Worthington Enterprises
Elgen is a market-leading designer and manufacturer of HVAC parts and components, ductwork and structural framing primarily used in commercial buildings throughout North America.
As a Territory Manager, you will be responsible for driving revenue growth by identifying, prospecting, and closing new business opportunities within a defined territory. This role involves building and maintaining strong customer relationships, understanding customer needs, and effectively presenting the company's manufactured products and solutions. The ideal candidate will be a highly motivated, results-oriented individual with a proven track record in outside sales, particularly within a manufacturing or industrial environment.
This position covers MN, SD, ND and the ideal candidate will be based within that region.
Key Responsibilities
Sales & Development
Identify and target new potential customers (e.g., distributors, OEMs, end-users, contractors) within the assigned territory through cold calling, networking, industry events, and market research. Develop and execute strategic sales plans to achieve and exceed sales quotas and revenue targets. Conduct thorough needs assessments to understand customer requirements, pain points, and business objectives. Present compelling sales proposals, product demonstrations, and technical specifications to prospective and existing clients. Negotiate pricing, terms, and conditions to secure profitable sales agreements. Proactively follow up on leads and sales opportunities to move them through the sales pipeline. Collaborate with inside sales, engineering, and production teams to ensure customer satisfaction and successful order fulfillment. Maintain a strong understanding of the company's product portfolio, manufacturing processes, and competitive landscape. Account Management & Relationship Building
Cultivate and maintain strong, long-lasting relationships with existing customers to foster loyalty and identify opportunities for repeat business and upselling. Serve as the primary point of contact for assigned accounts, addressing inquiries, resolving issues, and providing exceptional customer service. Regularly visit customer sites to build rapport, assess ongoing needs, and identify potential challenges or opportunities. Conduct regular business reviews with key accounts to ensure customer satisfaction and alignment with business goals. Market & Product Knowledge
Stay informed about industry trends, market conditions, and competitor activities to identify new opportunities and threats. Provide valuable market feedback to the product development and marketing teams to inform future strategies. Continuously enhance product knowledge, application expertise, and technical understanding of manufactured goods. Travel & Territory Management
Travel extensively, up to 75% of the time, within the assigned territory to meet with prospective and existing clients, attend industry events, and manage sales activities. Manage travel schedule efficiently and cost-effectively within the assigned territory. Reporting & Administration
Accurately maintain customer records, sales activities, and pipeline updates within the CRM system (e.g., Salesforce, HubSpot). Prepare and submit regular sales forecasts, activity reports, and expense reports in a timely manner. Participate in sales meetings, training sessions, and company events as required. Qualifications
Bachelor's degree in Business Administration, Marketing, Engineering, or a related field preferred. Relevant professional experience may be considered in lieu of a degree. Experience
experience, with a proven track record of exceeding sales targets. Prior experience selling manufactured products (e.g., industrial components, machinery, building materials, custom fabrication) is highly preferred. Experience working with distributors, OEMs, or specific industrial sectors relevant to the company's products is a strong asset. Demonstrated ability to prospect, qualify, present, and close complex sales cycles. Skills & Competencies
Exceptional Communication Skills:
Excellent verbal and written communication, presentation, and negotiation skills. Strong Interpersonal Skills:
Ability to build rapport and trust quickly with diverse personalities. Results-Oriented:
Highly self‑motivated, driven, and able to work independently to achieve targets. Problem-Solving:
Strong analytical and problem‑solving abilities, capable of understanding technical challenges and offering solutions. Technical Aptitude:
Ability to quickly grasp technical product specifications and articulate their value proposition to customers. CRM Proficiency:
Proficient in using CRM software (e.g., Salesforce, HubSpot, Microsoft Dynamics) for sales pipeline management and reporting. Time Management & Organization:
Excellent organizational skills with the ability to manage multiple priorities and territories effectively. Adaptability:
Ability to thrive in a dynamic and fast‑paced sales environments. Other Requirements
Valid driver's license and a clean driving record. Ability and willingness to travel up to 75% of the time, including overnight stays, within the assigned territory.
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Sales & Development
Identify and target new potential customers (e.g., distributors, OEMs, end-users, contractors) within the assigned territory through cold calling, networking, industry events, and market research. Develop and execute strategic sales plans to achieve and exceed sales quotas and revenue targets. Conduct thorough needs assessments to understand customer requirements, pain points, and business objectives. Present compelling sales proposals, product demonstrations, and technical specifications to prospective and existing clients. Negotiate pricing, terms, and conditions to secure profitable sales agreements. Proactively follow up on leads and sales opportunities to move them through the sales pipeline. Collaborate with inside sales, engineering, and production teams to ensure customer satisfaction and successful order fulfillment. Maintain a strong understanding of the company's product portfolio, manufacturing processes, and competitive landscape. Account Management & Relationship Building
Cultivate and maintain strong, long-lasting relationships with existing customers to foster loyalty and identify opportunities for repeat business and upselling. Serve as the primary point of contact for assigned accounts, addressing inquiries, resolving issues, and providing exceptional customer service. Regularly visit customer sites to build rapport, assess ongoing needs, and identify potential challenges or opportunities. Conduct regular business reviews with key accounts to ensure customer satisfaction and alignment with business goals. Market & Product Knowledge
Stay informed about industry trends, market conditions, and competitor activities to identify new opportunities and threats. Provide valuable market feedback to the product development and marketing teams to inform future strategies. Continuously enhance product knowledge, application expertise, and technical understanding of manufactured goods. Travel & Territory Management
Travel extensively, up to 75% of the time, within the assigned territory to meet with prospective and existing clients, attend industry events, and manage sales activities. Manage travel schedule efficiently and cost-effectively within the assigned territory. Reporting & Administration
Accurately maintain customer records, sales activities, and pipeline updates within the CRM system (e.g., Salesforce, HubSpot). Prepare and submit regular sales forecasts, activity reports, and expense reports in a timely manner. Participate in sales meetings, training sessions, and company events as required. Qualifications
Bachelor's degree in Business Administration, Marketing, Engineering, or a related field preferred. Relevant professional experience may be considered in lieu of a degree. Experience
experience, with a proven track record of exceeding sales targets. Prior experience selling manufactured products (e.g., industrial components, machinery, building materials, custom fabrication) is highly preferred. Experience working with distributors, OEMs, or specific industrial sectors relevant to the company's products is a strong asset. Demonstrated ability to prospect, qualify, present, and close complex sales cycles. Skills & Competencies
Exceptional Communication Skills:
Excellent verbal and written communication, presentation, and negotiation skills. Strong Interpersonal Skills:
Ability to build rapport and trust quickly with diverse personalities. Results-Oriented:
Highly self‑motivated, driven, and able to work independently to achieve targets. Problem-Solving:
Strong analytical and problem‑solving abilities, capable of understanding technical challenges and offering solutions. Technical Aptitude:
Ability to quickly grasp technical product specifications and articulate their value proposition to customers. CRM Proficiency:
Proficient in using CRM software (e.g., Salesforce, HubSpot, Microsoft Dynamics) for sales pipeline management and reporting. Time Management & Organization:
Excellent organizational skills with the ability to manage multiple priorities and territories effectively. Adaptability:
Ability to thrive in a dynamic and fast‑paced sales environments. Other Requirements
Valid driver's license and a clean driving record. Ability and willingness to travel up to 75% of the time, including overnight stays, within the assigned territory.
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