Carlton Industrial Solutions
Territory Sales Manager
Carlton Industrial Solutions, Salisbury, Maryland, United States, 21801
Join to apply for the
Territory Sales Manager
role at
Carlton Industrial Solutions Overview
The Territory Sales Manager (TSM) role is critical in how value is delivered to our industrial customers who rely on weighing as a critical control point in their businesses and operations. Our customers rely on this position as their trusted advisor to support their weighing process and production goals, focusing on safety, compliance, productivity, and performance. The TSM advises on topics such as preventative maintenance services, calibrations, service and repairs, and installations on industrial scales and other weighing equipment to support operations. The TSM serves as a key leader within the assigned territory and, with the Operations Manager, is responsible for sales performance, relationship development, and business growth. The TSM will focus on selling the METTLER TOLEDO industrial weighing solutions portfolio and will leverage all CIS resources to succeed in cross-selling the full CIS portfolio. The TSM develops and executes a comprehensive business plan to drive growth in the territory and supports the Carlton Scale Sales Process, with proactive territory and account planning and disciplined execution. This role also builds brand awareness, expands our customer contact database, participates in local and area trade groups and industry forums, and cultivates long-lasting mutually beneficial relationships. Responsibilities
Increase market share, total sales, and profitability through disciplined execution of the territory business plan and Carlton Scale Sales Operations process Closely partner with Operations to ensure a fully unified approach to serving our territories and growing our business Fully own the entire sales process for every sale and every engagement; collaborate with Operations to deliver a Weigh Better customer experience Actively focus on selling ongoing service agreements with every equipment sale; communicate the range of value-added services and why they differ from the competition; leverage service as an entry point with new customers Enhance and increase the depth and range of territory database information on new and existing customers Integrated use of METTLER TOLEDO sales and training tools to maximize engagement; partner with MT teams to support sales opportunities Proactive and detailed time and schedule management Prompt, professional, and detailed follow up on all customer engagements Planned, committed, and proactive cold calling Focused and planned site visits and on-the-fly check-ins Plan and lead sales presentations focusing on knowledge of application opportunities, monetized pain points, and consultative solution selling Prompt and detailed follow up on all leads within 24 hours Maintain professionalism, diplomacy, sensitivity, and tact to portray the company positively Stay abreast of industry changes, new products or services by attending training sessions, demonstrations, or other training opportunities Actively lead efforts to understand competition in the assigned territory and develop actionable insights Support all CIS order fulfillment and workflow process requirements with a proactive mindset Coordinate with Operations, Carlton Industrial Automation, Purchasing, and Third-Party partners to ensure customer deadlines are met Accountability
Fully understand and support all CIS safety policies and procedures; commit to timely and complete support of safety initiatives Apply the Hierarchy of Controls to identify, manage, and mitigate job hazards for every job Understand METTLER TOLEDO Good Weighing Practices and leverage Weighing Quality Management to sell CIS advantages Meet and exceed all territory sales performance targets Responsible for customer retention, penetration, and risk mitigation in the territory Trusted to follow through in service to customers and CIS Ensure all administrative and workflow requirements are supported on all orders Stay aware of technology developments, competitive positioning, and industry trends Time is of the essence for customers and CIS Answer the bell; meet all deadlines Demonstrate professional attitude, appearance, and communication at all times Follow all company procedures and policies; details matter Ensure vehicle service and maintenance requirements are met and notify supervisor of needed repairs Be mindful of the impact of your decisions from the customer and CIS perspectives Consider the value created by CIS and how it is perceived by customers Qualifications
Territory sales experience is required; Account Management experience is a plus Previous sales experience and/or background in industrial weighing devices or industrial electromechanical equipment preferred Experience with CRM applications is required Solid organizational and time management skills Excellent verbal, written, and listening communication skills Basic technical understanding of how products and services work in the industry; ability to communicate this information Naturally inquisitive, enjoys learning, and seeks opportunities for growth General knowledge of Word, Excel, and Outlook; ability to learn new applications Self-motivated, assertive, and good time management Comfortable in a dynamic, fast-paced environment Must maintain a valid drivers license with acceptable driving record Education
2- or 4-year degree or certification required Professional Sales Training certification (e.g., Sandler) desirable Physical Requirements
Ability to sit or drive for extended hours up to eight hours per day Ability to travel across the Mid-Atlantic (and Carltons growing footprint) about 25% of the time; travel may vary based on business needs Ability to perform repetitive finger, hand, and wrist movements Ability to stand or walk for long periods during visits and presentations May lift objects weighing 2535 lbs; occasionally up to 45 lbs The duties listed above are examples of the work you may perform in this role; as business needs evolve, additional responsibilities may be assigned. We are committed to providing reasonable accommodations to enable individuals with disabilities to perform essential job functions. This job description does not constitute an employment contract and is subject to change at the company's discretion. CIS is an equal opportunity employer that values diversity and inclusion. We do not discriminate based on protected characteristics and participate in E-Verify to ensure compliance with federal employment laws. Employment with CIS is at-will, meaning either you or the company can terminate the employment relationship at any time, for any reason, with or without cause, except as required by law. Seniority level
Entry level Employment type
Full-time Job function
Sales and Business Development Industries
Industrial Machinery Manufacturing
#J-18808-Ljbffr
Territory Sales Manager
role at
Carlton Industrial Solutions Overview
The Territory Sales Manager (TSM) role is critical in how value is delivered to our industrial customers who rely on weighing as a critical control point in their businesses and operations. Our customers rely on this position as their trusted advisor to support their weighing process and production goals, focusing on safety, compliance, productivity, and performance. The TSM advises on topics such as preventative maintenance services, calibrations, service and repairs, and installations on industrial scales and other weighing equipment to support operations. The TSM serves as a key leader within the assigned territory and, with the Operations Manager, is responsible for sales performance, relationship development, and business growth. The TSM will focus on selling the METTLER TOLEDO industrial weighing solutions portfolio and will leverage all CIS resources to succeed in cross-selling the full CIS portfolio. The TSM develops and executes a comprehensive business plan to drive growth in the territory and supports the Carlton Scale Sales Process, with proactive territory and account planning and disciplined execution. This role also builds brand awareness, expands our customer contact database, participates in local and area trade groups and industry forums, and cultivates long-lasting mutually beneficial relationships. Responsibilities
Increase market share, total sales, and profitability through disciplined execution of the territory business plan and Carlton Scale Sales Operations process Closely partner with Operations to ensure a fully unified approach to serving our territories and growing our business Fully own the entire sales process for every sale and every engagement; collaborate with Operations to deliver a Weigh Better customer experience Actively focus on selling ongoing service agreements with every equipment sale; communicate the range of value-added services and why they differ from the competition; leverage service as an entry point with new customers Enhance and increase the depth and range of territory database information on new and existing customers Integrated use of METTLER TOLEDO sales and training tools to maximize engagement; partner with MT teams to support sales opportunities Proactive and detailed time and schedule management Prompt, professional, and detailed follow up on all customer engagements Planned, committed, and proactive cold calling Focused and planned site visits and on-the-fly check-ins Plan and lead sales presentations focusing on knowledge of application opportunities, monetized pain points, and consultative solution selling Prompt and detailed follow up on all leads within 24 hours Maintain professionalism, diplomacy, sensitivity, and tact to portray the company positively Stay abreast of industry changes, new products or services by attending training sessions, demonstrations, or other training opportunities Actively lead efforts to understand competition in the assigned territory and develop actionable insights Support all CIS order fulfillment and workflow process requirements with a proactive mindset Coordinate with Operations, Carlton Industrial Automation, Purchasing, and Third-Party partners to ensure customer deadlines are met Accountability
Fully understand and support all CIS safety policies and procedures; commit to timely and complete support of safety initiatives Apply the Hierarchy of Controls to identify, manage, and mitigate job hazards for every job Understand METTLER TOLEDO Good Weighing Practices and leverage Weighing Quality Management to sell CIS advantages Meet and exceed all territory sales performance targets Responsible for customer retention, penetration, and risk mitigation in the territory Trusted to follow through in service to customers and CIS Ensure all administrative and workflow requirements are supported on all orders Stay aware of technology developments, competitive positioning, and industry trends Time is of the essence for customers and CIS Answer the bell; meet all deadlines Demonstrate professional attitude, appearance, and communication at all times Follow all company procedures and policies; details matter Ensure vehicle service and maintenance requirements are met and notify supervisor of needed repairs Be mindful of the impact of your decisions from the customer and CIS perspectives Consider the value created by CIS and how it is perceived by customers Qualifications
Territory sales experience is required; Account Management experience is a plus Previous sales experience and/or background in industrial weighing devices or industrial electromechanical equipment preferred Experience with CRM applications is required Solid organizational and time management skills Excellent verbal, written, and listening communication skills Basic technical understanding of how products and services work in the industry; ability to communicate this information Naturally inquisitive, enjoys learning, and seeks opportunities for growth General knowledge of Word, Excel, and Outlook; ability to learn new applications Self-motivated, assertive, and good time management Comfortable in a dynamic, fast-paced environment Must maintain a valid drivers license with acceptable driving record Education
2- or 4-year degree or certification required Professional Sales Training certification (e.g., Sandler) desirable Physical Requirements
Ability to sit or drive for extended hours up to eight hours per day Ability to travel across the Mid-Atlantic (and Carltons growing footprint) about 25% of the time; travel may vary based on business needs Ability to perform repetitive finger, hand, and wrist movements Ability to stand or walk for long periods during visits and presentations May lift objects weighing 2535 lbs; occasionally up to 45 lbs The duties listed above are examples of the work you may perform in this role; as business needs evolve, additional responsibilities may be assigned. We are committed to providing reasonable accommodations to enable individuals with disabilities to perform essential job functions. This job description does not constitute an employment contract and is subject to change at the company's discretion. CIS is an equal opportunity employer that values diversity and inclusion. We do not discriminate based on protected characteristics and participate in E-Verify to ensure compliance with federal employment laws. Employment with CIS is at-will, meaning either you or the company can terminate the employment relationship at any time, for any reason, with or without cause, except as required by law. Seniority level
Entry level Employment type
Full-time Job function
Sales and Business Development Industries
Industrial Machinery Manufacturing
#J-18808-Ljbffr