Territory Sales Manager – Bridge

This position requires knowledge of principles and practices for promoting and selling our modular vehicular bridges, pedestrian bridges, and other bridge related products. This includes understanding and implementing market strategies and tactics, maintaining extensive product knowledge and skills, sales techniques, and pricing strategies. This position requires customer needs assessment, meeting their requirement standards for product and services and ensuring we meet the customer’s goals/objectives. The Territory Sales Manager (TSM) works and travels within a given geographic region.

ESSENTIAL JOB FUNCTIONS

• Promoting the company and its strengths, sell our products to consulting civil engineering firms, county engineers, Federal and State D.O.T. engineers, townships, municipalities, State and Federal agencies, and contractors within the territory. Sales strategy includes the utilization of TNS Bridge Engineer and Director of Sales as required.
• Meet or exceed annual Sales KPI’s.
• Compile lists of current/prospective customers for use as sales leads, based on information from the web, newspapers, business directories, and other sources. Maintain a current customer list for the Bridge Inside Sales Team, Estimators, and management in TrueNorth Steel's CRM platform.
• TSM will place special emphasis upon the promotion and sale of Modular Vehicular and Pedestrian Truss bridges by calling on potential specifiers, project owners and contractors. TSM will coordinate efforts with the TrueNorth Steel Bridge Inside Sales Team.
• Travel throughout your assigned territory; calling on existing and prospective customers to follow up on orders, develop a strong relationship and inquire about future projects.
• Emphasis on explaining our products; using skills developed in the field and through training, emphasizing their features and benefits to the customer as a solution to their project.
• Prepare bids with Bridge Estimating and pricing strategy with the Director of Bridge Sales; ensuring we are bidding with the expectation of winning the project. Knowledge of the project specifics and pricing protocol is critical.
• Maintain and have a full and current understanding of market pricing and demand. Report updates during weekly sales meetings.
• Determine price competition (market) and recommend pricing based on research.
• Negotiate sales with customers after the bid by adjusting prices and assessing lead times where necessary to gain the sale.
• Gather competitor pricing information from contractors after a bid to help provide market pricing intelligence.
• Monitor customer projects/product preferences to determine the focus of our sales efforts.
• Attend sales meetings as required.
• Explain and implement our Terms & Conditions to customers and potential prospects. Negotiate a signed TNS quote including the TNS Terms & Conditions vs customer P.O. or contract.
• Negotiate an estimated date of delivery with the customer, based on the customer expectations and TrueNorth Steel’s production and delivery schedules.
• Assist TrueNorth Steel's accounts receivable with payment collections as needed.
• This position interacts with and cooperates with all segments of sales and sales support; specifically with the Sales team, Estimators, Engineers, Director of Sales, production/operations, logistics, accounting, and executive management. Sound judgment is required to balance customers’ requirements with our Company goals and objectives (Mission Statement).
• Travel to training seminars for product education and/or personal sales development are required.
• Attend and participate in local and regional trade shows/conferences; working in conjunction with the Director of Sales and the Bridge Engineer to ensure adequate coverage (personnel) and booth set-up, booth attendees and tear-down are accomplished.
• Resolve customer complaints/concerns with a sense of urgency with the appropriate staff. Note and report in the Non-Conformance/Corrective Action program.
• Willing to work flexible hours when necessary.
• Prompt and dependable attendance.
• Other duties as assigned.

KNOWLEDGE, SKILLS, AND QUALITIES

• Strong knowledge of Microsoft Office.
• Exceptional communication skills. Able to interface professionally with customers and Inside Sales team, and the ability to get along well with a variety of personalities and individuals.
• Ability to accurately read and understand detailed civil construction plans and specifications and understand accepted industry installation procedures.
• Effective at multi-tasking/time management.
• Driven personality, with a strong desire to succeed in the workplace.
• Ability to effectively build relationships with customers and co-workers.
• Ability to take care of the customers’ needs while following company procedures.
• Ability to communicate effectively with others using the spoken word.
• Ability to be truthful and be seen as credible in the workplace.

EDUCATION AND WORK EXPERIENCE

• High School Diploma or GED required.
• Bachelor’s degree in Business/Sales/Marketing/Engineering or related field.
• Professional sales experience, consultative experience, or engineering experience in a similar field preferred.