Position Title: Territory Manager
Company Structure: Private Equity / Founded: 1931
Global Employee Count: 4,000; 25 Locations; HQ’s Kansas City
Annual Revenue: $800M+
Reports to: Regional Manager
Location: East Texas (Greater Houston Area)
The Company:
Our client is the world’s leader in manufacturing, engineering, and distributing wire rope, synthetic rope, specialized assemblies, wire products and electromechanical cable. They focus on SUPPORT — support for industry’s that need to anchor, pull, lift, span, suspend, control, transmit, and move people, equipment, and materials worldwide. With true global reach that includes over 20 businesses that span the US, Europe, Latin America, Africa and the South Pacific, they can deliver the right products for equipment and applications that serve the construction, heavy industry, mining, oil & Gas, architectural structures, fishing and maritime industries no matter where the worksite might be.
Trusted Products | Unmatched Expertise | Customer Relationships
To learn more visit:
Company profile: https://youtu.be/6CJwd_yXZAY
Culture: https://youtu.be/9iL8JtndXgA
The Opportunity:
The Territory Manager (TM) is a critical role for the organization in WireCo’s journey to “be the preferred supplier to our core customers”. This position will promote commercial excellence through world class territory management fully leveraging WireCo’s channels to market. The Territory Manager will be an example of all the aspects of WireCo Business System (WBS) including the Behaviors – teamwork, accountable, self-aware, noble intent, determined, transparent, and curious.
As a Territory Manager, you are ultimately responsible for the growth of your territory and accounts. While your Regional Manager (RM) will provide support and guidance, you must display leadership and accountability for growing your territory and ensuring customers receive the highest quality experience. Your ultimate success is measured by your ability to meet or exceed your sales territory budget and pricing expectations.
This position would work remotely unless living within 60 miles of a WireCo office location. Travel will be required approximately 30% of the time including overnight and international travel depending on the geography covered.
Essential Duties & Responsibilities:
Scope Measures (Specific targets to be set during goal setting process.)
- Total revenue targets
- Revenue growth
- Quote-to-win ratio
- New customer acquisition counts (distributor or end user)
- Pricing targets
- Leadership accountability
Sales and Strategy
- Deliver against your sales territory incoming orders budget and margin/pricing expectations by growing your assigned account list and capturing new business opportunities (i.e., from end users, OEMs and distributors)
- Add value by leveraging relevant industry, technical, and WireCo internal knowledge (i.e., WireCo engineering resources, WireCo University training, Wire Rope User’s Manual, WireCo Website, etc.) to place yourself as an expert and solutions provider
- Effectively manage sales channels within sales territory to minimize potential channel conflicts by forecasting volume, monitoring customer inventories, and obtaining competitive intelligence
- Build an understanding of the customer landscape in your territory by carefully reviewing specific opportunities to identify potential channel conflict, and thoughtfully manage potential channel conflicts by working with your Regional Manager
- Ensure customer issues are being effectively resolved, becoming involved and escalating to sales leadership as appropriate
- Deliver against SIOP by working closely with the Product Manager and managing the sales processes in support of those goals
- Manage travel and entertainment budgets to maximize time spent interacting with customers and prospects
People
- Develop and maintain strong relationships with key decision-makers and influencers at each of your assigned accounts in order to better understand the needs of both distributors and end users
- Work closely with your Business Development Managers to carry out end market strategies and actions for identified growth targets in your region
- Spend approximately 20% of the time communicating with internal stakeholders, such as but not limited to, Sales Management, Customer Care and Marketing Team, and Engineering Management
- Spend approximately 80% of the time communicating with external stakeholders, such as customers and prospects
Required Education, Experience, Skills and Abilities:
| Degree, Certification, or Experience | Level of Expertise |
| Education requirements | University Degree in either Business, Engineering or related discipline required (or 5 years work experience in lieu) |
| Years of relevant work experience | Less than 5 years |
| Years of relevant management experience | N/A |
| Industry specific knowledge | Advanced knowledge of specific discipline within one’s own job area |
| Business acumen | Broad knowledge of several different areas across functions |
| Language proficiencies | English required Multiple language proficiency is preferred |
| Travel authorizations | Active driver’s license Background check required for business travel purposes Valid passport required for business travel purposes |
| Other | Formal Sandler Sales Training will be required within the first year of employment (company sponsored) Proficiency with technology products (CRM systems, Microsoft Suite, etc.) |
Key Skills Required:
| Critical Skills | Foundational Skills | |
| Account Management | Closing (Sales) | |
| Forecasting | Lead Generation | |
| Customer Insights | Negotiation | |
| Customer Relationship Management | Pricing | |
| New Business Development | Technical Acumen | |
| Revenue Growth | Selling Techniques | |
| Sales Process / Sandler Sales System | Economic Value Analysis | |
| Target Accounts | 80/20 |
About Cornerstone Kansas City:
Cornerstone Kansas City is a leading retained executive search firm based in Prairie Village, Kansas that helps great companies recruit great people. For more than 40 years, Cornerstone Kansas City has excelled in serving its client companies with executive talent acquisition across the Central Midwest region of the United States. Cornerstone Kansas City has successfully completed more than 1,600 retained executive search assignments for C-suite, President, Vice President, Director and Management-level positions. To inquire about how Cornerstone Kansas City can serve your executive talent acquisition needs, please click here to visit our website.
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5200 W 94th Terr., Suite 202, Prairie Village, KS 66207
Phone: (913) 754-2095
jamieo@cornerstone-kc.com
Project: 23-06-1116
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