assuring profitability of the program.
• Identify, recommend and attend the booth at appropriate Olander Company exhibits.
• Work with vendor territory sales personnel conducting joint product demonstrations at customer facilities, developing product interest to increase sales.
• Attend vendor training seminars/instructional classes to obtain skills necessary to effectively demonstrate and capture sales for Olander products and services
• Monitor and respond where appropriate to any customer complaints in a timely manner, communicating all actions to Manager.
• Effectively communicate suggestions with the Purchasing Manager any customer/inventory requirements that are necessary to promote customer satisfaction.
• Maintain professionalism and exercise good judgement in all activities using Olander Core Values as the basis for improving work atmosphere, procedures, customer and coworker interactions. 
• Perform other duties as needed or assigned.

This job description reflects management’s assignment of essential functions; nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

QUALIFICATIONS

• Education: High School diploma required. A degree from an accredited college is preferred.
• Minimum five years’ wholesale sales experience; fastener industry experiences preferred.
• Demonstrated success in previous outside sales or business development assignments.
• Strong understanding of customer and market dynamics and requirements.
• Strong communication and interpersonal skills with ability to follow verbal and written instructions.
• Proficiency in writing clear and concise communications internally and externally.
• Proficient with Microsoft Word, Excel, PowerPoint and Outlook.
• Proficient with Internet search, LinkedIn, Harris Infosource and other prospecting programs.
• Experience with Salesforce or other Customer Resource Management software.
• Ability to read, write and speak the English language fluently.
• Must have a valid Driver’s License and be insurable.
• Willingness to travel throughout assigned region.

  PHYSICAL DEMANDS

• Requires sitting for long periods of time
  • Long hours of working on a computer; this includes reading a computer screen and typing excessively on a keyboard

SALARY RANGE

Annual Base Pay: $80,000 to $85,000 plus commission, depending on experience.  Olander complies with state and federal wage and hour laws and determines compensation based on candidate’s qualifications, education, skill set, experience, and internal equity.

BENEFITS

Upon meeting eligibility requirements, the Company offers the following: health insurance coverage for employees and their eligible dependents, Disability Coverage, a Retirement Plan, Paid Time Off, ten (10) paid holidays per year and additional voluntary benefits.

EQUAL EMPLOYMENT OPPORTUNITY STATEMENT

Olander is an Equal Opportunity Employer (EOE). All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.

Salary : $80,000 - $85,000